Purpose – To examine the influence of company‐imposed reward systems on the motivation levels of salespeople. Design/methodology/approach – Data were collected from 214 business‐to‐business salespeople. In order to assure the adequacy of the survey instrument, several salespeople were...

The involvement of customer contact personnel in the strategy process is a largely unexplored area in both marketing and strategic management. Based on social exchange theory, and in particular, the notion of trust within this context, we examine the nature and extent of strategy participation...