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Does Attractiveness Increase Sales Productivity?

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  • Prickett, Robert W.

Abstract

Previous studies found individuals’ attractiveness or beauty is positively correlated with job success. Is this success due to attractiveness alone, or does attractiveness induce greater productivity? This study was conducted to measure the effects of attractiveness on sales productivity. Data from an undergraduate sales class at Purdue University were used to measure the impact of individuals’ attractiveness on sales revenue. Regression analysis was used with sales revenue as the dependent variable and attractiveness measures as independent variables, along with other variables. An asymmetric impact of attractiveness exists for males and females. More attractive females have higher sales revenues, but beauty is unrelated to sales performance for males.

Suggested Citation

  • Prickett, Robert W., 2007. "Does Attractiveness Increase Sales Productivity?," SS-AAEA Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 2007, pages 1-17.
    • Handle: RePEc:ags:ssaaea:113241
    DOI: 10.22004/ag.econ.113241
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    References listed on IDEAS

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    2. Biddle, Jeff E & Hamermesh, Daniel S, 1998. "Beauty, Productivity, and Discrimination: Lawyers' Looks and Lucre," Journal of Labor Economics, University of Chicago Press, vol. 16(1), pages 172-201, January.
    3. Hamermesh, Daniel S. & Parker, Amy, 2005. "Beauty in the classroom: instructors' pulchritude and putative pedagogical productivity," Economics of Education Review, Elsevier, vol. 24(4), pages 369-376, August.
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