Work

Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

Year: 1993

Type: article

Abstract: Although empirical work has examined differences between salesmen and saleswomen on various aspects, no comprehensive study has examined gender-based distinctions in salespeople's work motivation. The paucity of research attention on this topic is surprising given the plethora of literature in organizational behavior. This paper reports the results of an investigation that explored male and female salespeople's perceptions of expectancies, instrumentalities, and valence for rewards. Findings reveal minimal contrast between the two groups. Implications for practitioners and researchers are provided.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1993.10753965

Authors: Alan J. Dubinsky, Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe, Chae Un Lim

Institutions: University of Minnesota, Metropolitan State University, University of Maryland, College Park, Indiana University Bloomington, Indiana University, The University of Texas at Austin, Kookmin University

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

SDG: Gender equality

Open Access status: hybrid

OpenAlex ID: W46324503

FWCI: 0.659

Cites: 71

Cited by: 42

Related to: 10