The Impact of Stigma: Negative Stereotypes of Salespeople
The Impact of Stigma: Negative Stereotypes of Salespeople
The Impact of Stigma: Negative Stereotypes of Salespeople
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Academic Article Fall 2007 51Leonard, Nancy H., Laura L. Beauvais, andRichard Scholl (1999), "WorkMotivation: <strong>The</strong> Incorporation <strong>of</strong>Self-Concept-Based Processes," HumanRelations, 52 (8), 969-98.Link, Bruce G. and Jo C. Phelan (2001),"Conceptualizing <strong>Stigma</strong>," AmericanSociological Review, 27, 363-85.Luk, Dora M. and Margaret A. Shaffer (2005),"Work and Family Domain Stressorsand Support: Within and Cross-DomainInfluences on Work-Family Conflict,"Journal <strong>of</strong> Occupational and OrganizationalPsychology, 78 (4), 489-508.Oliver, Richard L. and Erin Anderson (1994),"An Empirical Test <strong>of</strong> the Consequences<strong>of</strong> Behavior and Outcome Based SalesControl Systems," Journal <strong>of</strong> Marketing, 58(4), 53-67.Oyserman, Daphna and Janet K. Swim (2001),"<strong>Stigma</strong>: An Insider's View," Journal <strong>of</strong>Social Issues, 57 (1), 1-14.Periatt, Jeffery A., Stephen A. LeMay, and SubraChakrabarty (2004), "<strong>The</strong> SellingOrientation-Customer Orientation(SOCO) Scale: Cross Validation <strong>of</strong> theRevised Version," Journal <strong>of</strong> PersonalSelling & Sales Management, 24 (1), 49-54.Pinel, Elizabeth C. (1999), "<strong>Stigma</strong>Consciousness: <strong>The</strong> PsychologicalLegacy <strong>of</strong> Social <strong>Stereotypes</strong>," Journal <strong>of</strong>Personality and Social Psychology, 76 (1), 114-28.Pinel, Elizabeth C., Leah R. Warner, andPoh-Pheng Chua (2005), "Getting <strong>The</strong>reis Only Half the Battle: <strong>Stigma</strong>Consciousness and MaintainingDiversity in Higher Education," Journal <strong>of</strong>Social Issues, 61 (3), 481-506.Pinel, Elizabeth C. (2004), "You're Just SayingThat Because I'm a Woman: <strong>Stigma</strong>Consciousness and Attributions toDiscrimination," Self and Identity, 3 (1), 39-51.Rich, Gregory A. (1999), "SalespersonOptimism: Can Sales Managers EnhanceIt and So What if <strong>The</strong>y Do?," Journal <strong>of</strong>Marketing <strong>The</strong>ory and Practice (Winter), 53-63.Saxe, Robert and Barton A. Weitz (1982), "<strong>The</strong>SOCO Scale: A Measure <strong>of</strong> CustomerOrientation <strong>of</strong> <strong>Salespeople</strong>," Journal <strong>of</strong>Marketing Research, 19 (August), 343-51.Singh, Jagdip (1993), "Boundary Role Ambiguity:Facts, Determinants, and <strong>Impact</strong>s,"Journal <strong>of</strong> Marketing, 57 (2), 11-31.Sujan, Harish, Barton A. Weitz, and NirmalyaKumar (1994), "Learning Orientation,Working Smart, and Effective Selling,"Journal <strong>of</strong> Marketing, 58 (3), 39-52.Walker, Orville C., Jr., Gilbert A. Churchill Jr.,and Neil M. Ford (1977), "Motivationand Performance in Industrial Selling:Present Knowledge and NeededResearch," Journal <strong>of</strong> Marketing Research,14 (May), 156-68.Wildermuth, Susan M. (2004), "<strong>The</strong> Effects <strong>of</strong><strong>Stigma</strong>tizing Discourse on the Quality <strong>of</strong>On-Line Relationships," CyberPsychology& Behavior, 7 (1), 73-84.Wood, John Andy (2006), "NLP Revisited:Nonverbal Communications and Signals<strong>of</strong> Trustworthiness," Journal <strong>of</strong> PersonalSelling & Sales Management, 26 (2), 197-204.Vinita Sangtani(Ph.D. Georgia State University)Assistant Pr<strong>of</strong>essor <strong>of</strong> MarketingDepartment <strong>of</strong> Management & MarketingNicholls State UniversityVinita.Sangtani@nicholls.eduJohn Andy Wood(Ph.D. Georgia State University)Assistant Pr<strong>of</strong>essor <strong>of</strong> MarketingCollege <strong>of</strong> Business and EconomicWest Virginia Universityjawood@mail.wvu.eduVol. 7, No. 4
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