A gender blind system for promotion in the salesforce

Explores equity theory and its implications for the promotion system in a sales organization. Argues that the increasing number of female sales representatives will encourage the promotion of women to sales management positions and increase the perception of inequity by male sales managers. Offers several propositions; notes the consequences of perceived inequity; suggests preventive measures; and discusses future research implications.

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Year of publication:	1997
Authors:	Harmon, Harry A.
Published in:	Marketing Intelligence & Planning. - MCB UP Ltd, ISSN 1758-8049, ZDB-ID 2023533-1. - Vol. 15.1997, 1, p. 28-31
Publisher:	MCB UP Ltd
Subject:	Equal opportunities \| Gender \| Promotion \| Salesforce \| Sales management

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Type of publication:	Article
Type of publication (narrower categories):	review
Language:	English
Other identifiers:	10.1108/02634509710155633 [DOI]
Source:	Other ZBW resources

Persistent link: https://www.econbiz.de/10014946563