A Cross-National Investigation of Student Attitudes Toward Personal Selling: Implications for Marketing Education

Journal of Marketing Education

Volumn 20, Issue 2, 1998, Pages 161-173

  Lysonski, Steven ^a   Durvasula, Srinivas ^a  

^a MARQUETTE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0013300155     PISSN: 02734753     EISSN: 15526550     Source Type: Journal    
DOI: 10.1177/027347539802000210     Document Type: Article

References (54)

1. Ajzen, Icek, and Martin Fishbein. 1980. Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice Hall.
2. Andrews, C. Craig, Steven Lysonski, and Srinivas Durvasula. 1991. Understanding cross-cultural student perceptions of advertising in general: Implications for advertising educators and practitioners. Journal of Advertising20 (2): 15-28.
3. Announcing: A council to sell selling. 1962. Sales Management, 16 November, 50-53.
4. Barthes, Roland. 1972. Mythologies. London: Vintage.
5. Bellenger, Danny N., Kenneth L. Bernhardt, and Wilbur Wayman. 1974. Student attitudes toward selling as a career: Implications for marketing education. In 1974 American Marketing Association Proceedings, edited by R. Curhan, 580-584. Chicago: American Marketing Association.
6. Bellizzi, Joseph A., and Robert E. Hite. 1985. Expectations of prospective salespeople with regard to professional selling positions. In Proceedings of the 1985 Southwestern Marketing Association Conference, edited by J. Crawford and B. Garland, 153-158. Southwestern Marketing Association.
7. Bowers, Michael, and John H. Summey. 1983. A curriculum for personal sales training in an academic setting. Journal of Marketing Education5 (spring): 11-15.
8. Calder, Bobby Y., Chester A. Insko, and Ben Yandell. 1974. The relation of cognitive and memorial processes to persuasion in a simulated jury trial. Journal of Applied Social Psychology4 (1): 62-93.
9. Castleberry, Stephen B. 1990. The importance of various motivational factors to college students interested in sales positions. Journal of Personal Selling and Sales Management10 (spring): 67-72.
10. Cialdini, Robert B., C. Peter Herman, Alan Levy, Lynn T. Kozlowski, and Richard E. Petty. 1976. Elastic shifts of opinion: Determinants of direction and durability. Journal of Personality and Social Psychology34 (4): 663-672.
11. Cook, Robert W., and Timothy Hartman. 1986. Female college student interest in a sales career: A comparison. Journal of Personal Selling and Sales Management6 (1): 29-34.
12. Dauner, Jack R., and Eugene Johnson. 1979. Attitudes of college students toward selling: An exploratory study. Proceedings Southern Marketing Association, 161-164. Southern Marketing Association.
13. Douglas, Susan, and C. Samuel Craig. 1983. International marketing research. Englewood Cliffs, NJ: Prentice Hall.
14. Dubinsky, Alan J. 1980. Recruiting college students for the salesforce. Industrial Marketing Management9: 37-45.
15. Dubinsky, Alan J. 1981. Perceptions of the sales job: How students compare with industrial salespeople. Academy of Marketing Science9 (4): 352-367.
16. Dubinsky, Alan J., and P. J. O'Connor. 1983. A multidimensional analysis of preferences for sales positions. Journal of Personal Selling and Sales Management3 (2): 31-41.
17. Durvasula, Srinivas, J. Craig Andrews, Steven Lysonski, and Richard Netemeyer. 1993. Assessing the cross-national applicability of consumer behavior models: A model of attitude toward advertising in general. Journal of Consumer Research19 (March): 626-636.
18. Ford, John B., Earl D. Honeycutt Jr., and Mathew Joseph. 1995. New Zealand students' preferences for careers in sales: Implications for marketing educators. Developments in Marketing Science, 18: 312-316.
19. Graham, John L., Shigeru Ichikawa, and Yao Apasu. 1987. Managing your sales force in Japan and the U.S. Euro-Asia Business Review, January, 23-27.
20. Greenwald, Anthony G. 1968. Cognitive learning, cognitive response to persuasion and attitude change. In Psychological Foundations of Attitudes, edited by Timothy Brock Anthony and Thomas M. Ostrom, 147-170. New York: Academic Press.
21. Harpaz, Itzhak. 1990. The importance of work goals: An international perspective. Journal of International Business Studies21 (1): 75-93.
22. Hill, John S., and Meg Birdseye. 1989. Salesperson selection in multinational corporations: An empirical study. Journal of Personal Selling and Sales Management, 9 (summer): 39-47.
23. Honeycutt, Earl D. Jr., and John B. Ford. 1995. Guidelines for managing an international sales force. Industrial Marketing Management24 (2): 135-144.
