Internal Validation of a Biodata Extraversion Scale for Salespeople

Oviedo-García, M. Ángeles

doi:10.2224/sbp.2007.35.5.675

Cited by 9 publications

(8 citation statements)

References 39 publications

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“…As a result, companies have started to reposition their sales forces with a focus on customer relationship management, emphasizing on salespeople who are flexible, innovative, persistent, and self-motivated (Lassk et al, 2012;Oviedo-Garcia, 2007); who have initiative to identify and solve problems (Frese et al, 1997); who possess emotional wisdom (Bagozzi et al, 2010); who can demonstrate an in-depth knowledge about the customers' business, behaviour, information gathering, market analysis, sales forecasting (Concha et al, 2014); and who are familiar with new technologies (Walker et al, 2009;Bristow and Gulati, 2002). This leads to the emergence of a new breed of young, intelligent, highly trained, motivated, and customer-oriented people (Lassk et al, 2012;Bush et al, 2014) having a winning combination of customer insight, industry knowledge, innovativeness and out-of-the-box thinking capacity (Paul and Shrivastava, 2015).…”

Section: Theoretical Background and Literature Reviewmentioning

confidence: 99%

From resentment to excitement – Australasian students’ perception towards a sales career

Handley

Shanka

Rabbanee

2017

APJML

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This study aims to explore Australasian students' current perception towards a sales career. Methodology: Data was collected through a self-administered survey from 431 students enrolled in a Sales Management unit in a large Australian university and its Asian campuses. Findings: The study reveals a 4-factor solution with factors labelled as 'exciting', 'deceptive', 'taxing', and 'challenging'; with 'exciting' being the only factor to significantly predict likelihood of pursuing a sales career. Although no differences of perception were found between males and females, Asian students were found to perceive sales career as more exciting, innovative and fun than Australian students. Implications: The four factors that were found to influence students' perception towards a sales career are novel, psychometrically sound, and are pertinent for businesses conducting graduate recruitment. The study also indicates how sales education at university level assist in changing students' views towards a sales career from negative to positive. Originality: While previous research has reported negative perceptions about sales as a career, this study reveals that students consider sales to be an 'exciting' career. Limitations: Although significant difference was noted between Australian and Asian students' perceptions towards sales as an exciting career, it is prudent to interpret and generalize our finding with caution as Asia is the largest continent with different cultures, religions and races.

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Section: Theoretical Background and Literature Reviewmentioning

confidence: 99%

From resentment to excitement – Australasian students’ perception towards a sales career

Handley

Shanka

Rabbanee

2017

APJML

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“…DelVecchio and Honeycutt (2002) found that students see business-to-business sales careers to be more appealing because of high financial rewards, autonomy, and an ability to use their educational background. The position of sales representative possesses a set of unique features, such as direct contact with the market, a high level of autonomy, and a frontier role in a nonroutine job that demands flexibility and innovative capacity, persistence, and self-motivation (Oviedo-Garcia, 2007).…”

Section: Selling and Salespeople Attributesmentioning

confidence: 99%

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

Karakaya

Quigley

Bingham

2010

Journal of Marketing Education

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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.

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“…In doing so, critical thinking theory suggests that students actively engaged in a competition can reflect on their experience with local professionals and question previously held beliefs regarding the profession such that they ultimately update their perception (Dahl et al, 2018). Indeed, during a sales competition, students are immersed in conversations about topics relevant to professional sales, such as changing trends in technology, professionalism in the workplace, and earning potential (Oviedo-García, 2007; Peltier et al, 2014). More important, the sales professionals involved in an intracollegiate sales competition live and work within the region, increasing the immediacy, relevance, and power of the influence the professionals can have on the competitors (see Table 1).…”

Section: Hypothesesmentioning

confidence: 99%

Everyone’s a Winner: The Initiation and Effectiveness of an Intracollegiate Sales Competition

Magnotta

Peev

Steffes

2020

Journal of Marketing Education

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Job opportunities in the field of professional sales are fast growing, with sales organizations striving to hire sales students who are prepared to embark on a sales career. Unfortunately, university business programs and faculty often lack the resources necessary to thoroughly prepare students for a sales career, or to expose them to career opportunities within their local market. This research posits an intracollegiate sales competition as a tool to benefit students, corporate partners, business schools, and faculty, and in doing so, provides considerations and best practices for initiating a competition. The findings of two additional studies provide empirical evidence suggesting that after competing in a sales competition, students have an increased perception of sales careers, an enhanced knowledge of the sales process, and an increased intent to pursue a sales career after graduation. Furthermore, student competitors’ perceived preparedness for a sales career fully mediates their intent to pursue one. Additionally, competitors had better learning outcomes than students completing a traditional in-class role-play activity.

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Internal Validation of a Biodata Extraversion Scale for Salespeople

Cited by 9 publications

References 39 publications

From resentment to excitement – Australasian students’ perception towards a sales career

From resentment to excitement – Australasian students’ perception towards a sales career

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

Everyone’s a Winner: The Initiation and Effectiveness of an Intracollegiate Sales Competition

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