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Does Gender Matter? Effect of Colleagues’ Support on Work Engagement of Salespeople

Author

Listed:
  • Tai Ming Wut

    (College of Professional and Continuing Education, The Hong Kong Polytechnic University, Hong Kong 100077, China)

  • Jing (Bill) Xu

    (College of Professional and Continuing Education, The Hong Kong Polytechnic University, Hong Kong 100077, China)

  • Stephanie Wing Lee

    (College of Professional and Continuing Education, The Hong Kong Polytechnic University, Hong Kong 100077, China)

Abstract

Salespeople suffer from work pressure in their workplace. Hence, an important issue in sales management is how to increase salesperson confidence and motivate them to work harder. This study examines social support from management and peers on sales employees using the stimulus-organism-response (SOR) theory. A cross-sectional survey was then conducted among 140 female and male salespersons from the insurance/financial/retail industries during the pandemic period in Hong Kong. It was found that management support was important for the work engagement of salespeople. Self-confidence can be improved through consultation with managers. Female salespersons prefer sharing their concern with managers from another department, whereas male salespersons opt for managers from the same department. Peer support from sales colleagues of the same department was not preferred. Emotional support for female salespeople and cognitive support for male salespeople should be provided.

Suggested Citation

  • Tai Ming Wut & Jing (Bill) Xu & Stephanie Wing Lee, 2022. "Does Gender Matter? Effect of Colleagues’ Support on Work Engagement of Salespeople," Sustainability, MDPI, vol. 14(12), pages 1-13, June.
    • Handle: RePEc:gam:jsusta:v:14:y:2022:i:12:p:7069-:d:834938
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    References listed on IDEAS

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    1. Xiao-Yun Xie & Chu-Ding Ling & Shen-Jiang Mo & Kun Luan, 2015. "Linking Colleague Support to Employees’ Promotive Voice: A Moderated Mediation Model," PLOS ONE, Public Library of Science, vol. 10(7), pages 1-15, July.
    2. Mulki, Jay Prakash & Jaramillo, Fernando & Goad, Emily A. & Pesquera, Martha Rivera, 2015. "Regulation of emotions, interpersonal conflict, and job performance for salespeople," Journal of Business Research, Elsevier, vol. 68(3), pages 623-630.
    3. Guido Alessandri & Laura Borgogni & Wilmar Schaufeli & Gian Caprara & Chiara Consiglio, 2015. "From Positive Orientation to Job performance: The Role of Work Engagement and Self-efficacy Beliefs," Journal of Happiness Studies, Springer, vol. 16(3), pages 767-788, June.
    4. Hartmann, Nathaniel N. & Rutherford, Brian N. & Hamwi, G. Alexander & Friend, Scott B., 2013. "The effects of mentoring on salesperson commitment," Journal of Business Research, Elsevier, vol. 66(11), pages 2294-2300.
    5. Guido Alessandri & Laura Borgogni & Wilmar Schaufeli & Gian Caprara & Chiara Consiglio, 2015. "Erratum to: From Positive Orientation to Job Performance: The Role of Work Engagement and Self-efficacy Beliefs," Journal of Happiness Studies, Springer, vol. 16(3), pages 811-811, June.
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