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Women in Professional Selling: A Human Resource Management Perspective

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References

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1978Same Job. Different Views: Women and Men in Industrial Sales63 cited

Cited by

2002Revisiting Gender Role Stereotyping in the Sales Profession43 cited
1995When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles42 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
2013Male and female attitudes towards stereotypical advertisements: a paired country investigation26 cited
2002A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness26 cited
2002Influence of Control Systems on Opportunistic Behaviors of Salespeople: A Test of Gender Differences25 cited
1992Predicting the effectiveness of industrial saleswomen21 cited
2012Motherhood and Earnings: Wage Variability by Major Occupational Category and Earnings Level20 cited
2005Strategy implementation: the implications of a gender perspective for change management19 cited
2013Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force19 cited
1997Looking Inside the “Glass Walls”: The Case of Women on the Industrial Sales Force15 cited
2002The Effects of Salesperson Compensation on Perceptions of Salesperson Honesty112 cited