Do Gender and Age Really Matter in Direct Selling? An Exploratory Investigation

This study was designed to explore to what extent direct salesperson gender and age influence work attitudes and outcomes. Data were collected from a direct selling sales population. Results indicate that female salespersons demonstrated a much greater degree of job commitment and satisfaction than male salespersons. Female salespersons also perceived organizational climate more favorably and attached a greater importance to available job outcomes. No significant differences were, however, found with regard to their job performance and the perceived importance of income and career growth outcomes. With regard to age as a predictor variable, older salespersons were found to be more committed and satisfied with their jobs than younger salespersons.