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JOURNAL OF LEADERSHIP, ACCOUNTABILITY AND ETHICS
The Emerging Influence of Compensation Plan Choice on Salesperson Organizational
Identification and Perceived Organizational Support
Author(s): C. Shane Hunt
Citation: C. Shane Hunt, (2012) "Redefining Entrepreneurship: A Virtues and Values Perspective," Journal of Leadership, Accountability and Ethics, Vol. 9, Iss. 1, pp. 71 - 80
Article Type: Research paper
Publisher: North American Business Press
Abstract:
Many issues involving salesperson compensation continue to challenge researchers and managers.
Drawing upon recent practitioner trends and research, this paper examines the potential impact of
allowing salespeople certain choices in their control and compensation systems. Two methods are
employed to answer a series of research questions. First, qualitative interviews are conducted with
salespeople, sales managers, and executives to identify emerging factors such as compensation plan
choice and other constructs that might be impacted by them. Second, a survey of business-to-business
salespeople is employed to test the direct effect of salesperson compensation plan choice on salespeople’s
level of organizational identification and perceived organizational support.
