Predictive Power of Personal Factors in Studying Students’ Perception of Sales Profession in Ghana

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)
Edwin "Cliff" Mensah Ph.D., Associate Professor (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 – Case of Ghana. Studies in United States highlighting the negative perception of sales profession by people are numerous, especially when it comes to issues of ethics and honesty (Futrell 2007). Lee et al (2007) argued that students generally try to avoid salespeople as best as they can; in the addition, the lack of information about the profession perpetrates the negative image in their minds. Logistic regression and Z test are used in this research. 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. Research output showed that Ghanaian students have a biased perception about sales as career; however, interestingly few dimensions showed significant effect.

Additional Information

Journal of East-West Business Vol. 4, no. 7
Language: English
Date: 2013
Ghana, ethics, salespeople, logistic regression, z test, perception

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