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    Motivators for a career in sales: higher education students’ views

    Access Status
    Fulltext not available
    Authors
    Handley, Brian
    Shanka, Tekle
    Date
    2011
    Type
    Conference Paper
    
    Metadata
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    Citation
    Handley, B. and Shanka, T. 2011. Motivators for a career in sales: higher education students’ views, in Anthony Patterson and Steve Oakes (ed), UK Academy of Marketing Conference, Jul 5 2011. Liverpool, UK: University of Liverpool.
    Source Title
    Proceedings of UK Academy of Marketing conference
    Source Conference
    UK Academy of Marketing Conference
    School
    School of Marketing
    URI
    http://hdl.handle.net/20.500.11937/62668
    Collection
    • Curtin Research Publications
    Abstract

    The purpose of the present research is to contribute to the marketing literature through an exploratory review of motivators for a career in sales. Following Castleberry’s (1990) qualitative study on “The Importance of various motivational factors to college students interested in sales positions” this study empirically examined the views of University students from Australia, China (including Hong Kong), and Malaysia, measured by 26 scale items using 7-point Likert Scale. Factor analysis of these items resulted in five components comprising of 22 items that students consider to be motivational factors namely ‘working environment’, ‘leadership’, ‘recognition’, ‘ancillary’ and ‘challenging’. Statistically significant differences between student groups on all components are reported.

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