Industrial Buyer Image of the Saleswoman
Journal of MarketingPublished 1 January 1984
John E. Swan, David R. Rink, G. E. Kiser, Warren S. Martin
Citations36
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
This study investigates the perception by purchasing agents of industrial salesmen and saleswomen on attributes that are important in determining buyer acceptance of the salesperson. Purchasing agents rated salesmen and saleswomen differently, but without discriminating against saleswomen.
Keywords
Business, Management and Accounting