Which of the following terms refers to possessing high levels of both masculine and feminine traits?

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Abstract

Instrumental and expressive (I/E) traits represent stereotypical masculine and feminine personality characteristics that are exhibited at varying levels in both genders, with instrumentality representing masculine traits and expressiveness representing feminine traits (Jolson and Comer 1997). The authors propose and empirically test a theoretical model that identifies salesperson learning, prove, and avoid goal orientations as mediators of I/E traits and performance. Findings indicated that goal orientation fully mediated the instrumental to performance relationship and partially mediated the expressiveness to performance relationship. It was also found that salespeople who have high levels of both instrumental and expressive traits (termed androgynous) were high in learning and prove orientations and low in avoid orientation. In turn, learning and prove orientations had a positive influence on performance, while avoid orientation was not significantly related to performance. Theoretical and managerial implications are discussed.

Journal Information

As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For more than 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals. Emerging topics are addressed through periodic special issues devoted to such cutting-edge issues as CRM and sales force ethics.

Publisher Information

Building on two centuries' experience, Taylor & Francis has grown rapidlyover the last two decades to become a leading international academic publisher.The Group publishes over 800 journals and over 1,800 new books each year, coveringa wide variety of subject areas and incorporating the journal imprints of Routledge,Carfax, Spon Press, Psychology Press, Martin Dunitz, and Taylor & Francis.Taylor & Francis is fully committed to the publication and dissemination of scholarly information of the highest quality, and today this remains the primary goal.

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The Journal of Personal Selling and Sales Management © 2006 Taylor & Francis, Ltd.
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