search query: @indexterm Purchasing / total: 606
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| Author: | Pullins, E.B. Reid, D.A. Plank, R.E. |
| Title: | Gender issues in buyer-seller relationships: Does gender matter in purchasing? |
| Journal: | Journal of supply chain management
2004 : SUMMER VOL. 40:3, p. 40-48 |
| Index terms: | Purchasing Selling Gender |
| Language: | eng |
| Abstract: | While differences between male and female (henceforth as: m&f.) salespeople are well documented in the literature, evidence is less clear whether these differences matter to the buyer or whether buyers of different gender make decisions differently. The article reports results of a survey of m&f. purchasers on the behaviours, trust, credibility and customer orientation of a salesperson. Almost no differences were found on any of the variables for m&f. buyers. This paper argues that previous findings, while statistically significant, are probably not managerially significant. |
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