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Examining Gender Differences in Field Sales Organizations

Author

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  • Moncrief, William C.
  • Babakus, Emin
  • Cravens, David W.
  • Johnston, Mark W.

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  • Moncrief, William C. & Babakus, Emin & Cravens, David W. & Johnston, Mark W., 2000. "Examining Gender Differences in Field Sales Organizations," Journal of Business Research, Elsevier, vol. 49(3), pages 245-257, September.
    • Handle: RePEc:eee:jbrese:v:49:y:2000:i:3:p:245-257
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    References listed on IDEAS

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    1. Ford, Neil M. & Walker, Orville Jr. & Churchill, Gilbert Jr., 1975. "Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen," Journal of Business Research, Elsevier, vol. 3(2), pages 95-112, April.
    2. Eckles, Robert W., 1987. "Stress--making friends with the enemy," Business Horizons, Elsevier, vol. 30(2), pages 74-78.
    3. Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
    4. Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
    5. McNeilly, Kevin & Goldsmith, Ronald E., 1991. "The moderating effects of gender and performance on job satisfaction and intentions to leave in the sales force," Journal of Business Research, Elsevier, vol. 22(3), pages 219-232, May.
    6. Jackson, Susan E. & Schuler, Randall S., 1985. "A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 36(1), pages 16-78, August.
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    Cited by:

    1. Karatepe, Osman M. & Yavas, Ugur & Babakus, Emin & Avci, Turgay, 2006. "Does gender moderate the effects of role stress in frontline service jobs?," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1087-1093, October.
    2. Lalatendu Kesari Jena & Pratishtha Bhattacharyya & Sajeet Pradhan, 2017. "Employee Engagement and Affective Organizational Commitment: Mediating Role of Employee Voice among Indian Service Sector Employees," Vision, , vol. 21(4), pages 356-366, December.
    3. Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
    4. Alonso-Almeida, María del Mar, 2013. "Influence of gender and financing on tourist company growth," Journal of Business Research, Elsevier, vol. 66(5), pages 621-631.
    5. Rosario Vázquez-Carrasco & Ma. López-Pérez & Edgar Centeno, 2012. "A qualitative approach to the challenges for women in management: are they really starting in the 21st century?," Quality & Quantity: International Journal of Methodology, Springer, vol. 46(5), pages 1337-1357, August.
    6. McColl-Kennedy, Janet R. & Anderson, Ronald D., 2005. "Subordinate-manager gender combination and perceived leadership style influence on emotions, self-esteem and organizational commitment," Journal of Business Research, Elsevier, vol. 58(2), pages 115-125, February.
    7. Erik Ruzic, 2013. "An Investigation On The Phenomenon Of Job Burnout In The Sales Profession," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 22(1), pages 79-96, june.
    8. Krishnan, Hema A. & Park, Daewoo, 2005. "A few good women--on top management teams," Journal of Business Research, Elsevier, vol. 58(12), pages 1712-1720, December.
    9. Muhammad Arshad & Sadia Afzal & Mariam Farooq & Omer Farooq & Muhammad Atif, 2025. "The Effect of Organizational Identification on AIS Acceptance: How Gender and Collectivism Shape Usage Patterns," Post-Print hal-04896150, HAL.
    10. Upadhyay, Arun & Zeng, Hongchao, 2014. "Gender and ethnic diversity on boards and corporate information environment," Journal of Business Research, Elsevier, vol. 67(11), pages 2456-2463.
    11. Jurkus, Anthony F. & Park, Jung Chul & Woodard, Lorraine S., 2011. "Women in top management and agency costs," Journal of Business Research, Elsevier, vol. 64(2), pages 180-186, February.
    12. Vlad Diaconescu, 2019. "What Is The Perception Of Economics Students About A Career In Sales?," Cactus - The tourism journal for research, education, culture and soul, Bucharest University of Economic Studies, vol. 1(1), pages 12-21.
    13. Alireza Vafaei & Kamran Ahmed & Paul Mather, 2015. "Board Diversity and Financial Performance in the Top 500 Australian Firms," Australian Accounting Review, CPA Australia, vol. 25(4), pages 413-427, December.
    14. Kim, Haksoon & Lim, Chanwoo, 2010. "Diversity, outside directors and firm valuation: Korean evidence," Journal of Business Research, Elsevier, vol. 63(3), pages 284-291, March.

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