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Women outperform men in collegiate sales competitions: Are women’s sales skills better than men’s?

Scott A. Inks|Aberdeen Leila Borders|Deborah H. Lester|Terry W. Loe
한국마케팅과학회 (Korean Scholars of Marketing Science)|2020.09|Journal of Global Scholars of Marketing Science(마케팅과학연구) (全球营销科学学报)|제30권 제4호|pp. 454-463|DOI 10.1080/21639159.2020.1766367

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키워드

Gendergender difference性别sales education销售教育sales competitionsales students销售竞争性别差异销售专业学生
주제분류경영학

초록

Since the early 1970s, sales and marketing academicians have been researching the influence of gender on sales performance and sales management. This paper presents a study examining the extent to which men and women college students differ in sales role-play competition performance. The results show women performed better than men in every sales skill dimension measured. These findings share some consistency with gender effects found in previous research.

Abstract

Since the early 1970s, sales and marketing academicians have been researching the influence of gender on sales performance and sales management. This paper presents a study examining the extent to which men and women college students differ in sales role-play competition performance. The results show women performed better than men in every sales skill dimension measured. These findings share some consistency with gender effects found in previous research.

참고문헌 (13)

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  4. Paul A. Dion, "Women in the business-to-business salesforce: Some differences in performance factors", Industrial Marketing Management, 26(5), pp.447~457 (1997), Elsevier BV[DOI]
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  7. William C Moncrief, "Examining Gender Differences in Field Sales Organizations", Journal of Business Research, 49(3), pp.245~257 (2000), Elsevier BV[DOI]
  8. "Who’s better at selling: Men or women? Data from 30,469 sales calls" (2018)[URL]
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  10. Dan H. Robertson, "Saleswomen: Perceptions, Problems and Prospects", Journal of Marketing, 41(3), pp.66~71 (1977), SAGE Publications[DOI]
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