Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople
研究了个人和组织因素如何影响工业销售人员对不同奖励的重视程度，帮助管理者设计更有效的激励方案。
Thomas N. Ingram, Danny N. Bellenger, Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople, Journal of Marketing Research, Vol. 20, No. 2 (May, 1983), pp. 198-205