Student Preferences for Sales Careers Around the Pacific Rim

Honeycutt, Earl D.; Ford, John B.; Swenson, Michael J.; Swinyard, William R.

doi:10.1016/s0019-8501(98)00020-0

Cited by 25 publications

(34 citation statements)

References 5 publications

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“…Using stepwise regression (DelVecchio & Honeycutt, 2002) and between-group analysis of variance tests (Honeycutt et al, 1999), these studies explored the impact of personal characteristics (i.e., education, ambition, career desire) and job attributes (i.e., autonomy, salary, international nature) on intent to pursue. Both studies looked for differences in intent across groups, and both found much the same situation-students with low intent to pursue sales regardless of race (DelVecchio & Honeycutt, 2002) or nationality (Honeycutt et al, 1999). Donoho, Heinze, and Kondo (2012) identified gender differences among students' evaluations of personal selling ethics, specifically that students' ethical perceptions of sales and salespeople has been a continual topic of investigation as it relates to interest in selling careers (e.g., Stevenson & Bodkin, 1996).…”

Section: Literature Reviewmentioning

confidence: 99%

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

Peltier

Cummins

Pomirleanu

et al. 2014

Journal of Marketing Education

122

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Students' desire and intention to pursue a career in sales continue to lag behind industry demand for sales professionals. This article develops and validates a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career. The instrument advances previous scales in three ways. The instrument is generalizable across academic settings and is shown to be sensitive to differences across varied course coverage and learning activities. The instrument is parsimonious and offers a high reliability coefficient. Finally, the instrument is validated both before and after exposure to a sales module, thus capturing perceptual and attitudinal changes as students become more familiar with this career option.

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Section: Literature Reviewmentioning

confidence: 99%

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

Peltier

Cummins

Pomirleanu

et al. 2014

Journal of Marketing Education

122

View full text Add to dashboard Cite

show abstract

“…Although their research did not deal with sales education directly, their findings had implications for universities offering sales courses by providing an indication of the qualities and skills employers seek from students. In one of the few studies to take a global perspective, Honeycutt et al (1999) studied business students in the United States, New Zealand, and the Philippines to identify those students' perceptions and preferences about sales and marketing careers. According to the authors, students from all three countries "have perceptual problems about sales careers" (Honeycutt et al 1999, p. 34).…”

mentioning

confidence: 99%

A Global Perspective on the Current State of Sales Education in the College Curriculum

Deeter‐Schmelz

Kennedy

2011

Journal of Personal Selling & Sales Management

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In developing on-going customer relationships required in a global business world, twenty-first-century businesses are demanding greater numbers of well-trained, entry-level sales representatives while at the same time expecting higher levels of professionalism and skill from these salespeople. With increased focus on professional selling, we address the question: has the delivery of sales education at universities evolved in response to current demands? This research assesses the current state of sales education in domestic and international universities by surveying department chairs and sales faculty to determine what courses are being taught, what pedagogical techniques are being used, and what are the concerns facing departments in the delivery of sales education. In addition, we contrast the curriculum of schools that offer a dedicated sales program with those that have a general business or marketing program. We also focus attention on the differences and similarities of U.S. and global universities' sales offerings. Our findings provide benchmarks for schools that are developing or enhancing their sales courses to meet the demand from businesses. dawn r. deeter-schmelz (Ph.D., University of South Florida), O'Bleness Professor of Marketing, Ohio University, deeter-s@ ohio.edu.

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“…Las tareas relacionadas con la gestión comercial, especialmente la venta personal, son la actividad de marketing que más recursos necesita y genera en las empresas (Barat y Spillan, 2009;Concha, Kumar, Tarail y Wilson, 2014). No obstante, y desde la visión de la sociedad, el trabajo de vendedor, comercial (o nombres similares), no goza de suficiente reconocimiento y prestigio como para ser considerado una verdadera profesión (Honeycutt, Ford, Swenson y Swinyard, 1999;Wiles y Spiro, 2004;Waldeck, Pullins y Houlette, 2010;Bahhouth, Spillan y Karsakalian, 2014). Incluso algunos autores (Hartman, 2006) han analizado el efecto negativo que sobre esta actividad profesional han tenido algunas películas, y otro tipo de ficciones.…”

Section: Introductionunclassified

“…En este nuevo contexto, la función comercial está experimentando importantes cambios, pasando de una función empresarial aislada y puramente de acción, a una función más estratégica y en constante relación con el resto de la empresa (Ingram, LaForge y Leigh, 2002;Storbacka, Ryals, Davies y Nenonen, 2009;Keszey y Biemasn, 2017). Además, esta nueva complejidad está afectando a la venta personal más que en cualquier otra área funcional de las empresas (Honeycutt, Ford, Swenson y Swinyard, 1999). Por ello, en el entorno empresarial competitivo de hoy en día, la venta requiere altos niveles de profesionalidad, de capacidades organizativas y de gestión, así como de los conocimientos necesarios para que la gestión comercial se parezca a la de los consultores (Cron, Baldauf, Leigh y Grossenbacher, 2014).…”

Section: Introductionunclassified

La actividad comercial en empresas turísticas. Percepción de los estudiantes de turismo

Ronda

Fernández

2019

Cuad Turism

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El presente trabajo pretende analizar la opinión que los estudiantes universitarios de Turismo tienen respecto a desarrollar su futuro laboral en el área comercial de empresas turísticas, la que más oferta de puestos de trabajo genera en España. En concreto, se pretende conocer cuál es su percepción sobre este tipo de trabajo, tanto desde un punto de vista personal como profesional. Para alcanzar estos objetivos, se ha encuestado a 348 estudiantes de diferentes cursos, de grado y posgrado, que han sido clasificados en función de su interés por trabajar como vendedores en el sector turístico. Los resultados muestran que, en general, la valoración de una futura actividad de tipo comercial es positiva. The current research intends to analyze the opinion that the tourism university students have regarding to develop their future labor in the commercial management area of tourist companies, the one that more offer of jobs generates in Spain. Specifically, we want to know what the perception of this type of work is, both from a personal and professional point of view. To achieve these objectives, 348 students, from different undergraduate and postgraduate courses, have been surveyed, who have been classified according to their interest in working as sellers in the tourism sector. The results show that, in general, the valuation of a future commercial activity is positive.

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Student Preferences for Sales Careers Around the Pacific Rim

Cited by 25 publications

References 5 publications

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

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

A Global Perspective on the Current State of Sales Education in the College Curriculum

La actividad comercial en empresas turísticas. Percepción de los estudiantes de turismo

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