Does the Personal Trait Play a Significant Role on Chinese Students’ Perception of Sales Profession as a Career?

UNCP Author/Contributor (non-UNCP co-authors, if there are any, appear on document)
Victor Bahhouth Ph.D., Associate Director of BIS studies and Professor of Finance (Creator)
Dr. Ramin Cooper Maysami, Former Dean/Professor, School of Business (Creator)
Dr. John E. "Jack" Spillan, Chair and Professor (Creator)
The University of North Carolina at Pembroke (UNCP )
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Abstract: The purpose of this study is to investigate students’ perceptions of personal selling as a career in the developing nations, China in this case. Research has been conducted underscoring the negative perception of the sales profession among students in the United States, particularly in the areas of ethics and honesty (Futrell, 2007; Lee et al, 2007); the scarcity of information relating to the profession can exacerbate the negative image that is presented by this profession. Logistic regression and Z test are used in this research to assess whether Chinese students are averse to careers in personal selling just as is the case in the United States. The results do confirm the results of preceding studies; personal factors play a significant role in predicting students’ perception of sales profession as a career; Chinese students have a biased perception about sales as career; however, interestingly few dimensions showed significant effect.

Additional Information

International Journal of Humanities and Social Science Vol. 4, No. 1
Language: English
Date: 2014
China, Personal Selling, Sales Profession, Salespeople, Chinese Students, Students’ Perceptions, Negative Perceptions, Logistic Regression, Z-Tests

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