IDEAS home Printed from https://ideas.repec.org/a/ags/ssaaea/113241.html
   My bibliography  Save this article

Does Attractiveness Increase Sales Productivity?

Author

Listed:
  • Prickett, Robert W.

Abstract

Previous studies found individuals’ attractiveness or beauty is positively correlated with job success. Is this success due to attractiveness alone, or does attractiveness induce greater productivity? This study was conducted to measure the effects of attractiveness on sales productivity. Data from an undergraduate sales class at Purdue University were used to measure the impact of individuals’ attractiveness on sales revenue. Regression analysis was used with sales revenue as the dependent variable and attractiveness measures as independent variables, along with other variables. An asymmetric impact of attractiveness exists for males and females. More attractive females have higher sales revenues, but beauty is unrelated to sales performance for males.

Suggested Citation

  • Prickett, Robert W., 2007. "Does Attractiveness Increase Sales Productivity?," SS-AAEA Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 2007, pages 1-17.
    • Handle: RePEc:ags:ssaaea:113241
    DOI: 10.22004/ag.econ.113241
    as

    Download full text from publisher

    File URL: https://ageconsearch.umn.edu/record/113241/files/Paper5.pdf
    Download Restriction: no
    File URL: https://libkey.io/10.22004/ag.econ.113241?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Hamermesh, Daniel S. & Parker, Amy, 2005. "Beauty in the classroom: instructors' pulchritude and putative pedagogical productivity," Economics of Education Review, Elsevier, vol. 24(4), pages 369-376, August.
    2. Michael French, 2002. "Physical appearance and earnings: further evidence," Applied Economics, Taylor & Francis Journals, vol. 34(5), pages 569-572.
    3. Biddle, Jeff E & Hamermesh, Daniel S, 1998. "Beauty, Productivity, and Discrimination: Lawyers' Looks and Lucre," Journal of Labor Economics, University of Chicago Press, vol. 16(1), pages 172-201, January.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Henk Erik Meier & Michael Mutz, 2020. "Does Attractiveness Lead to or Follow From Occupational Success? Findings From German Associational Football," SAGE Open, , vol. 10(1), pages 21582440209, January.
    2. Babin, J. Jobu & Chauhan, Haritima S. & Kistler, Steven L., 2024. "When pretty hurts: Beauty premia and penalties in eSports," Journal of Economic Behavior & Organization, Elsevier, vol. 217(C), pages 726-741.
    3. Dilmaghani, Maryam, 2020. "Beauty perks: Physical appearance, earnings, and fringe benefits," Economics & Human Biology, Elsevier, vol. 38(C).
    4. Jobu Babin, J. & Hussey, Andrew & Nikolsko-Rzhevskyy, Alex & Taylor, David A., 2020. "Beauty Premiums Among Academics," Economics of Education Review, Elsevier, vol. 78(C).
    5. French, Michael T. & Robins, Philip K. & Homer, Jenny F. & Tapsell, Lauren M., 2009. "Effects of physical attractiveness, personality, and grooming on academic performance in high school," Labour Economics, Elsevier, vol. 16(4), pages 373-382, August.
    6. Astghik Mavisakalyan, 2016. "Looks matter: Attractiveness and employment in the former soviet union," Bankwest Curtin Economics Centre Working Paper series WP1604, Bankwest Curtin Economics Centre (BCEC), Curtin Business School.
    7. Bernd Sussmuth, 2006. "Beauty in the classroom: are German students less blinded? Putative pedagogical productivity due to professors' pulchritude: peculiar or pervasive?," Applied Economics, Taylor & Francis Journals, vol. 38(2), pages 231-238.
    8. Mavisakalyan, Astghik, 2018. "Do employers reward physical attractiveness in transition countries?," Economics & Human Biology, Elsevier, vol. 28(C), pages 38-52.
    9. Parrett, Matt, 2015. "Beauty and the feast: Examining the effect of beauty on earnings using restaurant tipping data," Journal of Economic Psychology, Elsevier, vol. 49(C), pages 34-46.
    10. Ahmed, Shaker & Ranta, Mikko & Vähämaa, Emilia & Vähämaa, Sami, 2023. "Facial attractiveness and CEO compensation: Evidence from the banking industry," Journal of Economics and Business, Elsevier, vol. 123(C).
    11. Olivier Gergaud & Victor Ginsburgh & Florine Livat, 2012. "Success of Celebrities: Talent, Intelligence or Beauty?," Economics Bulletin, AccessEcon, vol. 32(4), pages 3120-3127.
    12. Victor Ginsburgh & Olivier Gergaud & F. Livat, "undated". "Succes :Talent, Intelligence or Beauty?," ULB Institutional Repository 2013/151568, ULB -- Universite Libre de Bruxelles.
    13. Hamermesh, Daniel S. & Leigh, Andrew K., 2022. "“Beauty too rich for use”: Billionaires’ assets and attractiveness," Labour Economics, Elsevier, vol. 76(C).
    14. Ralph Stinebrickner & Todd Stinebrickner & Paul Sullivan, 2019. "Beauty, Job Tasks, and Wages: A New Conclusion about Employer Taste-Based Discrimination," The Review of Economics and Statistics, MIT Press, vol. 101(4), pages 602-615, October.
    15. LIU Xing & SIERMINSKA Eva, 2014. "Evaluating the effect of beauty on labor market outcomes: A review of the literature," LISER Working Paper Series 2014-11, Luxembourg Institute of Socio-Economic Research (LISER).
    16. Eiji Yamamura & Ryohei Hayashi & Yoshiro Tsutsui & Fumio Ohtake, 2022. "Racers’ attractive looks, popularity, and performance: how do speedboat racers react to fans’ expectations?," The Japanese Economic Review, Springer, vol. 73(4), pages 597-623, October.
    17. Guéguen, Nicolas, 2012. "Hair color and wages: Waitresses with blond hair have more fun," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 41(4), pages 370-372.
    18. Berggren, Niclas & Jordahl, Henrik & Poutvaara, Panu, 2006. "The Looks of a Winner: Beauty, Gender and Electoral Success," Ratio Working Papers 104, The Ratio Institute.
    19. Seung Chan Ahn & Young Hoon Lee, 2014. "Beauty And Productivity: The Case Of The Ladies Professional Golf Association," Contemporary Economic Policy, Western Economic Association International, vol. 32(1), pages 155-168, January.
    20. Hamermesh, Daniel S. & Gordon, Rachel A. & Crosnoe, Robert, 2023. "“O Youth and Beauty:” Children's looks and children's cognitive development," Journal of Economic Behavior & Organization, Elsevier, vol. 212(C), pages 275-289.

    More about this item

    Keywords

    Marketing;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ags:ssaaea:113241. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: AgEcon Search (email available below). General contact details of provider: https://edirc.repec.org/data/aaeaaea.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.