Gender Effects on Managing and Supervising Salespersons: A Student Perception

Abstract

This study investigates student perceptions of the gender effect on managing and supervising efforts. Based on 385 surveys, the results for the entire sample of students, as well as for male and female samples, showed the existence of a significant gender effect for some aspects of managing and supervising. Also, comparisons of male students and. female students found some significant differences between the two genders for training and motivating recruits. The study presents managerial implications of these findings for developing and managing an effective sales force.

Keywords: Students, gender, managing, supervising, motivating