Pay satisfaction and sales force turnover: the impact of different facets of pay on pay satisfaction and its implications for sales force management.: An article from: Journal of Managerial Issues

This digital document is an article from Journal of Managerial Issues, published by Pittsburg State University - Department of Economics on June 22, 1996. The length of the article is 6712 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the author: Of all the many properties that characterize work in formal organizations, pay is one of the most important. Pay satisfaction has been found to influence significant organizational behavior variables, including turnover. What has received little attention in the sales literature is how different aspects of a salesperson's pay affect his or her satisfaction with that pay. The primary objective of this study is to investigate how pay type, pay level, and internal and external perceptions of pay equity affect salespersons' satisfaction with pay. Results suggest that internal and external perceptions of pay equity were the most important variables in explaining salespersons' satisfaction with pay, even more important than level of pay. Implications for sales force management and future research are presented based on these findings.

Citation Details
Title: Pay satisfaction and sales force turnover: the impact of different facets of pay on pay satisfaction and its implications for sales force management.
Author: James A. Roberts
Publication:Journal of Managerial Issues (Refereed)
Date: June 22, 1996
Publisher: Pittsburg State University - Department of Economics
Volume: v8 Issue: n2 Page: p154(16)

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