Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

Work and motivation

1964 • 9,479 citations

Motivation theory and industrial and organizational psychology.

1990 • 1,261 citations

The relationship of career-related self-efficacy expectations to perceived career options in college women and men.

1981 • 1,199 citations

Gender Roles and Women's Achievement-Related Decisions

1987 • 1,005 citations

Sex and Gender

1985 • 914 citations

Relative Deprivation and Working Women, 1978-79

2007 • 826 citations

A Path Analysis of a Model of the Antecedents and Consequences of Organizational Commitment

1987 • 670 citations

Women's self-confidence in achievement settings.

1977 • 556 citations

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

1977 • 555 citations

The Economic Emergence of Women

2005 • 546 citations

A Prospectus for Theory Construction in Marketing

1984 • 377 citations

Overworked and underpaid: On the nature of gender differences in personal entitlement.

1984 • 275 citations

An Investigation of Sex Differences in Pay Expectations and Their Possible Causes.

1984 • 233 citations

Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self- Esteem, Job Satisfaction, and Motivation

1985 • 184 citations

Gender Differences in Work Satisfaction, Work-Related Rewards and Values, and the Determinants of Work Satisfaction

1986 • 171 citations

Sex differences in work values

1986 • 170 citations

Personal characteristics of salespeople and the attractiveness of alternative rewards

1979 • 148 citations

Motivation and Performance

1961 • 143 citations

Perceived Organizational Climate and the Process of Salesperson Motivation

1982 • 141 citations

Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave

1978 • 140 citations

JOB ATTRIBUTE PREFERENCES AND WORK COMMITMENT OF MEN AND WOMEN IN THE UNITED STATES

1983 • 137 citations

The Influence of Career Stages on Components of Salesperson Motivation

1988 • 135 citations

Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople

1983 • 131 citations

An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions

1981 • 122 citations

Motivation of Managers: Is Gender a Factor?

1985 • 108 citations

SEX, ORGANIZATIONAL LEVEL, AND OUTCOME IMPORTANCE: WHERE THE DIFFERENCES ARE

1975 • 108 citations

Cognitive‐Developmental Factors in Emerging Sex Differences in Achievement‐Related Expectancies

1976 • 98 citations

Sex differences in preferences for job attributes revisited.

1977 • 89 citations

The Emerging Role of Women in Industrial Selling: A Decade of Change

1992 • 87 citations

Gender-Roles and Women's Achievement

1986 • 85 citations

Male-female differences in work attitudes among retail sales managers.

1976 • 85 citations

The Changing Nature of Research on Women at Work

1988 • 82 citations

Met Expectations and Turnover in Direct Selling

1991 • 75 citations

Male-female differences in occupational attitudes within minority groups

1975 • 72 citations

Industrial Buyer Image of the Saleswoman

1984 • 69 citations

Sex differences in job outcome preferences: Trends among newly hired college graduates.

1979 • 66 citations

Differences in the attractiveness of alternative rewards among industrial salespeople: Additional evidence

1985 • 59 citations

Careers and Family: Sex Roles and Adolescent Life Plans

1982 • 49 citations

Same Job—Different Views: Women and Men in Industrial Sales

1978 • 48 citations

SEX DIFFERENCES IN OCCUPATIONAL CHOICE, PAY, AND WORTH: A SUPPLY‐SIDE APPROACH TO UNDERSTANDING THE MALE‐FEMALE WAGE GAP

1987 • 46 citations

Women in Professional Selling: A Human Resource Management Perspective

2013 • 44 citations

Men versus women in industrial sales: A performance gap

1978 • 36 citations

The effects on stressful organizational conditions on salesperson work motivation

1985 • 35 citations

Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales

2013 • 34 citations

Gender Differences in Salary Expectations When Current Salary Information is Provided

1989 • 33 citations

Women in Industrial Selling

1978 • 32 citations

Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling

2013 • 26 citations

The Current Status of Women in Professional Selling

2013 • 25 citations

A Review of Expectancy Theory Research in Selling

2013 • 23 citations

What you don't know can hurt you: The effects of performance criteria ambiguity on sex differences in self-confidence1

1980 • 18 citations

Salesmen and saleswomen job satisfaction

1980 • 18 citations

Men and women in industrial sales: Satisfaction and outcomes

1992 • 17 citations

Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force

2013 • 16 citations

Students' self-estimated and actual knowledge of gender traditional and nontraditional occupations

1983 • 15 citations

Saleswomen: Perceptions, Problems and Prospects

1977 • 15 citations

Sex-Labeling of Selling Jobs and their Applicants

2013 • 14 citations

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

2013 • 12 citations

Salespeople's Perceptions of Sex Differences in Sales Managers

2013 • 9 citations

Women in Industrial Selling

1978 • 8 citations

Impact of Sex Role Differences Upon The Frame of Reference: of Male and Female Residential Real Estate Salespeople in Their Evaluation of Career Opportunities

2013 • 8 citations

Students' Self‐Reported Amount of Information About “Masculine” and “Feminine” Occupations

1980 • 7 citations