Extending the Validity and Reliability of the Intent to Pursue a Sales Career Scale

Autor/inn/en	Beuk, Frederik; Weidner, Kelly L.; Houser, Lauren M.
Titel	Extending the Validity and Reliability of the Intent to Pursue a Sales Career Scale
Quelle	In: Journal of Marketing Education, 45 (2023) 2, S.183-203 (21 Seiten)Infoseite zur Zeitschrift PDF als Volltext Verfügbarkeit
Zusatzinformation	ORCID (Beuk, Frederik)
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0273-4753
DOI	10.1177/02734753221085031
Schlagwörter	Marketing; Validity; Ethics; Sales Occupations; Career Choice; Student Behavior; Reliability; Measures (Individuals); Business Administration Education; Intention; Student Attitudes; Knowledge Level; Gender Differences; Role Models; Advanced Students; Student Characteristics; Behavior Theories; Undergraduate Students + Suchen Sie Ihr Suchwort? Gültigkeit; Ethik; Student behaviour; Schülerverhalten; Reliabilität; Messdaten; Wissensbasis; Geschlechterkonflikt; Identifikationsfigur; Fortgeschrittener
Abstract	This research is one of the first Intent to Pursue a Sales Career (ITPSC) studies to link intent to actual student behavior. In addition, this study systematically revisits the validity and reliability of the ITPSC-scale and its associated antecedents. Based on partial least square analysis, we find support for the validity and reliability of the four-item ITPSC-scale, but notice room for improvement on the ITPSC-Ethics and ITPSC-Knowledge antecedents. We extend prior work by investigating how ITPSC performs differently for women, students with a sales role model, and students who are more advanced in their academic career. We also observe differences in the antecedent structure compared with earlier work. Of the ITPSC-antecedents, the Perceptions of the Sales Profession construct dominates when it comes to predicting intent to pursue a sales career, something that calls into question the recent grounding of the ITPSC in the Theory of Planned Behavior. (As Provided).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2024/1/01