Gender, income differences, and marketing: examining the "earnings gap" in three areas of marketing

Article Abstract:

This research explores empirically a socioeconomic/equity issue that has been extensively investigated in many areas, but never marketing - the so-called "earnings gap." Specifically, the study investigates income differences between men and women in marketing, while controlling for differences in business experience, level of education, corporate level, type of industry, and size of firm. The research focuses on three areas in marketing: (1) marketing management, (2) marketing research, and (3) advertising agency management. Findings indicate that there is an "earnings gap" for marketers. Importantly, however, the data show that a substantial portion of the gap can be explained by variables other than sex. (Reprinted by permission of the publisher.)

Advertising agencies, Management consulting services, Commercial nonphysical research, Compensation and benefits, Wages, Wages and salaries, Sex discrimination, Marketing consultants, Pay equity

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Salesperson cooperation: the influence of relational, task, organizational, and personal factors

Article Abstract:

Research on effective sales management focuses on the dynamics of cooperation between sales personnel. A model of salesperson cooperation is presented that considers personal ethics, social connections, organizational commitment, and management behavior.

United States, Sales Management, Statistical Data Included, Analysis, Organizational research, Sales personnel, Salespeople, Cooperation (Economics), Cooperation

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Interimistic Relational Exchange: Conceptualization and Propositional Develoopment

Article Abstract:

The evolutionary model of relationship development employed in marketing research lacks short-term applicability. The differences between interimistic relational exchange governance and enduring relational exchange are examined.

Marketing

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