메뉴 건너뛰기




Volumn 40, Issue 2, 2002, Pages 121-132

Revisiting gender role stereotyping in the sales profession

Author keywords

Ethics; Feminism; Gender; Management; Relationship marketing; Sales; Sex discrimination; Stereotypes; Women

Indexed keywords


EID: 0141671756     PISSN: 01674544     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1020343504126     Document Type: Article
Times cited : (30)

References (73)
  • 2
    • 0002498105 scopus 로고
    • Perspectives on behaviour-based versus outcome-based salesforce control systems
    • Anderson, E. and R. L. Oliver: 1987, 'Perspectives on Behaviour-Based Versus Outcome-Based Salesforce Control Systems', Journal of Marketing (October), 76-88.
    • (1987) Journal of Marketing , Issue.OCTOBER , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 4
    • 21144481030 scopus 로고
    • Feminist thought: Implications for consumer Research
    • Brister, J. M. and E. Fischer: 1993, 'Feminist Thought: Implications for Consumer Research' Journal of Consumer Research 19, 518-536.
    • (1993) Journal of Consumer Research , vol.19 , pp. 518-536
    • Brister, J.M.1    Fischer, E.2
  • 5
    • 0028850187 scopus 로고
    • Female and male earnings differentials in retailing
    • Broadbridge, A.: 1995, 'Female and Male Earnings Differentials in Retailing', Services Industries Journal 15(1), 435-454.
    • (1995) Services Industries Journal , vol.15 , Issue.1 , pp. 435-454
    • Broadbridge, A.1
  • 6
    • 0031422314 scopus 로고    scopus 로고
    • Why earnings differentials are different for men and women in retailing
    • Broadbridge, A.: 1997, 'Why Earnings Differentials are Different for Men and Women in Retailing', Services Industries Journal 17(2), 221-236.
    • (1997) Services Industries Journal , vol.17 , Issue.2 , pp. 221-236
    • Broadbridge, A.1
  • 7
    • 0141839894 scopus 로고    scopus 로고
    • Career aspirations - Women managers in retailing
    • S. Ledwith and F. Colgan (eds.) (Macmillan, London)
    • Brockbank, A. and J. Traves: 1996, 'Career Aspirations - Women Managers in Retailing', in S. Ledwith and F. Colgan (eds.), Women in Organisations: Challenging Gender Politics (Macmillan, London), pp. 78-98.
    • (1996) Women in Organisations: Challenging Gender Politics , pp. 78-98
    • Brockbank, A.1    Traves, J.2
  • 8
    • 0031161415 scopus 로고    scopus 로고
    • Save the males: Backlash in organizations
    • Burke, R.J. and S. Black: 1997, 'Save the Males: Backlash in Organizations', Journal of Business Ethics 16, 933-942.
    • (1997) Journal of Business Ethics , vol.16 , pp. 933-942
    • Burke, R.J.1    Black, S.2
  • 9
    • 84965590200 scopus 로고
    • Family status and career situation for professional women
    • Carrier, S.: 1995, 'Family Status and Career Situation for Professional Women', Work, Employment and Society 9(2), 343-358.
    • (1995) Work, Employment and Society , vol.9 , Issue.2 , pp. 343-358
    • Carrier, S.1
  • 10
    • 0002269824 scopus 로고
    • Toward a feminist conception of moral life
    • E. B. Cole and S. Coultrap-McQuin (eds.) (Indiana University Press, Bloomington)
    • Cole, E. B. and S. Coultrap-McQuin: 1992, 'Toward a Feminist Conception of Moral Life', in E. B. Cole and S. Coultrap-McQuin (eds.), Explorations in Feminist Ethics (Indiana University Press, Bloomington).
    • (1992) Explorations in Feminist Ethics
    • Cole, E.B.1    Coultrap-McQuin, S.2
  • 11
    • 85005560640 scopus 로고
    • Naming men as men: Implications for work, organisation and management
    • Collinson, D. and J. Hearn: 1994, 'Naming Men as Men: Implications for Work, Organisation and Management', Gender, Work and Organisation 1(1), 2-22.
    • (1994) Gender, Work and Organisation , vol.1 , Issue.1 , pp. 2-22
    • Collinson, D.1    Hearn, J.2
  • 12
    • 85009615898 scopus 로고    scopus 로고
    • Looking inside the glass walls: The case of women on the industrial sales force
    • Comer, L. B. and T. Drollinger: 1997, 'Looking Inside the Glass Walls: The Case of Women on the Industrial Sales Force', Equal Opportunities International 16(4), 1-18.
