Gender issues in buyer-seller relationships: does gender matter in purchasing?: An article from: Journal of Supply Chain Management

This digital document is an article from Journal of Supply Chain Management, published by National Association of Purchasing Management, Inc. on June 22, 2004. The length of the article is 7420 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the author: While differences between male and female 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 male and female purchasers on the behaviors, trust, credibility and customer orientation of a salesperson. Almost no differences were found on any of the variables for male or female buyers. This calls into question past research that has found differences, and this paper argues that previous findings, while statistically significant, are probably not managerially significant.

Citation Details
Title: Gender issues in buyer-seller relationships: does gender matter in purchasing?
Author: Ellen Bolman Pullins
Publication:Journal of Supply Chain Management (Refereed)
Date: June 22, 2004
Publisher: National Association of Purchasing Management, Inc.
Volume: 40 Issue: 3 Page: 40(9)

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