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Designing sales force satisfying selling positions: a conjoint measurement approach |
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| Authors: | René Y Darmon [Author Vitae] Benny P Rigaux-Bricmont [Author Vitae] Pierre Balloffet [Author Vitae] |
| Institution: | a ESSEC, Avenue Bernard Hirsch, BP 105, 95021 Cergy-Pontoise, France b Faculté des Sciences de l'Administration, Université Laval, Sainte-Foy, Québec, Canada G1K 7P4 c HEC-Montreal, 3000 chemin de la Côte Sainte-Catherine, Montreal, Québec, Canada H3T 2A7 |
| Abstract: | To design selling positions that appeal to both new and incumbent salespersons, management needs to understand salespersons' preferences for job characteristics. The study reported here exemplifies an effort to operationalize salespersons' preferences for job and task characteristics that takes account of both career stage and gender. Findings indicate that salespeople in the sample prefer salary-based compensation and that female salespeople prefer sales jobs that are fixed in location. |
| Keywords: | Sales force management Selling positions Conjoint measurement |
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