24. Honeycutt, Earl D. Jr., John B. Ford, Elvira A. Zamora, and Angela D. Stanton. 1996. Philippine students' preferences for careers in sales: Implications for global marketers. Southern Marketing Association Proceedings, 334-337. Chicago: Southern Marketing Association.
25. Jain, Subhash C. 1996. International marketing management. Cincinnati: South-Western College Publishing.
26. Johansson, Johny K. 1997. Global marketing. Chicago: Irwin.
27. Kaeter, Margaret. 1994. Training the world to sell. Training, June, 51-56.
28. Kellerman, Bert J., and Firooz Hekmat. 1989. Personal selling and sales management in the marketing curriculum: A status report. Journal of Personal Selling and Sales Management9 (fall): 35-45.
29. Kelly, G. A. 1955. The psychology of personal constructs. New York: Norton.
30. Lagace, Rosemary R., and Timothy A. Longfellow. 1989. The impact of classroom style on student attitudes toward sales careers: A comparative approach. Journal of Marketing Education, summer, 72-77.
31. Lewin, Kurt. 1936. Principles of topological psychology. New York: McGraw-Hill.
32. Lupton, Robert A., Earl D. Honeycutt Jr., David Paul, and John Ford. 1997. The appeal of personal selling careers in Slovakia: Implications for global marketers. AMA Summer Educators' Conference Proceedings, 259-265. Chicago: American Marketing Association.
33. Mason, John L. 1965. The low prestige of personal selling. Journal of Marketing29: 7-10.
34. Milner, Laura M., Dale Fodness, and Mark Speece. 1992. Women in the global salesforce: A call for research. Proceedings of the American Marketing Association, American Marketing Association, 359-365. Chicago: American Marketing Association.
35. Moncrief, William, and Shannon Shipp. 1997. Sales management. Reading, MA: Addison-Wesley.
36. Muehling, Darrel D., and William A. Weeks. 1988. Women's perceptions of personal selling: Some positive results. Journal of Personal Selling and Sales Management8 (May): 11-20.
37. Nevett, Terence, Umar Nimran, and Pongsa Viboonsanti. 1993. Pedagogical strategies for marketing educators in Southeast Asian universities. Journal of Marketing Education, summer, 36-43.
38. Olson, Jerry C., and Aydin Mudderrisoglu. 1979. The stability of responses obtained through free elicitation: Implications for measuring attribute salience and memory structure. In Advances in consumer research. Vol. 6. Edited by William Wilkie, 269-275. Ann Arbor, MI: Association for Consumer Research.
39. Paul, Gordon W., and Parker Worthing. 1970. A student assessment of selling: Some exploratory findings. Southern Journal of Business5 (July): 57-65.
40. Perreault, William D. Jr. and Lawrence E. Leigh. 1989. Reliability of nominal data based on qualitative judgments. Journal of Marketing Research26 (May): 135-148.
41. Selling must be sold to college students. 1958. Printer's Ink, 21 February, 14.
42. Siegal, S. 1985. Nonparametric statistics for the behavioral sciences. New York: McGraw-Hill.
43. Skolnik, Rayna. 1985. A women's place is on the sales force. Sales and Marketing Management, 1 April, 34-37.
44. Staunton, J. Donald. 1958. I didn't raise my boy to be a salesman!Management Review, March, 9-13.
45. Stevenson, Thomas H. 1987. The sales blitz: An experiential exercise for use in college-level courses in professional selling. Journal of Marketing Education9 (summer): 34-38.
46. Stevenson, Thomas H., and Christie Paksoy. 1983. An experiential approach to improve student attitudes towards careers in selling. Journal of the Academy of Marketing Science11 (winter): 29-39.
47. Survey of world advertising expenditures. 1987. New York: Starch INRA Hooper.
48. Swenson, Michael, J. William Swinyard, Frederick Langrehr, and Scott Smith. 1993. The appeal of personal selling as a career. Journal of Personal Selling and Sales Management13 (1): 51-64.
49. Swinyard, William R. 1981. The appeal of retailing as a career. Journal of Retailing57 (4): 86-97.
50. Terpstra, Vein, and Ravi Sarathy. 1997. International marketing. FortWorth, TX: Dryden.
51. Thompson, Donald L. 1972. Stereotype of the salesman. Harvard Business Review, January-February, 20-22.
52. Weeks, William A., and Darrel D. Muehling. 1987. Students' perceptions of personal selling. Industrial Marketing Management16: 145-151.
53. What college students think of selling as a career. 1958. The American Salesman, February, 48-61.
54. Wotruba, Thomas R., Edwin K. Simpson, and Jennifer L. Reed-Draznik. 1989. The recruiting interview as perceived by college student applicants for sales positions. Journal of Personal Selling and Sales Management9 (fall): 13-24.