TY - JOUR
T1 - Perceptions of motivational components
T2 - Salesmen and saleswomen revisited
AU - Dubinsky, Alan J.
AU - Jolson, Marvin A.
AU - Michaels, Ronald E.
AU - Kotabe, Masaaki
AU - Lim, Chae Un
PY - 1993/1/1
Y1 - 1993/1/1
N2 - 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.
AB - 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.
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U2 - 10.1080/08853134.1993.10753965
DO - 10.1080/08853134.1993.10753965
M3 - Article
AN - SCOPUS:0009938031
SN - 0885-3134
VL - 13
SP - 25
EP - 37
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 4
ER -