Examining Gender Differences in Field Sales Organizations
Author
Abstract
Suggested Citation
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Ford, Neil M. & Walker, Orville Jr. & Churchill, Gilbert Jr., 1975. "Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen," Journal of Business Research, Elsevier, vol. 3(2), pages 95-112, April.
- Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
- Eckles, Robert W., 1987. "Stress--making friends with the enemy," Business Horizons, Elsevier, vol. 30(2), pages 74-78.
- Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
- Jackson, Susan E. & Schuler, Randall S., 1985. "A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 36(1), pages 16-78, August.
- McNeilly, Kevin & Goldsmith, Ronald E., 1991. "The moderating effects of gender and performance on job satisfaction and intentions to leave in the sales force," Journal of Business Research, Elsevier, vol. 22(3), pages 219-232, May.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- McColl-Kennedy, Janet R. & Anderson, Ronald D., 2005. "Subordinate-manager gender combination and perceived leadership style influence on emotions, self-esteem and organizational commitment," Journal of Business Research, Elsevier, vol. 58(2), pages 115-125, February.
- Alireza Vafaei & Kamran Ahmed & Paul Mather, 2015. "Board Diversity and Financial Performance in the Top 500 Australian Firms," Australian Accounting Review, CPA Australia, vol. 25(4), pages 413-427, December.
- Krishnan, Hema A. & Park, Daewoo, 2005. "A few good women--on top management teams," Journal of Business Research, Elsevier, vol. 58(12), pages 1712-1720, December.
- Karatepe, Osman M. & Yavas, Ugur & Babakus, Emin & Avci, Turgay, 2006. "Does gender moderate the effects of role stress in frontline service jobs?," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1087-1093, October.
- Erik Ruzic, 2013. "An Investigation On The Phenomenon Of Job Burnout In The Sales Profession," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 22(1), pages 79-96, june.
- Upadhyay, Arun & Zeng, Hongchao, 2014. "Gender and ethnic diversity on boards and corporate information environment," Journal of Business Research, Elsevier, vol. 67(11), pages 2456-2463.
- Rosario Vázquez-Carrasco & Ma. López-Pérez & Edgar Centeno, 2012. "A qualitative approach to the challenges for women in management: are they really starting in the 21st century?," Quality & Quantity: International Journal of Methodology, Springer, vol. 46(5), pages 1337-1357, August.
- Kim, Haksoon & Lim, Chanwoo, 2010. "Diversity, outside directors and firm valuation: Korean evidence," Journal of Business Research, Elsevier, vol. 63(3), pages 284-291, March.
- Lalatendu Kesari Jena & Pratishtha Bhattacharyya & Sajeet Pradhan, 2017. "Employee Engagement and Affective Organizational Commitment: Mediating Role of Employee Voice among Indian Service Sector Employees," Vision, , vol. 21(4), pages 356-366, December.
- Alonso-Almeida, María del Mar, 2013. "Influence of gender and financing on tourist company growth," Journal of Business Research, Elsevier, vol. 66(5), pages 621-631.
- Jurkus, Anthony F. & Park, Jung Chul & Woodard, Lorraine S., 2011. "Women in top management and agency costs," Journal of Business Research, Elsevier, vol. 64(2), pages 180-186, February.
- Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
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.- Drew, Jacqueline & Carless, Sally A. & Thompson, Briony M., 2008. "Predicting turnover of police officers using the sixteen personality factor questionnaire," Journal of Criminal Justice, Elsevier, vol. 36(4), pages 326-331, August.
- Cravens, David W. & Lassk, Felicia G. & Low, George S. & Marshall, Greg W. & Moncrief, William C., 2004. "Formal and informal management control combinations in sales organizations: The impact on salesperson consequences," Journal of Business Research, Elsevier, vol. 57(3), pages 241-248, March.
- Mélia Djabi & Serge Perrot, 2014. "Proposition d'une nouvelle grille d'analyse multidimensionnelle des tensions de rôle," Post-Print hal-01631116, HAL.
