An empirical examination of the assumed job tenure-vocational maturity linkage in the industrial sales force

Alan J. Dubinsky, Thomas N. Ingram, Charles H. Fay

Journal of the Academy of Marketing Science · 1984 · Volume 12 · Issue 4

Abstract

In the design of communication, motivation, and supervisory programs, conventional wisdom suggests that sales managers often assume a job tenure-vocational maturity linkage. This paper reports the results of a survey of 241 industrial salespeople that calls into question this assumption. Implications for sales administrators and academics are suggested.

Keywords

Partial Correlation, Empirical Examination, Vocational Behavior, Personal Selling, Career Stage

Enable JavaScript for citation tools and additional paper interactions.