Motivators for a career in sales: higher education students’ views
The purpose of the present research is to contribute to the marketing literature through an exploratory review of motivators for a career in sales. Following Castleberry’s (1990) qualitative study on “The Importance of various motivational factors to college students interested in sales positions...
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| Format: | Conference Paper |
| Published: |
University of Liverpool
2011
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| Online Access: | http://hdl.handle.net/20.500.11937/62668 |
| _version_ | 1848760893693755392 |
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| author | Handley, Brian Shanka, Tekle |
| author2 | Anthony Patterson |
| author_facet | Anthony Patterson Handley, Brian Shanka, Tekle |
| author_sort | Handley, Brian |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | The purpose of the present research is to contribute to the marketing literature through an exploratory review of motivators for a career in sales. Following Castleberry’s (1990) qualitative study on “The Importance of various motivational factors to college students interested in sales positions” this study empirically examined the views of University students from Australia, China (including Hong Kong), and Malaysia, measured by 26 scale items using 7-point Likert Scale. Factor analysis of these items resulted in five components comprising of 22 items that students consider to be motivational factors namely ‘working environment’, ‘leadership’, ‘recognition’, ‘ancillary’ and ‘challenging’. Statistically significant differences between student groups on all components are reported. |
| first_indexed | 2025-11-14T10:23:01Z |
| format | Conference Paper |
| id | curtin-20.500.11937-62668 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T10:23:01Z |
| publishDate | 2011 |
| publisher | University of Liverpool |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-626682023-02-02T07:57:35Z Motivators for a career in sales: higher education students’ views Handley, Brian Shanka, Tekle Anthony Patterson Steve Oakes sales higher education career Australasian Students The purpose of the present research is to contribute to the marketing literature through an exploratory review of motivators for a career in sales. Following Castleberry’s (1990) qualitative study on “The Importance of various motivational factors to college students interested in sales positions” this study empirically examined the views of University students from Australia, China (including Hong Kong), and Malaysia, measured by 26 scale items using 7-point Likert Scale. Factor analysis of these items resulted in five components comprising of 22 items that students consider to be motivational factors namely ‘working environment’, ‘leadership’, ‘recognition’, ‘ancillary’ and ‘challenging’. Statistically significant differences between student groups on all components are reported. 2011 Conference Paper http://hdl.handle.net/20.500.11937/62668 University of Liverpool restricted |
| spellingShingle | sales higher education career Australasian Students Handley, Brian Shanka, Tekle Motivators for a career in sales: higher education students’ views |
| title | Motivators for a career in sales: higher education students’ views |
| title_full | Motivators for a career in sales: higher education students’ views |
| title_fullStr | Motivators for a career in sales: higher education students’ views |
| title_full_unstemmed | Motivators for a career in sales: higher education students’ views |
| title_short | Motivators for a career in sales: higher education students’ views |
| title_sort | motivators for a career in sales: higher education students’ views |
| topic | sales higher education career Australasian Students |
| url | http://hdl.handle.net/20.500.11937/62668 |