On the basis of a “before-after with control group” experimental design, empirical evidence is provided that shows the amount of information disclosed about pay had a major impact on salesmen's performance and job satisfaction.
Get full access to this article
View all access options for this article.
References
1.
BassBernard M., and BarnettGerald V.Man, Work and Organizations.Boston: Allyn and Bacon, Inc., 1972.
2.
BoydHarper W., and WestfallRalph. Marketing Research: Text and Cases.Homewood Illinois: Richard D. Irwin, Inc., 1972, 88–93.
3.
FutrellCharles M., SwanJohn E., and ToddJohn T.“Job Performance Related to Management Control Systems for Pharmaceutical Salesmen,”Journal of Marketing Research, 13(February 1976), 25–33.
4.
HellriegelDon, and SlocumJohn W.Jr.Organizational Behavior Contingency Views.New York: West Publishing Co., 1976.
5.
LawlerE. E.III. “Managers’ Attitudes Toward How Their Pay Is and Should Be Determined,”Journal of Applied Psychology, 50(1966), 273–9.
6.
LawlerE. E.III. “Managers’ Perception of Their Subordinates’ Pay and of Their Superiors’ Pay,”Personnel Psychology, 18(1965), 413–22.
7.
LawlerE. E.III. “The Mythology of Management Compensation,”California Management Review, 9(1966), 11–22.
8.
LawlerE. E.III. “Secrecy About Management Compensation: Are There Hidden Costs?”Organizational Behavior and Human Performance, 2 (1967), 182–9.
9.
LawlerE. E.III. “Should Managers’ Compensation Be Kept Under Wraps?”Personnel, 2(1965), 17–20.
10.
MilkovichGeorge T., and AndersonPhilip H.“Management Compensation and Secrecy Policies,”Personnel Psychology, 25(1972), 293–302.
11.
OpsahlRobert L.“Managerial Compensation: Needed Research,”Organizational Behavior and Human Performance, 2(1967), 208–16.
12.
RobinsonJohn P., and AthanasionRobert, and HeadKendra B.Measures of Occupational Attitudes and Occupational Characteristics.Ann Arbor, Michigan: Survey Research Center Institute for Social Research, 1969.
13.
SchusterJay R., and CollettiJerome A.“Pay Secrecy: Who Is For and Against It?”Academy of Management Journal, 16(1973), 35–40.
14.
SmithPatricia Cain, KendallLorne M., and HulinCharles L.The Measurement of Satisfaction in Work and Retirement: A Strategy for the Study of Attitudes.Chicago: Rand McNally and Company, 1969.
15.
SteeleRobert G. D., and TorrieJames H.Principles and Procedures of Statistics.New York: McGraw Hill Book Company, 1960, 125–6.
16.
ThompsonPaul, and PronskyJohn. “Secrecy or Disclosure in Management Compensation?”Business Horizons, 18(1975), 67–74.
