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Industrial Buyer Image of the Saleswoman

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References

1972Sex‐Role Stereotypes: A Current Appraisal11,857 cited
1973The relationship between sex role stereotypes and requisite management characteristics.1,758 cited
1975Relationships between sex role stereotypes and requisite management characteristics among female managers.942 cited
1976Sex effects in evaluating leaders.237 cited
1975Subtle effects of sex role stereotypes on recruiters' hiring decisions.208 cited
1980Salesforce Management107 cited
1979Management of the sales force100 cited
1980Educational Buyers' Perceptions of Vendor Attributes55 cited

Cited by

2002Proactive behavior and industrial salesforce performance71 cited
1990The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study67 cited
1996Impact of Employee Gender and Job Congruency on Customer Satisfaction63 cited
1994An Investigation into the Intentions of Purchasing Executives to Reciprocate Vendor Gifts55 cited
2013Women in Professional Selling: A Human Resource Management Perspective50 cited
1998Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity48 cited

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2002

Revisiting Gender Role Stereotyping in the Sales Profession

43 cited

1993Perceptions of Motivational Components: Salesmen and Saleswomen Revisited42 cited

1991Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling37 cited

2004Gender Issues in Buyer‐Seller Relationships: Does Gender Matter in Purchasing?36 cited

1997Women in the business-to-business salesforce: Some differences in performance factors35 cited

1998Diversity in the Sales Force: Problems and Challenges34 cited

2013Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales33 cited

1992Initial Impressions in the Organizational Buyer-Seller Dyad: Sales Management Implications33 cited

2016Customers' choice of a salesperson during the initial sales encounter31 cited

2000Communication apprehension and perceptions of salesperson performance: a multinational perspective30 cited