Lee, Nick, Sandfield, Anna and Dhaliwal, Baljit (2007) An empirical study of salesperson stereotypes amongst UK students and their implications for recruitment. Journal of Marketing Management, 23 (7-8). pp. 723-744. doi:10.1362/026725707X230018 ISSN 0267-257X.

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Abstract

The success of recruitment efforts can have a major impact on sales force effectiveness. Students have long been considered a good source of potential sales recruits, but research has found students have generally negative perceptions of selling as a career. One reason for such perceptions may be negative stereotypes of salespeople held by students. However information on the content of UK sales stereotypes remains anecdotal at best. This study empirically examines UK business students' stereotypes of salespeople using a two-stage approach. Findings suggest that these stereotypes are generally negative. However, we create profiles of salespeople using our findings, and consequently uncover some positive aspects to the stereotype. The study provides instruction on how to use stereotypes in subsequent work, as well as how to utilise the profiles in recruitment efforts.

Item Type:	Journal Article
Divisions:	Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School
Journal or Publication Title:	Journal of Marketing Management
Publisher:	Routledge
ISSN:	0267-257X
Official Date:	2007
Dates:	Date Event 2007 Published
Volume:	23
Number:	7-8
Page Range:	pp. 723-744
DOI:	10.1362/026725707X230018
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access

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