The structural relationship among students’ perceptions of sales-related skills, sales careers, and views of others and the intention to pursue sales careers in Malaysia: the mediating effect of feelings towards selling
Companies are increasingly looking for sales professionals. However, most university students are hesitant to consider sales as a prospective job option after graduation. Understanding the determining factors that influence graduates’ willingness to work in sales in Malaysia is critical in persuad...
Saved in:
| Main Authors: | , , , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
Penerbit Universiti Kebangsaan Malaysia
2023
|
| Online Access: | http://journalarticle.ukm.my/21739/1/pengurusan_67-15.pdf http://journalarticle.ukm.my/21739/ https://ejournal.ukm.my/pengurusan/issue/view/1590 |
| Tags: |
Add Tag
No Tags, Be the first to tag this record!
|
| Summary: | Companies are increasingly looking for sales professionals. However, most university students are hesitant to consider sales as a prospective job option after graduation. Understanding the determining factors that influence
graduates’ willingness to work in sales in Malaysia is critical in persuading more students to engage in sales
career and restoring market demand for sales employment. Thus, this study investigates the relationship between
perceptions of sales-related skills, perceptions of sales careers, and perceptions of how others view salespeople
and the intention to pursue sales career among students in Malaysia’s universities. The effect of feelings towards
selling as a mediator is also explored. The study analyses data from 276 business undergraduates using a structural equation modeling approach. The research findings indicate that perceptions of sales-related skills, perceptions of sales careers, and perceptions of how others view salespeople have positive impacts on intention
to pursue sales career. There was also evidence that shows feelings towards selling influence intention to pursue
sales career directly and indirectly. This study adds to the body of knowledge regarding sales education and
provides universities practical insights into the factors determining student intentions to pursue sales jobs. |
|---|