A Multidimensional Analysis of Preferences for Sales Positions |
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| Authors: | Alan J Dubinsky P J O'Connor |
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| Institution: | 1. Alan J. Dubinsky (Ph.D., University of Minnesota) is Associate Professor of Marketing in the College of Business and Economics at the University of Kentucky. Prior to pursuing his graduate work, he was a territory manager for Burroughs Corporation. His publications have appeared in Journal of Retailing, Journal of Advertising, Industrial Marketing Management, Business Horizons, California Management Review, MSU Business Topics, Journal of the Academy of Marketing Science, and Journal of Purchasing and Materials Management, among others. He has also authored a book, Sales Training: An Analysis of Field Sales Techniques (UMI Research Press). His research interests are in the areas of sales and sales management.;2. P. J. O'Connor (Ph.D., University of Florida) is Assistant Professor of Marketing at Baruch College, City University of New York. He formerly served on the faculty at the University of Kentucky. His publications have appeared in the Journal of Marketing Research, Advances in Consumer Research, Southern Marketing Association Proceedings, and American Institute for Decision Sciences Proceedings, among others. His research interests include attitude theory and individual choice modeling. |
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| Abstract: | AbstractRecruiting college students for the sales- force is especially difficult because the results of previous research suggest that students have negative perceptions of selling. A weakness of prior research, however, is that selling has generally been operationalized as a unidimensional concept. This paper reports the results of a study that sought to address this limitation by conducting a multidimensional analysis of seven different sales positions. |
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