TITLE

Territory Assignment Decisions and Supervising Unethical Selling Behavior: The Effects of Obesity and Gender as Moderated by Job-Related Factors

AUTHOR(S)
Bellizzi, Joseph A.; Hasty, Ronald W.
PUB. DATE
March 1998
SOURCE
Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, p35
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The results of this study which used sales managers in the United States as subjects indicate that obese salespeople are considered less fit for challenging sales territories and may be discriminated against in assignment decisions. Interestingly, a job which included little face-to-face contact with customers (inside telephone sales) did offset the effects of obesity. Obese salespeople are also disciplined more harshly for breaches of ethical conduct.
ACCESSION #
826668

 

Related Articles

  • THE ART OF THE SALE. Penttila, Chris // Entrepreneur;Aug2003, Vol. 31 Issue 8, p58 

    Presents selling tips from the top salespeople of successful companies in the U.S. Kathy Williams of Chico's; Michael Minelli of SAS Institute Inc.; Chuck Bond of COKeM International Ltd.; Garrett Boone of Container Store; Alan Mayer of Dell Computer Corp.; Nick Elmore of Federal Express;...

  • Cross selling: ¿Cómo obtener una mayor cuota de mercado? MARÍA MARTÍN // Capital Humano;Apr2010, Vol. 23 Issue 242, p122 

    No abstract available.

  • Knock Their Socks Off With Public Speaking Training.  // Sales Leader;12/4/2006, Vol. 12 Issue 20, p1 

    The article discusses the importance for a sales agent to have a public speaking training. If a sales agent has a training in public speaking, it could reduce his or her nervousness and built rapport with the audience. Learning how to speak eloquently will give you and your company greater...

  • Count To 2.  // Sales Leader;12/4/2006, Vol. 12 Issue 20, p1 

    The article offers tips to determine whether a client is finished talking. To avoid interrupting other people while they are speaking, count to two after they finish a thought and before you respond. After counting to two becomes a habit for you, you will no longer need to actually count in your...

  • Manager, put yourself to the test before you test your people. Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;7/22/2005, Issue 323429, p6 

    Presents tips in building and improving a business' sales force. Importance of hiring smart people; Elimination of traditional goals and quotas by focusing on targeted sales; Creation of a bigger sales team to improve earnings.

  • Quit Your Whining And Just Get The Job Done.  // Grand Rapids Business Journal;7/23/2007, Vol. 25 Issue 31, p21 

    The author offers tips for motivating sales executives when the market is down. He says an extreme attitude makeover is important. He adds that when sales are slow, big companies cut rather than invest. Sales executives should help their customers by giving them business-building ideas or sales...

  • A THREE-STAGE MODEL FOR ASSESSING AND IMPROVING SALES FORCE TRAINING AND DEVELOPMENT. Attia, Ashraf M.; Honeycutt Jr., Earl D.; Leach, Mark P. // Journal of Personal Selling & Sales Management;Summer2005, Vol. 25 Issue 3, p253 

    This paper extends the growing body of research in the area of sales training evaluation by proposing a three-stage model that allows sales managers to determine: (1) training needs for salespersons; (2) training impact on trainees; and (3) training impact on the firm. When all three assessment...

  • PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS. Comer, Lucette B. // Journal of Personal Selling & Sales Management;Fall2005, Vol. 25 Issue 4, p383 

    This section presents abstracts of articles about personal selling and sales management including "Buying Hardball, Playing Price," by Elliott Yama, "Partnering for Success," by Susan Avery, "Face Time: Procurement is Making a Bigger Impression on Corporate Executives," by David Hannon, "The...

  • Ten Timely Tips For Mastering The Complex Sale. Thull, Jeff // American Salesman;Jan2004, Vol. 49 Issue 1, p19 

    Discusses ten tips for sales professionals. Determination of a bad sale; Importance of understanding the customer; Method of preventing customers from self-diagnosing.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics