Networking Behavior and Sales Performance: Examining Potential Gender Differences

Abstract

Although networking is generally believed to be important in sales, relatively little research has addressed the benefits of networking. The research reported here specifically examines potential differences in the benefits of networking for male and female salespeople. The results show that different forms of networking are related to sales performance, but that the impacts are different for men and women. Men benefit more from customer networking, while women benefit more from professional networking.

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