A gender blind system for promotion in the salesforce

Abstract

Explores equity theory and its implications for the promotion system in a sales organization. Argues that the increasing number of female sales representatives will encourage the promotion of women to sales management positions and increase the perception of inequity by male sales managers. Offers several propositions; notes the consequences of perceived inequity; suggests preventive measures; and discusses future research implications.

Citation

Harmon, H.A. (1997), "A gender blind system for promotion in the salesforce", Marketing Intelligence & Planning, Vol. 15 No. 1, pp. 28-31. https://doi.org/10.1108/02634509710155633