By gosh I think she’s got it – well, not yet
Alan J. Dubinsky
(Professor, School of Consumer and Family Sciences and Krannert Graduate School of Management, Purdue University, 1262 Matthews Hall, West Lafayette, IN 47907, USA)
Lucette B. Comer
(Associate Professor of Selling and Sales Management, Purdue University)
Sandra S. Liu
(Assistant Professor of Selling and Sales Management, Purdue University)
186
Abstract
Charts the rise of women into sales manager positions in the US and looks at the general traits which help females in such roles. Cites that women have more trouble being accepted in sales roles when selling to other countries. Focuses upon the People’s Republic of China and presents the finding of a study of 266 field sales personnel across the republic. Suggests that there are still a number of difficulties for businesses, but provides some ideas for consideration.
Keywords
Citation
Dubinsky, A.J., Comer, L.B. and Liu, S.S. (2002), "By gosh I think she’s got it – well, not yet", Equal Opportunities International, Vol. 21 No. 2, pp. 13-24. https://doi.org/10.1108/02610150210787109
Publisher
:MCB UP Ltd
Copyright © 2002, MCB UP Limited