论文信息 - Salespersons' Weight and Ratings of Characteristics Related to Effectiveness of Selling

Salespersons' Weight and Ratings of Characteristics Related to Effectiveness of Selling

A study was conducted to examine the effects of a salesperson's weight and the interaction of weight with sex on a variety of positive personal characteristics which have been previously established. 243 purchasing agents provided data on 410 male and female salespeople who were then divided into two groups by weight. Analyses of variance were conducted using weight and sex as the independent variables and a variety of personal characteristics as dependent variables. The analysis suggested that the weight and sex of a salesperson are related to several personal characteristics.

James E. Zemanek | R. P. McIntyre | Roger P. McIntyre | Alicia Zemanek

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