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ERIC Number: EJ1039839
Record Type: Journal
Publication Date: 2014-Aug
Pages: 12
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-0273-4753
EISSN: N/A
A Cross-Cultural Investigation of the Stereotype for Salespeople: Professionalizing the Profession
Fournier, Christophe; Chéron, Emmanuel; Tanner, John F., Jr.; Bikanda, P. J.; Wise, Jorge A.
Journal of Marketing Education, v36 n2 p132-143 Aug 2014
The purpose of this research is to investigate the image of salespeople and of the selling function as perceived by business students across cultures. Of the several empirical investigations that exist in the sales literature, most are based on a single-country sample. This study extends previous knowledge on single-country perception of salespeople by conducting a quantitative survey of business students in Cameroon, France, Japan, Mexico, and the United States. Substantial differences and similarities are found across countries on salesperson's image, feelings in the presence of a salesperson, as well as the perception of a career in sales. They all appear to be influenced by cultural values. Several practical strategic implications are suggested, including examining cultural values to identify the origin of negative images, careful gatekeeping to promote professional positions, and supporting mobility of both students and faculty. Finally, limitations to the findings are presented with suggested future research directions.
SAGE Publications. 2455 Teller Road, Thousand Oaks, CA 91320. Tel: 800-818-7243; Tel: 805-499-9774; Fax: 800-583-2665; e-mail: journals@sagepub.com; Web site: http://bibliotheek.ehb.be:2814
Publication Type: Journal Articles; Reports - Research
Education Level: Higher Education; Postsecondary Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: Cameroon; France; Japan; Mexico; United States
Grant or Contract Numbers: N/A