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

The Emerging Role of Women in Industrial Selling: A Decade of Change The rapid influx of women into the industrial salesforce over the last decade has created a need to upgrade understanding of the female salesperson. The authors examine gender differences in job-related attitudes and performance outcomes in an integrated salesforce. Results showing few gender differences bring into question anecdotal suggestions that women require special programs to facilitate their assimilation into the salesforce. Specific recommendations are provided about individual treatment for both male and female salespeople. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Marketing SAGE

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

Journal of Marketing , Volume 56 (3): 17 – Jul 1, 1992

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References (89)

Publisher
SAGE
Copyright
© 1992 American Marketing Association
ISSN
0022-2429
eISSN
1547-7185
DOI
10.1177/002224299205600303
Publisher site
See Article on Publisher Site

Abstract

The rapid influx of women into the industrial salesforce over the last decade has created a need to upgrade understanding of the female salesperson. The authors examine gender differences in job-related attitudes and performance outcomes in an integrated salesforce. Results showing few gender differences bring into question anecdotal suggestions that women require special programs to facilitate their assimilation into the salesforce. Specific recommendations are provided about individual treatment for both male and female salespeople.

Journal

Journal of MarketingSAGE

Published: Jul 1, 1992

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