An Experimental Investigation of Personal Selling Job Attributes and their Effects on Job Desirability, Prestige and Dimensions of Sales Success

Autor:	Mark C. Johlke, John R. Sparks
Rok vydání:	2014
Předmět:	business.industry media_common.quotation_subject Prestige Entry Level Job design Job attitude Public relations Job performance Perception Personal selling Business Marketing Sales management media_common
Zdroj:	Proceedings of the 1995 Academy of Marketing Science (AMS) Annual Conference ISBN: 9783319131467
DOI:	10.1007/978-3-319-13147-4_34
Popis:	Firms of all types rely on recent college graduates to fill entry level sales positions. Consequently, research on the recruitment process is of great interest to both academics and managers (c.f., Wotruba, Simpson, and ReedDraznik 1989; Weilbaker and Merritt 1992). Previous research on student attitudes towards sales careers has chronicled their generally negative perceptions of sales careers and noted its negative effects on recruitment (Staunton 1958; Mason 1966; Dubinsky 1978; Weeks and Muehling 1987).
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::a6229fceadfd04d66c9ff524a75572a9 https://doi.org/10.1007/978-3-319-13147-4_34 Zobrazit plný text záznamu