Industrial Buyer Image of the Saleswoman

John E. Swan · David R. Rink · G. E. Kiser · Warren S. Martin

76 citations0/0 files storedJournal of Marketing

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Customer Service Quality and Loyalty Gender Diversity and Inequality Employee Performance and Motivation

Abstract

This study investigates the perception by purchasing agents of industrial salesmen and saleswomen on attributes that are important in determining buyer acceptance of the salesperson. Purchasing agents rated salesmen and saleswomen differently, but without discriminating against saleswomen.

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References

1972Sex‐Role Stereotypes: A Current Appraisal1 1973The relationship between sex role stereotypes and requisite management characteristics.1975Relationships between sex role stereotypes and requisite management characteristics among female managers.1976Sex effects in evaluating leaders.1975Subtle effects of sex role stereotypes on recruiters' hiring decisions.1980Salesforce Management 1979Management of the sales force 1980Educational Buyers' Perceptions of Vendor Attributes

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2002Proactive behavior and industrial salesforce performance 1990The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study 1996Impact of Employee Gender and Job Congruency on Customer Satisfaction 1994An Investigation into the Intentions of Purchasing Executives to Reciprocate Vendor Gifts 2013Women in Professional Selling: A Human Resource Management Perspective 1998

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