e-journal

A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career: Scale Development and Validation

---

Students’ desire and intention to pursue a career in sales continue to lag behind industry demand for sales professionals.This article develops and validates a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career. The instrument advances previous scales in three ways. The instrument is generalizable across academic settings and is shown to be sensitive to differences across varied course coverage and learning activities. The instrument is parsimonious and offers a high reliability coefficient. Finally, the instrument is validated both before and after exposure to a sales module, thus capturing perceptual and attitudinal changes as students become more familiar with this career option.

Keywords
intent to pursue sales, sales career, selling profession, sales education, salespeople traits

---

Ketersediaan

Tidak ada salinan data

Informasi Detail

Judul Seri

Journal of Marketing Education

No. Panggil

-

Penerbit

: The Author., 2014

Deskripsi Fisik

Journal of Marketing Education 2014, Vol. 36(1) 62– 74

Bahasa

English

ISBN/ISSN

-

Klasifikasi

-

Tipe Isi

-

Tipe Media

-

Tipe Pembawa

-

Edisi

-

Subjek

EKONOMI

Info Detail Spesifik

-

Pernyataan Tanggungjawab

Wati/Agus

Versi lain/terkait

Lampiran Berkas

Komentar

---

Anda harus masuk sebelum memberikan komentar