Document Type

Article

Publication Date

2000

Publication Title

Marketing Management Journal

Volume

10

Issue

2

Pages

41-53

Abstract

Sales and other marketing professionals were compared in terms of some of their demographic, socioeconomic, and psychographic characteristics. It was generally expected that sates professionals would be different from the other marketing professionals in the sample. Regarding demographic and socioeconomic characteristics, more sales than other marketing professionals were male and they were less affluent. They also had fewer years of business experience. In terms of their personal values and moral philosophies, sales professionals, despite a general consensus evidenced in many leading sales and sales management texts that they are different from other employees, are generally speaking, very similar.

Comments

© of Marketing Management Journal, reproduced with express written permission.

Original Publication Citation

Knowles, P., & Singhapakdi, A. (2000). Distinguishing sales professionals from their marketing counterparts: An empirical inquiry. Marketing Management Journal, 10(2), 41-53.

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