An examination of gender differences in selling behaviors and job attitudes

Article Abstract:

As women have entered industrial sales in significant numbers, many companies have devised separate selection, training, and motivation programs for females. This study examines gender-related differences regarding job satisfaction, organizational commitment, role conflict, role ambiguity, and performance for both male and female industrial sales persons. Simultaneously, perceptions of market- and customer-orientation and adaptive selling are investigated. Women reported lower levels of role conflict and role ambiguity and higher levels of customer-oriented selling than men. Women also believe that they perform as well as men in industrial sales situations and do not require special managerial considerations to succeed. Implications for managers are provided. (Reprinted by permission of the publisher.)

Research, Demographic aspects, Beliefs, opinions and attitudes, Work environment, Sex roles, Selling, Sex differences (Psychology), Job satisfaction, Role conflict, Commitment (Psychology), Sex role in the work environment

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A model of value creation: supplier behaviors and their impact on reseller-perceived value

Article Abstract:

Issues discussed concern the management of value creation and competitive advantage in suppliers-reseller channel relationships. Topics addressed include market orientation, the management of strategic alliances, and how the supplier can create value for the reseller partner.

United States, Management Theory & Techniques, Analysis, Partnership, Partnerships, Distribution channels, Value (Economics)

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B2B sales force productivity: applications of revenue management strategies to sales management

Article Abstract:

Application of time-based theories of revenue management to sales force, requires alteration of conventional view of salesperson's time. Combining value of the salesperson's time as a component in sales potential and revenue calculation is proposed.

Marketing procedures, Management dynamics, Sales Management, Venture Analysis, Methods, Marketing, Business enterprises, Company marketing practices, Company business management

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