A CROSS-GENERATIONAL COMPARISON OF MOTIVATIONAL FACTORS IN A SALES CAREER AMONG GEN-X AND GEN-Y COLLEGE STUDENTS

被引：33

作者：

Bristow, Denny ^{[1
]}

Amyx, Douglas ^{[2
]}

Castleberry, Stephen B. ^{[3
]}

Cochran, James J. ^{[4
]}

机构：

[1] St Cloud State Univ, GR Herberger Coll Business, Mkt, St Cloud, MN 56301 USA

[2] Louisiana Tech Univ, Coll Business, Grad Studies & Res, Ruston, LA 71270 USA

[3] Univ Minnesota Duluth, Labovitz Sch Business & Econ, Mkt, Duluth, MN USA

[4] Louisiana Tech Univ, Coll Business, Quantitat Anal, Ruston, LA 71270 USA

来源：

JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT | 2011年 / 31卷 / 01期

关键词：

D O I：

10.2753/PSS0885-3134310105

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This study is a replication and extension of a study by Castleberry (1990) in which 12 motivational factors related to a sales career were compared across generations. The importance of 12 key motivational factors related to sales positions were rank ordered by 1,390 college students. Respondents represented Gen-X college students from 1990 and Gen-Y students from 2006. The job itself and pay were consistently ranked first and second in both studies for "today" and "ten years in the future." Gen-Y students rated "hygiene" factors related to job security as significantly more important than did Gen-X students. Conversely, Gen-X students rated "satisfier" factors as significantly more important than did Gen-Y students. Implications for sales managers, recruiters, and educators are provided based on the findings.

引用

页码：77 / 85

页数：9

共 22 条

[1]

Am Coonc Ed, 2006, COLL ENR GEND GAP WI

[2]

American Council on Education, 2003, MIN COLL ENR SURG 2

[3]

[Anonymous], 2002, WORKFORCE, V81, P33

[4]

[Anonymous], 2005, SAM ADV MANAGE J

[5]

Bartlett Michael, 2005, CREDIT UNION J, V19, P14

[6]

Buehrer Richard E., 2001, HR ADVISOR MAR, V7, P27

[7]

CASTLEBERRY SB, 1990, J PERSONAL SELLING S, V10, P67

[8]

Dayan Nicholas, 2005, RURAL TELECOMMUNICAT, V24, P14

[9]

Dubinsky Alan J., 1993, J PERSONAL SELLING S, V13, P25

[10]

ELDRIDGE R, 2008, PERSONNEL TODAY 0916, P18

← 1 2 3 →