    • (1997) Equal Opportunities International , vol.16 , Issue.4 , pp. 1-18
    • Comer, L.B.1    Drollinger, T.2
  • 13
    • 84909849245 scopus 로고
    • Perceptions of gender stereotypic behaviour: An exploratory study of women in selling
    • Comer, L. B. and M. A. Jolson: 1991, 'Perceptions of Gender Stereotypic Behaviour: An Exploratory Study of Women in Selling', Journal of Personal Selling and Sales Management 11(1), 43-59.
    • (1991) Journal of Personal Selling and Sales Management , vol.11 , Issue.1 , pp. 43-59
    • Comer, L.B.1    Jolson, M.A.2
  • 15
    • 84950613819 scopus 로고
    • When the sales manager is a woman: An exploration into the relationship between salespeople's gender and their responses to leadership styles
    • Comer, L. B., M. A. Jolson, A. J. Dubinsky and F. J. Yammarino: 1995, 'When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and Their Responses to Leadership Styles', Journal of Personal Selling and Sales Management 15(4), 17-33.
    • (1995) Journal of Personal Selling and Sales Management , vol.15 , Issue.4 , pp. 17-33
    • Comer, L.B.1    Jolson, M.A.2    Dubinsky, A.J.3    Yammarino, F.J.4
  • 17
    • 0002185407 scopus 로고
    • The changing role of the salesforce
    • Cravens, D. W.: 1995, 'The Changing Role of the Salesforce', Marketing Management (Summer), 49-57.
    • (1995) Marketing Management , Issue.SUMMER , pp. 49-57
    • Cravens, D.W.1
  • 18
    • 21344478003 scopus 로고
    • Behaviour-based and outcome-based salesforce control systems
    • Cravens, D. W., T. N. Ingram, R. W. LaForge and C. E. Young: 1993, 'Behaviour-Based and Outcome-Based Salesforce Control Systems', Journal of Marketing (October), 47-59.
    • (1993) Journal of Marketing , Issue.OCTOBER , pp. 47-59
    • Cravens, D.W.1    Ingram, T.N.2    LaForge, R.W.3    Young, C.E.4
  • 19
    • 0002765872 scopus 로고
    • Will feminisation change the ethics of the sales profession?
    • Dawson, L.: 1992, 'Will Feminisation Change the Ethics of the Sales Profession?', Journal of Personal Selling and Sales Management 12, 21-32.
    • (1992) Journal of Personal Selling and Sales Management , vol.12 , pp. 21-32
    • Dawson, L.1
  • 20
    • 0031206251 scopus 로고    scopus 로고
    • Ethical differences between men and women in the sales profession
    • Dawson, L. M.: 1997, 'Ethical Differences Between Men and Women in the Sales Profession', Journal of Business Ethics 16(11), 1143-1152.
    • (1997) Journal of Business Ethics , vol.16 , Issue.11 , pp. 1143-1152
    • Dawson, L.M.1
  • 21
    • 0009319912 scopus 로고
    • Northwestern University Press, Evanston)
    • Derrida, J.: 1973, Speech and Phenomenon (Northwestern University Press, Evanston).
    • (1973) Speech and Phenomenon
    • Derrida, J.1
  • 23
    • 85009593706 scopus 로고    scopus 로고
    • An exploratory study of gender and age: Matching in the salesperson-prospective customer dyad
    • Dwyer, S., R. Orlando and D. C. Shepherd: 1998, 'An Exploratory Study of Gender and Age: Matching in the Salesperson-Prospective Customer Dyad', Journal of Personal Selling and Sales Management 18(4), 55-68.
    • (1998) Journal of Personal Selling and Sales Management , vol.18 , Issue.4 , pp. 55-68
    • Dwyer, S.1    Orlando, R.2    Shepherd, D.C.3
  • 25
    • 0037773199 scopus 로고
    • A marketing perspective on women in management: An exploratory study
    • Foster, M. K. and B. J. Orser: 1994, 'A Marketing Perspective on Women in Management: An Exploratory Study', Canadian Journal of Administrative Science 11(4), 339-345.
    • (1994) Canadian Journal of Administrative Science , vol.11 , Issue.4 , pp. 339-345
    • Foster, M.K.1    Orser, B.J.2
  • 29
    • 0009431013 scopus 로고
    • Sales people's perceptions of sex differences in sales managers
    • Futrell, C.: 1984, 'Sales People's Perceptions of Sex Differences in Sales Managers', Journal of Personnel Selling and Sales Management 4 (May), 19-23.
