Abstract
A exploratory study was developed to determine if females were perceived to be inferior to males as industrial sales representatives. Seventy-four purchasing agents were interviewed regarding their perceptions of the presence of women among sales representatives calling upon them. The results indicate that there are no significant differences in the perceptions held by purchasing agents between female sales representatives and their male counterparts.
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“References”
R. N. Carter and M. R. Bryant, “Women as Industrial Sales Representatives,” Industrial Marketing Management, 9 (1980) 23–26.
D. H. Robertson and D. W. Hackett, “Saleswomen: Perceptions, Problems, and Prospects,” Journal of Marketing, 41 2 (1977) 66–71.
J. E. Swan, C. M. Futrell, and J. T. Todd, “Same Job -Different Views: Women and Men in Industrial Sales,” Journal of Marketing, 42 1 (1978) 92–98.
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© 2015 Academy of Marketing Science
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Qualls, W.J., Monoky, J.F. (2015). Perception of Women in the Sales Force: The Other Side of the Buyer-Seller Dyad. In: Rogers III, J., Lamb, Jr., C. (eds) Proceedings of the 1983 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16937-8_179
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DOI: https://doi.org/10.1007/978-3-319-16937-8_179
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-16936-1
Online ISBN: 978-3-319-16937-8
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