Women in Industrial Selling

Kanuk, Leslie

doi:10.2307/1250333

Cited by 12 publications

(2 citation statements)

References 0 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Historically, sales was considered a job dominated by men. However, research from the 1980s that suggested women were more likely to look favorably on professional selling compared with men, possibly due in part to the newer availability of sales jobs for women in an otherwise male-dominated field (Gable & Reed, 1987; Jolson, 1983; Kanuk, 1978; Muehling & Weeks, 1988; Swan, Futrell, & Todd, 1978). More recent research has found that males had greater interest than females in sales as a career, and females were more likely to view sales as a dead-end job (Spillan et al, 2007).…”

Section: Literature Reviewmentioning

confidence: 99%

An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Inks

Avila

2018

Journal of Marketing Education

View full text Add to dashboard Cite

The latest data from the National Center for Education Statistics reports of the nearly 1.9 million bachelor's degrees conferred in 2014-2015, 363,799 (19.2%) were in business. By a large margin, business was the most popular field of study and has been since the 1980s. The next most popular field of study (as measured by degrees conferred) in 2014-2015 was health professions and related programs (216,228, 11.4%). While these numbers look impressive, it has been difficult for America's companies to find an adequate number of qualified sales professionals. One explanation is that the reference "business degree" includes a host of nonsales-related content areas, including accounting, business administration, entrepreneurship, finance, human resource management, international business, logistics, and management. While "business" is the most popular degree area, students majoring in these nonsales areas may have little interest in pursuing sales and are unlikely to have taken any sales-specific coursework. This assertion is consistent with a study by Weber (2015) that found college students have misperceptions of sales and, as a result, have little interest in pursuing it as a career. Even if they were interested in a sales position, many (if not most) business majors do not have the salesspecific preparation necessary for immediate success in professional sales roles (i.e., business-to-business and nonretail business to consumer sales positions). However, it is worth noting that the number of universities that teach professional selling in the United States has gone from under 20 in 1990 to over 150 in 2014 (Peltier et al., 2014). Even with this increase, the shortage of qualified sales professionals persists. Several studies have examined college students' attitudes toward professional sales (

show abstract

Section: Literature Reviewmentioning

confidence: 99%

An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Inks

Avila

2018

Journal of Marketing Education

View full text Add to dashboard Cite

show abstract

“…and nonbinary Qualls, 1987;Schmitt et al, 1988;Fischer & Arnold, 1990;Iacobucci & Ostrom, 1993;Mohr & Henson, 1996;Ford et al, 1998;Grohmann, 2009;Lee & Schumann, 2009;Winterich et al, 2009;Kemp et al, 2013; Yoon & Kim, 2014 11% Approach 3: Emic and binary Edlund, 1937;Francis, 1938;Alexander, 1947;Coleman, 1960;Adler et al, 1965;Furuhashi & Evarts, 1967;Boyd Jr & Ray, 1971;Green & Cunningham, 1975;Brown et al, 1976;Douglas & Urban, 1977;Duker & Tucker Jr., 1977;Lazer & Smallwood, 1977;Lundstrom & Sciglimpaglia, 1977;Reynolds et al, 1977;Scanzoni, 1977;Busch & Bush, 1978;Kanuk, 1978;Samli et al, 1978;Swan et al, 1978;Kerin et al, 1979;Schneider & Schneider, 1979;Venkatesh, 1980;Hornik, 1982;Lundstrom & Ashworth, 1983;Caballero & Pride, 1984;Lonial & Auken, 1986;Whipple & Simmons, 1987;Meyers-Levy, 1988;Ferguson et al, 1990;Thompson et...…”

mentioning

confidence: 99%

Measuring gender in consumer research: Validity and consumer welfare

Jones

Hamby

Kidwell

2022

Journal of Consumer Affairs

View full text Add to dashboard Cite

Consistent use of a valid measurement approach is essential for producing replicable research, along with the accumulation and integration of knowledge. Although gender is one of the most studied constructs in marketing, the literature remains muddled regarding a valid measurement of gender. In this work, we review the extant literature to outline the evolution of four main approaches toward conceptualizing and measuring gender. Further, we systematically review the common measures of gender in consumer research and delineate their inherent validity issues and impact on consumer welfare. Finally, we propose solutions for amending common gender measurement practices and directions for future research.

show abstract

Sex Differences in Relationship Management: An Exploratory Analysis

Smith

Bejou²

2015

Proceedings of the 1995 World Marketing Congress

View full text Add to dashboard Cite

Women in Industrial Selling

Cited by 12 publications

References 0 publications

An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Measuring gender in consumer research: Validity and consumer welfare

Sex Differences in Relationship Management: An Exploratory Analysis

Contact Info

Product

Resources

About