INFLUENCIA DEL GÉNERO Y LA FORMACIÓN DEL JEFE DE VENTAS EN LAS ACTIVIDADES DE GESTIÓN/INFLUENCE OF SALES MANAGER'S GENDER AND EDUCATION ON MANAGEMENT ACTIVITIES

Only a few studies have empirically addressed how the sales manager's gender influences his/her management activities. The present article examines how the sales manager's gender as well as his/her formal level of education have an influence on the control, discipline and coaching implemen...

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Bibliographic Details
Published in:Prisma social 2011-12 (7), p.1
Main Authors: Castejón, Pedro Juan Martín, Nicolás, Sergio Román, Conesa, Shadday Martín
Format: Article
Language:Spanish
Subjects:
Education
Educational attainment
Gender
Influence
Management styles
Polls & surveys
Sales managers
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Summary:Only a few studies have empirically addressed how the sales manager's gender influences his/her management activities. The present article examines how the sales manager's gender as well as his/her formal level of education have an influence on the control, discipline and coaching implemented in the sales team. To this end, a mail survey was sent to 1200 sales managers nationwide, and responses from 265 sales managers (107 female and 158 male) were obtained. The preliminary results show that female sales managers with higher levels of education tend to use more behaviour-based control systems and are more likely to use discipline activities and coaching within their sales teams. [PUBLICATION ABSTRACT]
ISSN:1989-3469