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The Impact of Incentives on Interfunctional Relationship Quality: Views from a South African Firm
Division of E-commerce and industrial marketing, Luleå University of Technology.
Division of E-commerce and industrial marketing, Luleå University of Technology.
Division of E-commerce and industrial marketing, Luleå University of Technology.
2007 (English)In: Total Quality Management & Business Excellence, ISSN 1478-3363, Vol. 18, no 8, 901-913 p.Article in journal (Refereed) Published
Abstract [en]

Abstract Interfunctional relations and their impact on organizational performance have long been a concern of management and marketing scholars. Similarly, the use of incentives, and how they motivate individuals toward performance, has been a perennial focus of management researchers. Curiously, the effect of incentives on interfunctional relations has not received the same attention in the literature. The research in this paper sought to discover the extent to which the incentives an organization offers its personnel are perceived as being ‘fair’ by different functional groupings. The results of a study are presented in which the perceptions of a large sales function of the fairness of a series of incentives are compared with those of the rest of the organization. The implications of these findings for the quality of interfunctional relationships are discussed.

Place, publisher, year, edition, pages
Routledge, 2007. Vol. 18, no 8, 901-913 p.
Keyword [en]
inter-functional relationships; relationship quality; salesforce; incentives; fairness
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:kth:diva-59095DOI: 10.1080/14783360701350870ISI: 000250246500006OAI: oai:DiVA.org:kth-59095DiVA: diva2:475096
Note
Qc 20120118Available from: 2012-01-18 Created: 2012-01-10 Last updated: 2012-01-18Bibliographically approved

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Publisher's full texthttp://www.tandfonline.com/doi/abs/10.1080/14783360701350870

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Salehi-Sangari, Esmail
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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
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Language
  • de-DE
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