Influence of Ethnicity on Students’ Sales Career Preference: Some Observations from a Developing Multi-Racial Country

Problems and Perspectives in Management. Vol. 1, pp 248-256 (2004)

12 Pages Posted: 26 Aug 2015

See all articles by M. Sadiq Sohail

M. Sadiq Sohail

King Fahd University of Petroleum & Minerals (KFUPM)

Date Written: 2004

Abstract

Sales recruiters have been paying their attention to diversifying their sales force. In order to attract students from diverse ethnic backgrounds, companies must be aware of their preferences and perception of different sales and sales-related careers. This paper presents the results of a survey conducted to assess the influence of ethnicity on students’ preferences and perceptions to sales career. To address the paucity of research undertaken in the Asia-Pacific region, as compared to Western countries, data were collected in Malaysia.

Survey findings reveal that ethnicity of students generally does not influence on sales career preferences. The descriptors used by students to describe sales career are discussed. Students’ preferences for various occupations were also evaluated. Further, the implications of the survey are discussed.

Suggested Citation

Sohail, M. Sadiq, Influence of Ethnicity on Students’ Sales Career Preference: Some Observations from a Developing Multi-Racial Country (2004). Problems and Perspectives in Management. Vol. 1, pp 248-256 (2004). Available at SSRN: https://ssrn.com/abstract=2650997

M. Sadiq Sohail (Contact Author)

King Fahd University of Petroleum & Minerals (KFUPM) ( email )

Dhahran, 31261
Saudi Arabia

Register to save articles to
your library

Register

Paper statistics

Downloads
33
Abstract Views
183
PlumX Metrics