Article1998

A Cross-National Investigation of Student Attitudes toward Personal Selling: Implications for Marketing Education

23 citations0/0 files storedJournal of Marketing Education

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Management and Marketing Education Marketing and Advertising Strategies Higher Education and Employability

Abstract

Recruiting future salespeople from the ranks of university undergraduates has become a major goal of many businesses. Until recently, however, students have not viewed a career in personal selling favorably. This article reports a multicultural study that examines the thoughts of students in New Zealand, Singapore, India, and the United States regarding personal selling. The results indicate variation among the countries but more similarities than differences in the thoughts associated with personal selling. The article concludes with implications for marketing educators.

Citations in this library

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References

1980Understanding Attitudes and Predicting Social Behavior 2025Advances in Consumer Research 2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS 1936Principles of topological psychology.1989Reliability of Nominal Data Based on Qualitative Judgments 2002The psychology of personal constructs 1968Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change 1984International Marketing Research

Cited by

2012Emotional, Social, and Cognitive Intelligence and Personality as Predictors of Sales Leadership Performance 2002Explaining the Appeal of Sales Careers: A Comparison of Black and White College Students 2009A Comparison of Western Business Instruction in China With U.S. Instruction: A Case Study of Perceived Program Emphases and Satisfaction Levels 2007What Are Students’ Perceptions of Personal Selling as a Career?

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