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Satışçılarda Cinsiyet Kimliği: Kavramsal Bir İnceleme

Yıl 2014, Cilt: 23 Sayı: 2, 243 - 252, 15.10.2014

Öz

Satış çevresi ve satış gücünde yaşanan değişimler, satışçıların biyolojik cinsiyetleri kadar cinsiyet kimliği (psikolojik cinsiyetleri) açısından da incelenmesini gerekli kılmaktadır. Bu çalışmada, önceki çalışmaların bulgularından yararlanılarak, satışçılık mesleğinin günümüzdeki gereklilikleri ile satışçıların cinsiyet kimliklerine ait özellikler eşleştirilerek önermeler geliştirilmiştir. Bu bağlamda, çalışmada, satışçıların cinsiyet kimlikleri konusuna dikkat çekmek, konu ile ilgili anlayışı güçlendirmek, gelecek çalışmalara bir zemin oluşturmak ve yönetsel uygulamalara ipuçları sağlamak beklenmiştir.

Kaynakça

  • Beetles, A., & Harris, L. (2005). Marketing, gender and feminism: a synthesis and research agenda. The Marketing Review, 5(3), 205-231. Bem, S. L., Martyna, W., & Watson, C. (1976). Sex typing and androgyny: further explorations of the expressive domain. Journal of Personality and Social Psychology, 34(5), 1016-1023. Comer, L. B., & Jolson, M. A. (1985). Sex-labeling of selling jobs and their applicants. Journal of Personal Selling & Sales Management, 5(1), 15-22. Comer, L. B., & Jolson, M. A. (1991). Perceptions of gender stereotypic behavior: An exploratory study of women in selling. Journal of Personal Selling & Sales Management, 11(1), 43-59.. Academic Conferences Limited. Comer, L. B., & Drollinger, T. (1999). Active empathetic listening and selling success: A conceptual framework. Journal of Personal Selling & Sales Management, 19(1), 15-29. Çabuk, S. (2012). Profesyonel Satış Yönetimi. Nobel Kitapevleri, Adana. Dökmen, Z. Y. (1999). Bem cinsiyet rolü envanteri kadınsılık ve erkeksilik ölçekleri Türkçe formunun psikometrik özellikleri. Kriz Dergisi, 7(1), 27-40. Dubinsky, A. J. (1996). How should women sales managers lead their sales personnel?. Journal of Business & Industrial Marketing, 11(2), 47-59. Goolsby, J. R., Lagace, R. R., & Boorom, M. L. (1992). Psychological adaptiveness and sales performance. Journal of Personal Selling & Sales Management, 12(2), 51-66. Güçer, E., Yayla, Ö., & Koç, B. (2013). Tüketicilerin Biyolojik Cinsiyet ve Cinsiyet Kimliği Rollerinin, Konaklama İşletmelerinin Uyguladıkları Reklamlara Yönelik. Journal of Business Research-Turk/Isletme Arastirmalari Dergisi, 5(4). Jolson, M.A., & Comer, L. B. (1992). Predicting the effectiveness of industrial saleswomen. Industrial Marketing Management, 21(1), 69-75. Jolson, M. A., & Comer, L. B. (1997). The use of instrumental and expressive personality traits as indicators of a salesperson's behavior. Journal of Personal Selling & Sales Management, 17(1), 29-43. Jones, E., Chonko, L., Rangarajan, D., & Roberts, J. (2007). The role of overload on job attitudes, turnover intentions, and salesperson performance. Journal of Business Research, 60(7), 663-671. Jones, E., Brown, S. P., Zoltners, A. A., & Weitz, B. A. (2005). The changing environment of selling and sales management. Journal of Personal Selling and Sales Management, 25(2), 105-111. Lagace, R. R., & Twible, J. L. (1990). The androgyny level of salespeople: Gooses and ganders, or all geese?. Journal of Social Behavior & Personality, 641-650. McFarland, R. G., & Kidwell, B. (2006). An examination of instrumental and expressive traits on performance: The mediating role of learning, prove, and avoid goal orientations. Journal of Personal Selling and Sales Management, 26(2), 143-159. McQuiston, D. H., & Morris, K. A. (2009). Gender Differences in Communication: Implications for Salespeople, Journal of Selling &. Major Account Management 9, 54-64. Moncrief, W. C., Babakus, E., Cravens, D. W., & Johnston, M. W. (2000). Examining gender differences in field sales organizations. Journal of Business Research, 49(3), 245-257. Özkan, T., & Lajunen, T. (2005). Masculinity, femininity, and the Bem sex role inventory in Turkey. Sex Roles, 52(1-2), 103-110. Paddock, T. A. (1994). An analysis of salespeople characteristics: an honors thesis (HONRS 499). Ball State Univerity, Indiana. Singhapakdi, A., Sirgy, M. J., Lee, D. J., Senasu, K., Yu, G. B., & Nisius, A. M. (2014). Gender disparity in job satisfaction of Western versus Asian managers. Journal of Business Research, 67(6), 1257-1266. Spiro, R. L., & Weitz, B. A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 61-69. Stern, B. B. (1988). Sex‐role self‐concept measures and marketing: A research note. Psychology & Marketing, 5(1), 85-99. Teer, H. B., Tobacyk, J. J., & Dawson, Jr, L. E. (1992). Sex-Role Self-Concept and Direct Sales Success in Minority Saleswomen. Journal of Marketing Channels, 2(2), 71-78. Twenge, J. M. (1997). Changes in masculine and feminine traits over time: A meta-analysis. Sex roles, 36(5-6), 305-325.
Yıl 2014, Cilt: 23 Sayı: 2, 243 - 252, 15.10.2014