- Babin, Barry J. & Griffin, Mitch & Borges, Adilson & Boles, James S., 2013. "Negative emotions, value and relationships: Differences between women and men," Journal of Retailing and Consumer Services, Elsevier, vol. 20(5), pages 471-478.
- repec:dau:papers:123456789/14535 is not listed on IDEAS
- Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
- Singh, Jagdip, 2004. "Tackling measurement problems with Item Response Theory: Principles, characteristics, and assessment, with an illustrative example," Journal of Business Research, Elsevier, vol. 57(2), pages 184-208, February.
- Viator, Ralph E., 2001. "The association of formal and informal public accounting mentoring with role stress and related job outcomes," Accounting, Organizations and Society, Elsevier, vol. 26(1), pages 73-93, January.
- Parker, Robert J. & Kyj, Larissa, 2006. "Vertical information sharing in the budgeting process," Accounting, Organizations and Society, Elsevier, vol. 31(1), pages 27-45, January.
- Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
- Nilsson, Helena & Backman, Mikaela & Öner, Özge, 2020. "Towards a life after retail? The relationship between human capital and career outcomes in retail," HFI Working Papers 15, Institute of Retail Economics (Handelns Forskningsinstitut).
- Hall, Matthew, 2008. "The effect of comprehensive performance measurement systems on role clarity, psychological empowerment and managerial performance," Accounting, Organizations and Society, Elsevier, vol. 33(2-3), pages 141-163.
- Pearsall, Matthew J. & Ellis, Aleksander P.J. & Stein, Jordan H., 2009. "Coping with challenge and hindrance stressors in teams: Behavioral, cognitive, and affective outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 18-28, May.
- T. S. Ragu-Nathan & Monideepa Tarafdar & Bhanu S. Ragu-Nathan & Qiang Tu, 2008. "The Consequences of Technostress for End Users in Organizations: Conceptual Development and Empirical Validation," Information Systems Research, INFORMS, vol. 19(4), pages 417-433, December.
- Roland Kidwell & Franz Kellermanns & Kimberly Eddleston, 2012. "Harmony, Justice, Confusion, and Conflict in Family Firms: Implications for Ethical Climate and the “Fredo Effect”," Journal of Business Ethics, Springer, vol. 106(4), pages 503-517, April.
- Boles, James S. & Babin, Barry J., 1996. "On the front lines: Stress, conflict, and the customer service provider," Journal of Business Research, Elsevier, vol. 37(1), pages 41-50, September.
- Tariku Ayana Abdi & José M. Peiró & Yarid Ayala & Salvatore Zappalà, 2018. "Four Wellbeing Patterns and their Antecedents in Millennials at Work," IJERPH, MDPI, vol. 16(1), pages 1-17, December.
- Dean Tjosvold & Nancy Yifeng Chen & Xu Huang & Da Xu, 2014. "Developing Cooperative Teams to Support Individual Performance and Well-Being in a Call Center in China," Group Decision and Negotiation, Springer, vol. 23(2), pages 325-348, March.
- Shuanglong Wang & Nathan Eva & Alexander Newman & Haihua Zhou, 2021. "A double-edged sword: the effects of ambidextrous leadership on follower innovative behaviors," Asia Pacific Journal of Management, Springer, vol. 38(4), pages 1305-1326, December.
- Muhammad Rizwan & Muhammad Ali Raza & Muhammad Abdul Mateen & Faisal Tehseen & Muhammad Shahaid Farooq & Amjad Javed & Sharjeel Javed, 2014. "Investigating the Causes of Job Stress: A Study on Banking Sector of Bahawalpur, Pakistan," International Journal of Learning and Development, Macrothink Institute, vol. 4(2), pages 227-241, June.
- Ahmet Erkuş & Mine Afacan Fındıklı, 2021. "Workplace Happiness: A Research on the Effects of Workplace Environment and Psychological Capital," Istanbul Management Journal, Istanbul University Business School, vol. 0(91), pages 1-24, December.
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:eee:jbrese:v:49:y:2000:i:3:p:245-257. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.