Business Students’ Perception of Sales Careers: Differences Between Students in Switzerland, Turkey, and the United States

Karakaya, Fahri; Quigley, Charles J.; Bingham, Frank G.; Hari, Jürg J.; Nasır, V. Aslıhan

doi:10.1080/08832323.2012.740520

Cited by 10 publications

(12 citation statements)

References 13 publications

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“…In the second group, studies investigated how individual variables may influence sales stereotypes. The variable most frequently considered was gender (Amin et al, 1995; Cook & Hartman, 1986; Muehling & Weeks, 1988) but nationality was also considered (e.g., Barat & Spillan, 2009; DelVecchio & Honeycutt, 2000, 2002; Karakaya, Quigley, & Bingham, 2011; Karakaya, Quigley, Bingham, Hari, & Nasir, 2014). Honeycutt et al (1999) measured students’ perceptions of the appeal for 17 possible career areas, including consumer product sales, international sales, and industrial sales.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Karakaya and colleagues (Karakaya et al, 2011; Karakaya et al, 2014) conducted a survey to investigate students’ intentions to pursue a career in sales across three countries: United States, Switzerland, and Turkey. Intentions varied, with students from the United States and Switzerland more reluctant than Turkish ones to enter a career in sales.…”

Section: Literature Reviewmentioning

confidence: 99%

See 1 more Smart Citation

A Cross-Cultural Investigation of the Stereotype for Salespeople

Fournier¹,

Chéron

Tanner

et al. 2014

Journal of Marketing Education

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The purpose of this research is to investigate the image of salespeople and of the selling function as perceived by business students across cultures. Of the several empirical investigations that exist in the sales literature, most are based on a single-country sample. This study extends previous knowledge on single-country perception of salespeople by conducting a quantitative survey of business students in Cameroon, France, Japan, Mexico, and the United States. Substantial differences and similarities are found across countries on salesperson's image, feelings in the presence of a salesperson, as well as the perception of a career in sales. They all appear to be influenced by cultural values. Several practical strategic implications are suggested, including examining cultural values to identify the origin of negative images, careful gatekeeping to promote professional positions, and supporting mobility of both students and faculty. Finally, limitations to the findings are presented with suggested future research directions.

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Section: Literature Reviewmentioning

confidence: 99%

Section: Literature Reviewmentioning

confidence: 99%

A Cross-Cultural Investigation of the Stereotype for Salespeople

Fournier¹,

Chéron

Tanner

et al. 2014

Journal of Marketing Education

View full text Add to dashboard Cite

show abstract

“…A sizable increase in the articles related to the perception of sales as a career path is evident in the sample. Recent articles survey student populations across the globe to explore the impact on student intent to pursue a sales career based on student traits including culture across seven nations (Fournier et al, 2014; Karakaya et al, 2014), school major (Deeter-Schmelz et al, 2018) and ethical control (Bush et al, 2014). The literature also investigates the impact of classroom interventions on student perception of sales.…”

Section: Discussion Of General Resultsmentioning

confidence: 99%

“…Delpechitre and Baker (2017) show that students with higher cultural intelligence can adapt their selling behaviors to perform at a higher level during role-plays. Karakaya et al (2011) evaluated the intent to pursue a sales career using a cross-national sample. Last, Lee et al (2018) presented an international study of culture and sales ethics.…”

Section: Discussion Of General Resultsmentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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“…First, until 2011, most of these studies are primarily based on the USA, Europe and South America (Orizio et al, 2011). Afterward, a few studies were conducted in other regions (Yin et al, 2016); however, the findings of those studies are not entirely applicable in Bangladesh, as cultural differences among countries have a significant influence on consumers' intention (Karakaya et al, 2014). Second, while most of the past studies are qualitative, less attention was drawn on factors affecting consumers' intention to adopt online pharmacy.…”

Section: Online Pharmacy Adoptionmentioning

confidence: 99%

Understanding the determinants of online pharmacy adoption: a two-staged SEM-neural network analysis approach

Sabbir

Islam

Das

2020

JSTPM

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Purpose This study aims to understand the determinants of online pharmacy or epharmacy adoption among young consumers in Bangladesh using an extended unified theory of acceptance and use of technology (UTAUT) model. Design/methodology/approach A structured Google Docs questionnaire was sent out to 420 respondents using messenger service; 285 useable responses were finally extracted. Data were empirically validated using the two-staged structural equation model (SEM)-neural network analysis approach. Findings The robustness of the classical UTAUT model remains intact in the context of online pharmacy adoption. Among the integrated variables, while perceived trust and health literacy were found significant, perceived risk and personal innovativeness were found insignificant in determining consumers’ intention to adopt online pharmacy. The neural network analysis provided further verification of these findings derived from the SEM. Practical implications The findings of this study would facilitate in devising better strategies for entering or expanding online pharmacy business in developing countries such as Bangladesh. Originality/value The originality of the current study relates to the two-fold contributions of this study. First, while this study extended the classical UTAUT model by incorporating perceived risk, perceived trust, personal innovativeness and health literacy, the inclusion of the following two variables is fresh within the extant online pharmacy literature. Second, by using a two-staged SEM-neural network analysis approach, this study advances the past studies on e-commerce adoption in pharmaceutical settings and provides a general understanding of the customers of developing countries.

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Business Students’ Perception of Sales Careers: Differences Between Students in Switzerland, Turkey, and the United States

Cited by 10 publications

References 13 publications

A Cross-Cultural Investigation of the Stereotype for Salespeople

A Cross-Cultural Investigation of the Stereotype for Salespeople

A Critical Review of the Literature for Sales Educators 2.0

Understanding the determinants of online pharmacy adoption: a two-staged SEM-neural network analysis approach

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