Marketing

Title

Women in the Business-To-Business Salesforce: Some Differences in Performance Factors

Document Type

Article

Publication Date

9-1997

Publication Title

Industrial Marketing Management

Abstract

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.

Original Citation

Dion, P. A., Easterling, D., & Javalgi, R. (1997). Women in the business-to-business salesforce. Industrial Marketing Management, 26(5), 447-457.

DOI

10.1016/S0019-8501(96)00152-6

Volume

26

Issue

5