TITLE

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

AUTHOR(S)
Bristow, Denny; Amyx, Douglas; Castleberry, Stephen B.; Cochran, James J.
PUB. DATE
January 2011
SOURCE
Journal of Personal Selling & Sales Management;Winter2011, Vol. 31 Issue 1, p77
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
57159024

 

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