TY - JOUR
T1 - A cross-generational comparison of motivational factors in a sales career among Gen-X and Gen-Y college students
AU - Bristow, Denny
AU - Amyx, Douglas
AU - Castleberry, Stephen B.
AU - Cochran, James J.
N1 - Copyright:
Copyright 2011 Elsevier B.V., All rights reserved.
PY - 2011/1/1
Y1 - 2011/1/1
N2 - This study is a replication and extension of a study by Castleberry (1990) in which 12 motivational factors related to a sales career were compared across generations. The importance of 12 key motivational factors related to sales positions were rank ordered by 1,390 college students. Respondents represented Gen-X college students from 1990 and Gen-Y students from 2006. The job itself and pay were consistently ranked first and second in both studies for "today" and "ten years in the future." Gen-Y students rated "hygiene" factors related to job security as significantly more important than did Gen-X students. Conversely, Gen-X students rated "satisfier" factors as significantly more important than did Gen-Y students. Implications for sales managers, recruiters, and educators are provided based on the findings.
AB - This study is a replication and extension of a study by Castleberry (1990) in which 12 motivational factors related to a sales career were compared across generations. The importance of 12 key motivational factors related to sales positions were rank ordered by 1,390 college students. Respondents represented Gen-X college students from 1990 and Gen-Y students from 2006. The job itself and pay were consistently ranked first and second in both studies for "today" and "ten years in the future." Gen-Y students rated "hygiene" factors related to job security as significantly more important than did Gen-X students. Conversely, Gen-X students rated "satisfier" factors as significantly more important than did Gen-Y students. Implications for sales managers, recruiters, and educators are provided based on the findings.
UR - http://www.scopus.com/inward/record.url?scp=78651382857&partnerID=8YFLogxK
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U2 - 10.2753/PSS0885-3134310105
DO - 10.2753/PSS0885-3134310105
M3 - Article
AN - SCOPUS:78651382857
SN - 0885-3134
VL - 31
SP - 77
EP - 85
JO - Journal of Personal Selling and Sales Management
JF - Journal of Personal Selling and Sales Management
IS - 1
ER -