    • (1984) Journal of Personnel Selling and Sales Management , vol.4 , Issue.MAY , pp. 19-23
    • Futrell, C.1
  • 31
    • 84965668794 scopus 로고
    • Restructuring organisations, changing people: Gender and restructuring in banking and local government
    • Halford, S. and M. Savage: 1995, 'Restructuring Organisations, Changing People: Gender and Restructuring in Banking And Local Government', Work, Employment, and Society 9(1), 97-122.
    • (1995) Work, Employment, and Society , vol.9 , Issue.1 , pp. 97-122
    • Halford, S.1    Savage, M.2
  • 34
    • 0031161146 scopus 로고    scopus 로고
    • Sex discrimination and the affirmative action remedy: The role of sex stereotypes
    • Heilman, M. E.: 1997, 'Sex Discrimination and the Affirmative Action Remedy: the Role of Sex Stereotypes', Journal of Business Ethics 16(9), 877-889.
    • (1997) Journal of Business Ethics , vol.16 , Issue.9 , pp. 877-889
    • Heilman, M.E.1
  • 37
    • 85009598252 scopus 로고    scopus 로고
    • Salesperson race and gender and the access and legitimacy paradigm: Does difference make a difference?
    • Jones, E., J. N. Moore, A. Stanaland and A. J. Wyatt: 1998, 'Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?', Journal of Personal Selling and Sales Management 18(4), 71-88.
    • (1998) Journal of Personal Selling and Sales Management , vol.18 , Issue.4 , pp. 71-88
    • Jones, E.1    Moore, J.N.2    Stanaland, A.3    Wyatt, A.J.4
  • 38
    • 0002450681 scopus 로고
    • Why study stereotype accuracy and innacuracy?
    • Y. Lee, L. J. Jussim and C. R. McCauley (eds.) (American Psychological Association, Washington DC)
    • Jussim, L. J., C. R. McCauley and Y. Lee: 1995, 'Why Study Stereotype Accuracy and Innacuracy?', in Y. Lee, L. J. Jussim and C. R. McCauley (eds.), Stereotype Accuracy: Toward Appreciating Group Differences (American Psychological Association, Washington DC).
    • (1995) Stereotype Accuracy: Toward Appreciating Group Differences
    • Jussim, L.J.1    McCauley, C.R.2    Lee, Y.3
  • 39
    • 0141616634 scopus 로고
    • Moving forward on reverse discrimination
    • W. M. Hoffman and J. M. Moore (eds.) (McGraw-Hill, New York)
    • Kubasek, N. and A. M. Giampetro: 1990, 'Moving Forward on Reverse Discrimination', in W. M. Hoffman and J. M. Moore (eds.), Business Ethics (McGraw-Hill, New York).
    • (1990) Business Ethics
    • Kubasek, N.1    Giampetro, A.M.2
  • 40
    • 0004125258 scopus 로고
    • Tavistock, London
    • Lacan, J.: 1977, Ecrits (Tavistock, London).
    • (1977) Ecrits
    • Lacan, J.1
  • 41
    • 84985186342 scopus 로고
    • The relationship of race and gender to managers ratings of promotion potential
    • Landau, J.: 1995, 'The Relationship of Race and Gender to Managers Ratings of Promotion Potential', Journal of Organisational Behaviour 16(4), 391-400.
    • (1995) Journal of Organisational Behaviour , vol.16 , Issue.4 , pp. 391-400
    • Landau, J.1
  • 43
    • 0141728551 scopus 로고    scopus 로고
    • The role of women in sales: Addressing the new challenges
    • Lane, N. (1999) 'The Role of Women in Sales: Addressing the New Challenges', Journal of Selling and Major Account Management 1(2), 69-78.
    • (1999) Journal of Selling and Major Account Management , vol.1 , Issue.2 , pp. 69-78
    • Lane, N.1
  • 44
    • 0034357803 scopus 로고    scopus 로고
    • The management implications of women's' employment disadvantage in a female dominated profession: A study of NHS nursing
    • Lane, N.: 2000a, 'The Management Implications of Women's' Employment Disadvantage in a Female Dominated Profession: A Study of NHS Nursing', Journal of Management Studies 37(5), 705-731.
    • (2000) Journal of Management Studies , vol.37 , Issue.5 , pp. 705-731
    • Lane, N.1
  • 45
    • 0141616629 scopus 로고    scopus 로고
    • Female employment in sales organisations: Learning to manage the pink collar army
    • Lane, N.: 2000b, 'Female Employment in Sales Organisations: Learning to Manage the Pink Collar Army', Journal of Marketing Management 16(4), 393-416.
