The Emerging Role of Women in Industrial Selling: A Decade of Change

Schul, Patrick L.; Wren, Brent M.

doi:10.2307/1252295

Cited by 52 publications

(30 citation statements)

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“…Comer and Jolson (1991) found that women are still often subjected to biased treatment based on sales managers' beliefs in gender stereotypes. Other studies have found few or no sex differences in work related attitudes and behaviours (e.g., Schul, Remington, & Berl, 1990;Schul & Wren, 1992). This suggests sex differences are not ubiquitous, and, if they do exist, may be mitigated by other factors.…”

Section: Rlwme'mentioning

confidence: 92%

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Buyer‐Seller Relationships: Bonds, Relationship Management, and Sex‐Type

1998

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Although a key objective of relationship marketing is building strong bonds with customers, there is little empirical research into the antecedents and consequents of relational bonds. Women are increasingly assuming key boundary-spanning roles in organizations, and understanding the extent to which sex diferences affect relationship processes and outcomes is an important management issue. This study develops hypotheses linking relationship quality, relational bonds, facets of relationship management, and biological sex, and tests them in the context of buyer-supplier relationships. Social bonds and the relationship-management facets of communicatiodcooperation and relationship investment were found to be key predictors of relationship quality. Communicatiodcooperation, relationship investment and relationalism were found to predict social bonds, while relationship investment and relationalism were found to predict functional and structural bonds. Relationship type (male-male, male-female, femalemale, and female-female) was found to have some effect on relationship quality and relational bonds. Post hoe analysis found significant interaction effects between the type of relationship and facets of relationship management.

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Section: Rlwme'mentioning

confidence: 92%

“…Wren, 1992). Thus, while support is mixed, it is hypothesized that:H6a-e: Relationship type affects relationship management in terms of relationship investments, open communication, cooperation, functional conflict resolution, and relationalism.…”

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confidence: 99%

Buyer‐Seller Relationships: Bonds, Relationship Management, and Sex‐Type

1998

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“…Studies examining sex differences in job performance have mainly focused on performance evaluations using ratings and rankings carried out by supervisors or managers (Arvey, Landon, Nutting, & Maxwell, 1992;Latack, Josephs, Roach, & Levine, 1987, Schul & Wren, 1992Thompson & Thompson, 1985). However, job performance ratings are susceptible to evaluation bias (Nieva & Gutek, 1980) and where they involve male and female workers they may be influenced by gender stereotyping (Maurer & Taylor;1994;Snipes, Oswald, & Caudill, 1998) and by negative evaluations of women's job-related abilities (Greenhaus & Parasuraman, 1993).…”

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confidence: 99%

The effects of age, sex and tenure on the job performance of rubber tappers

Ali

Davies

2003

J Occupat & Organ Psyc

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Data on job performance were collected for 1,053 male (N = 461) and female (N = 592) rubber tappers from nine different estates in Malaysia, and analysed for age, sex and tenure differences. Job performance data were based on output measures derived from production records over a 12‐month period. Since the type of terrain varied considerably across plantations, terrain was classified as either ‘hilly’ or ‘undulating’ and the effects of terrain type on performance were also examined. The relationship between age and total output took the form of an inverted U. Partial correlation analyses indicated that tenure, rather than age, was the main determinant of job performance. More experienced rubber tappers were found to perform better than less experienced rubber tappers. Women had significantly higher output levels than did men. Tappers working on estates with predominantly hilly terrains produced significantly higher levels of output than did tappers working on estates with predominantly undulating terrains. Neither sex nor tenure interacted significantly with terrain. These results are discussed in relation to previous research concerned with group differences in job performance.

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“…Finally, it is hoped that this finding will encourage researchers to seek other examples of IM strategies that do not pose the typical "double-edged sword" dilemma for female professionals. This issue will be of increasing importance with the continuation of one of the most radical changes in today's industrial sales force, the accelerated recruitment of women into traditionally maledominated sales jobs (Schul and Wren, 1992). Ironically, this research suggests that fertile ground for such examples may exist in areas where gender stereotypes still flourish.…”

Section: Future Researchmentioning

confidence: 96%

Looking Innovative: Exploring the Role of Impression Management in High‐Tech Product Adoption and Use

Wood¹,

Hoeffler²

2013

J of Product Innov Manag

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Although consumer adoption of high‐tech innovations is certainly influenced by the product's functional benefits, can the use of a new product confer social benefits as well? Specifically, can the mere use of an innovative product convey the impression that the user is an innovative person? Impression management (IM) is a well‐established phenomenon in social psychology that refers to the human tendency to monitor, consciously or unconsciously, the efficacy of his or her communication of self to others. This research explores the role that IM motivations, or “looking innovative,” play in consumers' use of new high‐tech products, especially in the workplace—an environment in which innovativeness is clearly valued by employers and, thus, individuals have strong motivations to convey innovativeness as a personal characteristic. Data from both ethnographic and experimental methods demonstrate that (1) the use of new high‐tech products can be a surprisingly effective social signal of one's “tech savvy” and personal innovativeness; (2) this impression even significantly increases positive evaluations of secondary traits such as leadership and professional success; and (3) this effect differs by gender. Intriguingly, stronger benefits accrue for women than for men—a finding that runs counter to the backlash effect typically found in IM research in business settings (i.e., female job evaluations typically suffer after engaging in the same self‐promoting IM strategies that benefit their male counterparts). Further, the data show that, even for professional recruiters, a momentary observation of a job candidate using a new high‐tech product versus a low‐tech equivalent significantly increases the candidate's evaluation and likelihood of being hired.

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The Emerging Role of Women in Industrial Selling: A Decade of Change

Cited by 52 publications

References 0 publications

Buyer‐Seller Relationships: Bonds, Relationship Management, and Sex‐Type

Buyer‐Seller Relationships: Bonds, Relationship Management, and Sex‐Type

The effects of age, sex and tenure on the job performance of rubber tappers

Looking Innovative: Exploring the Role of Impression Management in High‐Tech Product Adoption and Use

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