A Cross-National Investigation of Student Intentions to Pursue a Sales Career

Abstract

Previous studies related to student selection of a sales career indicate that their perception of sales as a career is generally negative. Numerous reasons have been offered for this negative view, including negative perceptions of attributes associated with sales jobs and salespeople. This study examines the perceptions of negative and positive attributes of sales jobs and salespeople held by students in three nations and the impact these perceptions have on their feelings about selling. The impact that their feelings have on their intentions to pursue a career in sales is also investigated. The examination of students' intention to select sales as a career in the United States, Switzerland, and Turkey identified several underlying dimensions of sales jobs, salespeople, and their feelings about selling. Study findings indicate that perceptions of a sales job and of salespeople influence their feelings toward selling. As expected, students' feelings toward selling are positively related to their intention to pursue a sales career. However, their career intentions are significantly affected by their enrollment in a sales course, nationality, gender, and academic major. Several explanations are offered for these differences, and educational and training implications are discussed.

A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career

“…The present research maximizes the domain of constructs used to assess intent to pursue while maintaining parsimony. For example, although Karakaya et al (2011) included items from seven dimensions found in the literature, sales knowledge was omitted. Of significance to scale development, these authors conducted separate factor analyses specific to each of their dimensions, and only feelings toward a sales career was regressed against intent to pursue.…”

Examining Students’ Feelings and Perceptions of Accounting Profession in a Developing Country: The Role of Gender and Student Category

“…Prior research has shown that, generally, individuals' choice of careers is determined by the perceived outcomes of the job being the benefits they would derive from a job (Karakaya, Quigley, & Bingham, 2011). Perceived job benefits or outcomes are motivational factors that may be intrinsic or extrinsic as suggested by motivational theories (Bolton, 2010;Reiss, 2012).…”

“…On the other hand, job outcomes may be intrinsic motivation such as opportunities for career advancement, personal fulfillment, recognition and prestige, among others. Negative or positive perceptions about job outcomes can affect accounting students' intentions (Chia et al, 2008;Dalci et al, 2013;Karakaya et al, 2011), and of joining the profession or being committed to the rigour and demands of the education and training leading to certification in Vol. 8, No.…”

“…Feelings about a profession include feelings that the profession is interesting, has a sense of accomplishment, good and worthwhile and providing a kind of emotional and financial security (Karakaya et al, 2011;Peltier, Cummins, Pomirleanu, Cross, & Simon, 2014;Wessels & Steenkamp, 2009). Negative feelings for the accounting profession can be formed throughout life and can affect interest for the profession.…”

Pay to Play: Individually Customized Sales Competitions

“…Students who have taken marketing classes or sales classes hold sales careers in a higher esteem than those who have not (Bristow, Gulati, Amyx, & Slack, 2006;Sojka, Gupta, & Hartman, 2000;Karakaya, Quigley, & Bingham, 2011). Bristow et al (2006) suggested that nearly 80% of college students who graduate with marketing majors and have taken sales classes will end up in a sales career at some point in their lives.…”