Student preferences for sales careers around the pacific rim

Industrial Marketing Management

Volumn 28, Issue 1, 1999, Pages 27-36

  Honeycutt Jr , Earl D ^a   Ford, John B ^b   Swenson, Michael J ^b   Swinyard, William R ^b  

^a OLD DOMINION UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0042351164     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(98)00020-0     Document Type: Article

References (22)

1. Dubinsky Alan J. Perceptions of the Sales Job. How Students Compare With Industrial Salespeople Journal of the Academy of Marketing Science. 9:1981;352-367.
2. Dubinsky Alan J., O'Connor P.J. A Multidimensional Analysis of Preferences of Sales Positions. Journal of Personal Selling & Sales Management. 3:1983;31-41.
3. Honeycutt, Earl D. Jr., Micken, Kathleen S., Guy, Natalie, and Eppler, Dianne B.: How Appealing Are Sales Careers?: A Comparison of African-American and Caucasian Student Perceptions, AMS Multicultural Marketing Conference Proceedings, pp 68-72, 1996.
4. Paul Gordon W., Worthing Parker A Student Assessment of Selling. Southern Journal of Business. 5:1970;57-65.
5. Swenson Michael J., Swinyard William R., Langrehr Frederick W., Smith Scott M. The Appeal of Personal Selling As A Career. A Decade Later Journal of Personal Selling & Sales Management. 13:1:1993;51-64.
6. Swinyard William R. On Campus Selling is Still a Tough Sale. Sales and Marketing Management. August 16:1982;58-59.
7. Thompson Donald L. Stereotype of the Salesman. Harvard Business Review. 50:1972;20-22.
8. Herche Joel, Swenson Michael J., Verbeke Willem Personal Selling Constructs and Measures. Emic Versus Etic Approaches to Cross-National Research European Journal of Marketing. 30(7):1996;83-97.
9. Terpstra, V.: International Marketing. Holt, Rinehart & Winston, New York, NY, 1987.
10. Anonymous: What College Students Think of Selling as a Career. The American Salesman (February), 48-61 (1958).
11. Weeks William A., Muehling Darrel D. Students' Perceptions of Personal Selling. Industrial Marketing Mangement. 16:1987;145-151.
12. Bellenger, Danny N., Bernhardt, Kenneth L., and Wayman, Wilbur S., Jr.: Student Attitudes Toward Selling As a Career: Implications for Marketing Education, in 1974 Combined Proceedings, Chicago, IL, AMA, 1974.
13. Dubinsky Alan J. Recruiting College Students for the Sales Force. Industrial Marketing Management. 9:1980;37-45.
14. Churchill, Gilbert, A., Jr., Ford, Neil M., and Walker, Orville C., Jr.: Sales Force Management. 5th edition, Irwin, Chicago, IL, 1997.
15. Swinyard William R. The Appeal of Retailing As A Career. Journal of Retailing. 57:1981;86-97.
16. Cook Robert W., Hartman Timothy Female College Student Interest in a Sales Career. A Comparison Journal of Personal Selling & Sales Management. 6:1986;29-34.
17. Muehling Darrel D., Weeks William A. Women's Perceptions of Personal Selling. Some Positive Results Journal of Personal Selling & Sales Management. 8:1988;11-20.
18. World Bank: World Development Indicators. IEC Information Center, The World Bank, Washington, D.C., 1997.
19. Institute for Management Development The World Competitiveness Report 1995. 1995;Institute for Management Development, Geneva, Switzerland.
20. Trade Compass: Trade Compass - World Trade Statistical Database. Trade Compass, Washington, D.C., 1977.
21. Ford John B., Honeycutt Earl D. Jr., Joseph Mathew New Zealand Students' Preferences for Careers in Sales. Implications for Marketing Educators Developments in Marketing Science. 18:1995;312-316.
22. Honeycutt, Earl D., Jr., Ford, John B., Zamora, Elvira A., and D'Auria Stanton, Angela: Philippine Students' Preferences for Careers in Sales: Implications for Global Marketers, Marketing: Moving Toward The 21st Century: Proceedings of the Southern Marketing Association Conference. New Orleans, LA 1996, pp 334-337.