TY - JOUR
T1 - Women in the Business-To-Business Salesforce: Some Differences in Performance Factors
AU - Javalgi, Rajshekhar G.
AU - Dion, Paul A.
AU - Easterling, Debbie
N1 - Dion, P. A., Easterling, D., & Javalgi, R. (1997). Women in the business-to-business salesforce. Industrial Marketing Management, 26(5), 447-457.
PY - 1997/9/1
Y1 - 1997/9/1
N2 - A sample of National Association of Purchasing Management buyers reported their perceptions of salespeople who called upon them on overall sales performance, buyer trust of the salesperson, similarity to the buyer, product expertise, adaptive selling ability, and sales presentation ability. Males were evaluated more highly on two performance dimensions and one specific sales behavior but not on overall performance, and were paid more. There is some evidence that buyers use a different evaluation criterion for men and women. The results were consistent across both male and female buyers.
AB - A sample of National Association of Purchasing Management buyers reported their perceptions of salespeople who called upon them on overall sales performance, buyer trust of the salesperson, similarity to the buyer, product expertise, adaptive selling ability, and sales presentation ability. Males were evaluated more highly on two performance dimensions and one specific sales behavior but not on overall performance, and were paid more. There is some evidence that buyers use a different evaluation criterion for men and women. The results were consistent across both male and female buyers.
UR - https://engagedscholarship.csuohio.edu/busmarkt_facpub/37
UR - http://journals.ohiolink.edu/ejc/article.cgi?issn=00198501&issue=v26i0005&article=447_witbs
U2 - 10.1016/S0019-8501(96)00152-6
DO - 10.1016/S0019-8501(96)00152-6
M3 - Article
VL - 26
JO - Industrial Marketing Management
JF - Industrial Marketing Management
ER -