Women in the Business-To-Business Salesforce: Some Differences in Performance Factors
Industrial Marketing Management
A sample of National Association of Purchasing Management buyers reported their perceptions of salespeople who called upon them on overall sales performance, buyer trust of the salesperson, similarity to the buyer, product expertise, adaptive selling ability, and sales presentation ability. Males were evaluated more highly on two performance dimensions and one specific sales behavior but not on overall performance, and were paid more. There is some evidence that buyers use a different evaluation criterion for men and women. The results were consistent across both male and female buyers.
Javalgi, Rajshekhar G.; Dion, Paul A.; and Easterling, Debbie, "Women in the Business-To-Business Salesforce: Some Differences in Performance Factors" (1997). Marketing. Paper 37.
Dion, P. A., Easterling, D., & Javalgi, R. (1997). Women in the business-to-business salesforce. Industrial Marketing Management, 26(5), 447-457.