Sex Roles and the Desirability of Job Rewards, Expectations and Aspirations of Male versus Female Salespeople

Gibson, C. Kendrick; Swan, John E.
September 1981
Journal of Personal Selling & Sales Management;Fall/Winter81/82, Vol. 2 Issue 1, p39
Academic Journal
The article focuses on the societal changes concerning occupational roles for women and the equal opportunity movement. It is based on the basic idea that societies expect different behavior for men and women and differential socialization by sex may be occupationally relevant. Thus, how men and women perceive themselves has received research attention because of the importance of self-perceptions on occupational behavior. Job rewards are outcomes potentially obtainable from a job that provides gratification to an individual. Gratifications are provided to individuals in return for commitment to the organization and serve to link personal and career goals to the organization's purpose. Possible sex role influences resulting in male female differences in the importance of job rewards has been investigated. Several studies support the belief that there are differences between the sexes in their self-concept. As a conclusion, expectations of success are lower for women than for men for which two reasons are cited. First, women appear to perceive themselves as less competent than men and secondly, women are motivated to achieve in social or affiliation need satisfying areas which could reduce needs for achievement in other areas such as income earned from a job.


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