Organizational Climate, Inequities, and Attractiveness of Salesperson Rewards

AbstractThis paper examines how salespersons' perceptions of organizational climate and inequity in reward allocation affect the desirability of available extrinsic and intrinsic rewards. Since climate and inequities can be controlled by the organization, desirability of rewards can be increased by appropriately adjusting organizational factors. Results indicate that a number of organizational climate dimensions and perceptions of inequity do influence the importance that salespersons attach to various rewards.