    • (2000) Journal of Marketing Management , vol.16 , Issue.4 , pp. 393-416
    • Lane, N.1
  • 46
    • 0141505136 scopus 로고    scopus 로고
    • Salesperson organizational citizenship behavior and sales unit effectiveness: Exploring the gender dimension
    • February, San Antonio
    • Lane, N., D. W. Cravens and N. F. Piercy: 2000, 'Salesperson Organizational Citizenship Behavior and Sales Unit Effectiveness: Exploring the Gender Dimension', AMA Winter Conference, February, San Antonio.
    • (2000) AMA Winter Conference
    • Lane, N.1    Cravens, D.W.2    Piercy, N.F.3
  • 47
    • 0141536890 scopus 로고    scopus 로고
    • Bridging the knowledge divide: Issues of the feminisation of the marketing practice
    • Maclaran, P. and M. Catterall: 2000, 'Bridging the Knowledge Divide: Issues of the Feminisation of the Marketing Practice', Journal of Marketing Management, Special Issue, 16(6), 635-646.
    • (2000) Journal of Marketing Management , vol.16 , Issue.6 SPEC. ISSUE , pp. 635-646
    • Maclaran, P.1    Catterall, M.2
  • 49
    • 0039908629 scopus 로고    scopus 로고
    • Will she fit in?
    • Magretta, J.: 1997, 'Will She Fit In?', Harvard Business Review 75 (March/April), 18-32.
    • (1997) Harvard Business Review , vol.75 , Issue.MARCH-APRIL , pp. 18-32
    • Magretta, J.1
  • 51
    • 0002524850 scopus 로고
    • The moderating effects of gender and performance on job satisfaction and intentions to leave in the sales force
    • McNeilly, K. and R. E. Goldsmith: 1991, 'The Moderating Effects of Gender and Performance on Job Satisfaction and Intentions to Leave in the Sales Force', Journal of Business Research 22, 219-232.
    • (1991) Journal of Business Research , vol.22 , pp. 219-232
    • McNeilly, K.1    Goldsmith, R.E.2
  • 52
    • 0038909592 scopus 로고    scopus 로고
    • The earnings gap between male and female sales managers
    • Menguc, B.: 1998, 'The Earnings Gap Between Male and Female Sales Managers', Industrial Marketing Management 27(2), 385-400.
    • (1998) Industrial Marketing Management , vol.27 , Issue.2 , pp. 385-400
    • Menguc, B.1
  • 53
    • 84970314748 scopus 로고
    • Gendering jobs: Corporate strategy, managerial control and the dynamics of job segregation
    • Morgan, G. and D. Knights: 1991, 'Gendering Jobs: Corporate Strategy, Managerial Control and the Dynamics of Job Segregation', Work, Employment and Society 5(2), 181-200.
    • (1991) Work, Employment and Society , vol.5 , Issue.2 , pp. 181-200
    • Morgan, G.1    Knights, D.2
  • 54
    • 84929808297 scopus 로고    scopus 로고
    • A defense of affirmative action
    • T. L. Beauchamp and N. E. Bowie (eds.) (Prentice-Hall, New Jersey)
    • Nagel, T.: 1997, 'A Defense of Affirmative Action', in T. L. Beauchamp and N. E. Bowie (eds.), Ethical Theory and Business, 5th edn. (Prentice-Hall, New Jersey).
    • (1997) Ethical Theory and Business, 5th Edn.
    • Nagel, T.1
  • 55
    • 84909011237 scopus 로고
    • The effects of gender on the development of relationships between clients and financial advisors
    • Palmer, A. and D. Bejou: 1995, 'The Effects of Gender on the Development of Relationships Between Clients and Financial Advisors', International Journal of Bank Marketing 13(3), 18-27.
    • (1995) International Journal of Bank Marketing , vol.13 , Issue.3 , pp. 18-27
    • Palmer, A.1    Bejou, D.2
  • 59
    • 0141505135 scopus 로고    scopus 로고
    • Salesforce performance and behaviour-based management processes in business-to-business sales organizations
    • Piercy, N. E, D. W. Cravens and N. A. Morgan: 1998, 'Salesforce Performance and Behaviour-based Management Processes in Business-to-Business Sales Organizations', European Journal of Marketing 32(1/2), 79-100.
