Perceptions of motivational components: Salesmen and saleswomen revisited

Alan J. Dubinsky, Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe, Chae Un Lim

Research output: Contribution to journalArticlepeer-review

29 Citations (Scopus)


Although empirical work has examined differences between salesmen and saleswomen on various aspects, no comprehensive study has examined gender-based distinctions in salespeople’s work motivation. The paucity of research attention on this topic is surprising given the plethora of literature in organizational behavior. This paper reports the results of an investigation that explored male and female salespeople’s perceptions of expectancies, instrumentalities, and valence for rewards. Findings reveal minimal contrast between the two groups. Implications for practitioners and researchers are provided.

Original languageEnglish
Pages (from-to)25-37
Number of pages13
JournalJournal of Personal Selling and Sales Management
Issue number4
Publication statusPublished - 1993 Jan 1
Externally publishedYes

ASJC Scopus subject areas

  • Human Factors and Ergonomics
  • Management of Technology and Innovation


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