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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

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dc.contributor.authorNor Asiah Omaren_US
dc.contributor.authorNadzirah Roslien_US
dc.contributor.authorSyed Shah Alamen_US
dc.contributor.authorAbu Hanifah Ayoben_US
dc.contributor.authorMuhamad Azrin Nazrien_US
dc.date.accessioned2024-05-29T02:28:32Z
dc.date.available2024-05-29T02:28:32Z
dc.date.issued2023
dc.date.submitted2023-6-8
dc.descriptionVolume: 67 (page:1-14)en_US
dc.description.abstractCompanies 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.en_US
dc.identifier.citationOmar, N. A., Rosli, N., Alam, S. S., Ayob, A. H., & Nazri, M. A. (2023). 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. Jurnal Pengurusan, 67, –. https://doi.org/10.17576/pengurusan-2023-67-15en_US
dc.identifier.doi10.17576/pengurusan-2023-67-15
dc.identifier.epage14
dc.identifier.issn0127-2713
dc.identifier.issue2023
dc.identifier.spage1
dc.identifier.urihttps://www.ukm.my/jurnalpengurusan/article/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/
dc.identifier.urihttps://www.scopus.com/record/display.uri?eid=2-s2.0-85160232140&origin=resultslist&sort=plf-f&src=s&sid=9681ea8f7caa0a59d953392843a9d4fe&sot=b&sdt=b&s=TITLE-ABS-KEY%28The+Structural+Relationship+among+Students%E2%80%99+Perceptions+of+Sales-Related+Skills%2C+Sales+Careers%2C+and+Views+of+Others+and+the+Intention+to+Pursue+Sales+Careers+in+Malaysia%3A+The+Mediating+Effect+of+Feelings+towards+Selling%29&sl=234&sessionSearchId=9681ea8f7caa0a59d953392843a9d4fe&relpos=0
dc.identifier.urihttps://oarep.usim.edu.my/handle/123456789/10766
dc.identifier.volume67
dc.language.isoen_USen_US
dc.publisherUKM Pressen_US
dc.relation.ispartofJurnal Pengurusanen_US
dc.subjectPerceptions of sales-related skills; perceptions of sales careers; perceptions of how others view salespeople; feelings towards selling; intention to pursue sales career; Malaysiaen_US
dc.titleThe 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 Sellingen_US
dc.title.alternativeHubungan Struktural antara Persepsi Pelajar terhadap Kemahiran Berkaitan-Jualan, Kerjaya Jualan, dan Pandangan Orang Lain dan Niat untuk Meneruskan Kerjaya Jualan di Malaysia: Kesan Pengantaraan Perasaan Terhadap Jualanen_US
dc.typeArticleen_US
dspace.entity.typePublication

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