    • (1998) European Journal of Marketing , vol.32 , Issue.1-2 , pp. 79-100
    • Piercy, N.E.1    Cravens, D.W.2    Morgan, N.A.3
  • 60
    • 0141616630 scopus 로고    scopus 로고
    • The moral status of affirmative action
    • T. L. Beauchamp and N. E. Bowie (eds.) (Prentice-Hall, New Jersey)
    • Pojman, L. P.: 1997, 'The Moral Status of Affirmative Action', in T. L. Beauchamp and N. E. Bowie (eds.), Ethical Theory and Business, 5th edn. (Prentice-Hall, New Jersey).
    • (1997) Ethical Theory and Business, 5th Edn.
    • Pojman, L.P.1
  • 63
    • 0025518327 scopus 로고
    • Ways women lead
    • Rosener, J.: 1990, 'Ways Women Lead', Havard Business Review 68(6), 119-125.
    • (1990) Havard Business Review , vol.68 , Issue.6 , pp. 119-125
    • Rosener, J.1
  • 64
    • 0002314152 scopus 로고
    • Has sex stereotyping disappeared? A study of perceptions of women in sales
    • Russ, F. and K. McNeilly: 1988, 'Has Sex Stereotyping Disappeared? A Study of Perceptions of Women in Sales', Journal of Personal Selling and Sales Management 8, 43-54.
    • (1988) Journal of Personal Selling and Sales Management , vol.8 , pp. 43-54
    • Russ, F.1    McNeilly, K.2
  • 65
    • 0002984508 scopus 로고
    • An examination of gender differences in selling behaviours and job attitudes
    • Siguaw, J. A. and E. D. Honeycutt: 1995, 'An Examination of Gender Differences in Selling Behaviours and Job Attitudes', Industrial Marketing Management 24, 45-52.
    • (1995) Industrial Marketing Management , vol.24 , pp. 45-52
    • Siguaw, J.A.1    Honeycutt, E.D.2
  • 66
    • 0032220342 scopus 로고    scopus 로고
    • Buyer-seller relationships: Similarity relationship management, and quality
    • Smith, J. B.: 1998, 'Buyer-Seller Relationships: Similarity Relationship Management, and Quality', Psychology and Marketing 15 (January), 3-21.
    • (1998) Psychology and Marketing , vol.15 , Issue.JANUARY , pp. 3-21
    • Smith, J.B.1
  • 67
    • 0141839890 scopus 로고
    • Sex-typed service images: An empirical investigation of self service variables
    • Stern, B., S. Gould and S. Tewari: 1993, 'Sex-Typed Service Images: An Empirical Investigation of Self Service Variables', The Service Industries Journal 13(3), 74-96.
    • (1993) The Service Industries Journal , vol.13 , Issue.3 , pp. 74-96
    • Stern, B.1    Gould, S.2    Tewari, S.3
  • 68
    • 0141728550 scopus 로고
    • Sex discrimination in employment: Everyone's problem
    • Sur, G. and B. H. Kliener: 1995, 'Sex Discrimination in Employment: Everyone's Problem', Equal Opportunities International 14(6/7), 369-373.
    • (1995) Equal Opportunities International , vol.14 , Issue.6-7 , pp. 369-373
    • Sur, G.1    Kliener, B.H.2
  • 69
    • 0000031742 scopus 로고
    • Industrial buyer impact of the industrial saleswomen
    • Swan, J. E., D. R. Rink, G. E. Kiser and W. S. Martin: 1984, 'Industrial Buyer Impact of the Industrial Saleswomen', Journal of Marketing 48 (Winter), 110-116.
    • (1984) Journal of Marketing , vol.48 , Issue.WINTER , pp. 110-116
    • Swan, J.E.1    Rink, D.R.2    Kiser, G.E.3    Martin, W.S.4
  • 70
    • 0001454556 scopus 로고
    • Men versus women in industrial sales: A performance gap?
    • Swan, J. E. and C. M. Futrell: 1978, 'Men Versus Women in Industrial Sales: A Performance Gap?', Industrial Marketing Management 7, 369-373.
    • (1978) Industrial Marketing Management , vol.7 , pp. 369-373
    • Swan, J.E.1    Futrell, C.M.2
  • 71
    • 0001852110 scopus 로고
    • Segregation, sexism, and the labour supply
    • A. MacEwen Scott (ed.) (Oxford University Press, Oxford)
    • Vogler, C.: 1994, 'Segregation, Sexism, and the Labour Supply', in A. MacEwen Scott (ed.), Gender Segregation and Societal Change (Oxford University Press, Oxford), pp. 39-79.
    • (1994) Gender Segregation and Societal Change , pp. 39-79
    • Vogler, C.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.