A cross-generational comparison of motivational factors in a sales career among Gen-X and Gen-Y college students

Denny Bristow, Douglas Amyx, Stephen B. Castleberry, James J. Cochran

Research output: Contribution to journalArticlepeer-review

32 Scopus citations

Abstract

This study is a replication and extension of a study by Castleberry (1990) in which 12 motivational factors related to a sales career were compared across generations. The importance of 12 key motivational factors related to sales positions were rank ordered by 1,390 college students. Respondents represented Gen-X college students from 1990 and Gen-Y students from 2006. The job itself and pay were consistently ranked first and second in both studies for "today" and "ten years in the future." Gen-Y students rated "hygiene" factors related to job security as significantly more important than did Gen-X students. Conversely, Gen-X students rated "satisfier" factors as significantly more important than did Gen-Y students. Implications for sales managers, recruiters, and educators are provided based on the findings.

Original languageEnglish (US)
Pages (from-to)77-85
Number of pages9
JournalJournal of Personal Selling and Sales Management
Volume31
Issue number1
DOIs
StatePublished - Jan 1 2011

Fingerprint Dive into the research topics of 'A cross-generational comparison of motivational factors in a sales career among Gen-X and Gen-Y college students'. Together they form a unique fingerprint.

Cite this