A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career: Scale Development and Validation

Authors

James W. Peltier, University of Wisconsin–Whitewater
Shannon Cummins, University of Wisconsin–WhitewaterFollow
Nadia Pomirleanu, University of Nevada–Las Vegas
James Cross, University of Nevada–Las Vegas
Rob Simon, University of Nebraska-Lincoln

Document Type

Article

Publication Date

1-23-2014

Publication Title

Journal of Marketing Education

Volume

36

Issue

1

First Page

62

Last Page

74

Abstract

Students’ desire and intention to pursue a career in sales continue to lag behind industry demand for sales professionals. This article develops and validates a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career. The instrument advances previous scales in three ways. The instrument is generalizable across academic settings and is shown to be sensitive to differences across varied course coverage and learning activities. The instrument is parsimonious and offers a high reliability coefficient. Finally, the instrument is validated both before and after exposure to a sales module, thus capturing perceptual and attitudinal changes as students become more familiar with this career option.

Comments

© The Author(s) 2014. DOI: 10.1177/0273475313520443.

https://journals.sagepub.com/doi/full/10.1177/0273475313520443

Recommended Citation

Peltier, James W.; Cummins, Shannon; Pomirleanu, Nadia; Cross, James; and Simon, Rob, "A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career: Scale Development and Validation" (2014). Marketing & Entrepreneurship Faculty Publications. 8.
https://digitalcommons.unomaha.edu/marketingfacpub/8