Gender Differences in Sales Staff Performance in the Insurance Industry
Abstract
This research article analyses gender differences in sales performance by comparing difference in the sales performance of male and female salespersons in the insurance industry in the city of Bangalore. The study used Independent T test for testing the difference among sales performance of men and women. The statistical difference obtained as a result of this study was significant. Male sales staff did comparatively better than women in sales performance.
The study found that there are many reasons for men performing better than women in sales performance. Men and women were given training and were full time employees in the sales industry in these insurance companies.
References
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Biyani, K. & Baishya , D. (2012). It happened in India. New Delhi: Rupa Publications.
Busch, P., & Bush, R. F. (1978). Women contrasted to men in the industrial salesforce: Job satisfaction, values, role clarity, performance, and propensity to leave. Journal of Marketing Research, 438-448.
Dawson, L. M. (1995). Women and men, morality and ethics. Business Horizons, 38(4), 61–68.
Dwyer, S., Orlando, R., & Shepherd, C. D. (1998). An exploratory study of gender and age matching in the salesperson-prospective customer dyad: Testing similarity-performance predictions. Journal of Personal Selling & Sales Management, 18(4), 55-69.
Greenberg, H. M., & Greenberg, J. (1980). Job matching for better sales performance. Harvard Business Review, 58(5), 128-133.
Mosel, J. N. (1952). Prediction of department store sales performance from personal data. Journal of Applied Psychology, 36(1), 8.
Reddy, G. S. (2005). Customer perception towards private life insurance companies' policies with reference to Bangalore city. Indian Journal of Marketing, 35(4), 9-14.
Sharma, A., Levy, M., & Kumar, A. (2000). Knowledge structures and retail sales performance: an empirical examination. Journal of Retailing, 76(1), 53-69.
Siguaw, J. A., & Honeycutt, E. D. (1995). An examination of gender differences in selling behaviors and job attitudes. Industrial Marketing Management, 24(1), 45-52.
Swan, J. E., Futrell, C. M., & Todd, J. T. (1978). Same Job. Different Views: Women and Men in Industrial Sales. The Journal of Marketing, 92-98.
Thomas, B. J., & Reskin, B. F. (1988). Change and Sex Integration In Real Estate Sales. Illinois Business Review, 45(5), 6.
Üstüner, T., & Godes, D. (2006). Better sales networks. Harvard business review, 84(7/8), 102-112.
Biyani, K. & Baishya , D. (2012). It happened in India. New Delhi: Rupa Publications.
Busch, P., & Bush, R. F. (1978). Women contrasted to men in the industrial salesforce: Job satisfaction, values, role clarity, performance, and propensity to leave. Journal of Marketing Research, 438-448.
Dawson, L. M. (1995). Women and men, morality and ethics. Business Horizons, 38(4), 61–68.
Dwyer, S., Orlando, R., & Shepherd, C. D. (1998). An exploratory study of gender and age matching in the salesperson-prospective customer dyad: Testing similarity-performance predictions. Journal of Personal Selling & Sales Management, 18(4), 55-69.
Greenberg, H. M., & Greenberg, J. (1980). Job matching for better sales performance. Harvard Business Review, 58(5), 128-133.
Mosel, J. N. (1952). Prediction of department store sales performance from personal data. Journal of Applied Psychology, 36(1), 8.
Reddy, G. S. (2005). Customer perception towards private life insurance companies' policies with reference to Bangalore city. Indian Journal of Marketing, 35(4), 9-14.
Sharma, A., Levy, M., & Kumar, A. (2000). Knowledge structures and retail sales performance: an empirical examination. Journal of Retailing, 76(1), 53-69.
Siguaw, J. A., & Honeycutt, E. D. (1995). An examination of gender differences in selling behaviors and job attitudes. Industrial Marketing Management, 24(1), 45-52.
Swan, J. E., Futrell, C. M., & Todd, J. T. (1978). Same Job. Different Views: Women and Men in Industrial Sales. The Journal of Marketing, 92-98.
Thomas, B. J., & Reskin, B. F. (1988). Change and Sex Integration In Real Estate Sales. Illinois Business Review, 45(5), 6.
Üstüner, T., & Godes, D. (2006). Better sales networks. Harvard business review, 84(7/8), 102-112.
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Published
2016-07-01
How to Cite
Bhaskar Reddy, C. M., & Thomas, R. (2016). Gender Differences in Sales Staff Performance in the Insurance Industry. Ushus Journal of Business Management, 15(3), 1-8. Retrieved from https://journals.christuniversity.in/index.php/ushus/article/view/1618
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