Importance of alternative rewards - Impact of managerial level

What rewards are important to sales managers? Does the importance of differ ent types of rewards vary across sales management hierarchical levels? Rese arch bearing on these issues has been minimal to date, so these questions h ave not been answered in the literature. The answers, however, have become increasingly more urgent with dramatic changes in the composition of the wo rkforce. Therefore, this article reports the results of a study that examin ed whether organizational level has an impact on the perceived importance s ales managers place on rewards. Findings indicate that six rewards are espe cially important to sales managers, irrespective of their hierarchical leve l, brit only a few significant differences were found between reward import ance and managerial level. Implications for sales management and future res earch are provided. (C) 2000 Elsevier Science Inc. All rights reserved.