Öz

Kaynakça

  • Beetles, A., & Harris, L. (2005). Marketing, gender and feminism: a synthesis and research agenda. The Marketing Review, 5(3), 205-231. Bem, S. L., Martyna, W., & Watson, C. (1976). Sex typing and androgyny: further explorations of the expressive domain. Journal of Personality and Social Psychology, 34(5), 1016-1023. Comer, L. B., & Jolson, M. A. (1985). Sex-labeling of selling jobs and their applicants. Journal of Personal Selling & Sales Management, 5(1), 15-22. Comer, L. B., & Jolson, M. A. (1991). Perceptions of gender stereotypic behavior: An exploratory study of women in selling. Journal of Personal Selling & Sales Management, 11(1), 43-59.. Academic Conferences Limited. Comer, L. B., & Drollinger, T. (1999). Active empathetic listening and selling success: A conceptual framework. Journal of Personal Selling & Sales Management, 19(1), 15-29. Çabuk, S. (2012). Profesyonel Satış Yönetimi. Nobel Kitapevleri, Adana. Dökmen, Z. Y. (1999). Bem cinsiyet rolü envanteri kadınsılık ve erkeksilik ölçekleri Türkçe formunun psikometrik özellikleri. Kriz Dergisi, 7(1), 27-40. Dubinsky, A. J. (1996). How should women sales managers lead their sales personnel?. Journal of Business & Industrial Marketing, 11(2), 47-59. Goolsby, J. R., Lagace, R. R., & Boorom, M. L. (1992). Psychological adaptiveness and sales performance. Journal of Personal Selling & Sales Management, 12(2), 51-66. Güçer, E., Yayla, Ö., & Koç, B. (2013). Tüketicilerin Biyolojik Cinsiyet ve Cinsiyet Kimliği Rollerinin, Konaklama İşletmelerinin Uyguladıkları Reklamlara Yönelik. Journal of Business Research-Turk/Isletme Arastirmalari Dergisi, 5(4). Jolson, M.A., & Comer, L. B. (1992). Predicting the effectiveness of industrial saleswomen. Industrial Marketing Management, 21(1), 69-75. Jolson, M. A., & Comer, L. B. (1997). The use of instrumental and expressive personality traits as indicators of a salesperson's behavior. Journal of Personal Selling & Sales Management, 17(1), 29-43. Jones, E., Chonko, L., Rangarajan, D., & Roberts, J. (2007). The role of overload on job attitudes, turnover intentions, and salesperson performance. Journal of Business Research, 60(7), 663-671. Jones, E., Brown, S. P., Zoltners, A. A., & Weitz, B. A. (2005). The changing environment of selling and sales management. Journal of Personal Selling and Sales Management, 25(2), 105-111. Lagace, R. R., & Twible, J. L. (1990). The androgyny level of salespeople: Gooses and ganders, or all geese?. Journal of Social Behavior & Personality, 641-650. McFarland, R. G., & Kidwell, B. (2006). An examination of instrumental and expressive traits on performance: The mediating role of learning, prove, and avoid goal orientations. Journal of Personal Selling and Sales Management, 26(2), 143-159. McQuiston, D. H., & Morris, K. A. (2009). Gender Differences in Communication: Implications for Salespeople, Journal of Selling &. Major Account Management 9, 54-64. Moncrief, W. C., Babakus, E., Cravens, D. W., & Johnston, M. W. (2000). Examining gender differences in field sales organizations. Journal of Business Research, 49(3), 245-257. Özkan, T., & Lajunen, T. (2005). Masculinity, femininity, and the Bem sex role inventory in Turkey. Sex Roles, 52(1-2), 103-110. Paddock, T. A. (1994). An analysis of salespeople characteristics: an honors thesis (HONRS 499). Ball State Univerity, Indiana. Singhapakdi, A., Sirgy, M. J., Lee, D. J., Senasu, K., Yu, G. B., & Nisius, A. M. (2014). Gender disparity in job satisfaction of Western versus Asian managers. Journal of Business Research, 67(6), 1257-1266. Spiro, R. L., & Weitz, B. A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 61-69. Stern, B. B. (1988). Sex‐role self‐concept measures and marketing: A research note. Psychology & Marketing, 5(1), 85-99. Teer, H. B., Tobacyk, J. J., & Dawson, Jr, L. E. (1992). Sex-Role Self-Concept and Direct Sales Success in Minority Saleswomen. Journal of Marketing Channels, 2(2), 71-78. Twenge, J. M. (1997). Changes in masculine and feminine traits over time: A meta-analysis. Sex roles, 36(5-6), 305-325.
Toplam 1 adet kaynakça vardır.

Ayrıntılar

Bölüm Makaleler
Yazarlar

Levent Gelibolu

Ceyda Tanrıkulu

Yayımlanma Tarihi 15 Ekim 2014
Gönderilme Tarihi 14 Kasım 2017
Yayımlandığı Sayı Yıl 2014 Cilt: 23 Sayı: 2

Kaynak Göster

APA Gelibolu, L., & Tanrıkulu, C. (2014). Satışçılarda Cinsiyet Kimliği: Kavramsal Bir İnceleme. Çukurova Üniversitesi Sosyal Bilimler Enstitüsü Dergisi, 23(2), 243-252.