Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions
This study examines the factors that lead students to consider or avoid a career in sales, focusing on behaviors and preferences during the transition period following the peak of the COVID-19 pandemic. Conducted in 2021, the study captures how the pandemic has changed traditional aspects of sales w...
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| Format: | Article |
| Language: | English |
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MDPI AG
2024-12-01
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| Series: | Systems |
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| Online Access: | https://www.mdpi.com/2079-8954/13/1/16 |
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| author | Claudia-Elena Țuclea Diana-Maria Vrânceanu Laurențiu-Dan Anghel Vlad Diaconescu |
| author_facet | Claudia-Elena Țuclea Diana-Maria Vrânceanu Laurențiu-Dan Anghel Vlad Diaconescu |
| author_sort | Claudia-Elena Țuclea |
| collection | DOAJ |
| description | This study examines the factors that lead students to consider or avoid a career in sales, focusing on behaviors and preferences during the transition period following the peak of the COVID-19 pandemic. Conducted in 2021, the study captures how the pandemic has changed traditional aspects of sales work, such as face-to-face interaction, and explores the lasting impact of these changes on young professionals. A sample of 671 business and engineering students participated in an online survey; data analysis was performed by using Partial Least Squares Structural Equation Modeling (SEM-PLS). Results show that intrinsic and social motivations enhance the perceived attractiveness of a sales career, which, in turn, impacts career intentions. Although empathy and COVID-19-related fears lack a direct effect on the intention to pursue a sales career, digital skills reinforce the connection between job attractiveness and career intentions in a digital-centric environment, having a moderating role. These findings emphasize the evolving nature of sales careers, highlighting the need to align career development strategies with young people’s intrinsic motivation and digital competencies. This study adds to the understanding of motivational factors in sales career decisions and offers valuable insights for employers seeking to attract motivated talent in a shifting industry landscape. |
| format | Article |
| id | doaj-art-846eb43e19564878bef0de479f062bf2 |
| institution | Kabale University |
| issn | 2079-8954 |
| language | English |
| publishDate | 2024-12-01 |
| publisher | MDPI AG |
| record_format | Article |
| series | Systems |
| spelling | doaj-art-846eb43e19564878bef0de479f062bf22025-01-24T13:50:29ZengMDPI AGSystems2079-89542024-12-011311610.3390/systems13010016Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career IntentionsClaudia-Elena Țuclea0Diana-Maria Vrânceanu1Laurențiu-Dan Anghel2Vlad Diaconescu3Department of Tourism and Geography, Bucharest University of Economic Studies, 010374 Bucharest, RomaniaDepartment of Marketing, Bucharest University of Economic Studies, 010374 Bucharest, RomaniaDepartment of Marketing, Bucharest University of Economic Studies, 010374 Bucharest, RomaniaDoctoral School of Business Administration, Bucharest University of Economic Studies, 010374 Bucharest, RomaniaThis study examines the factors that lead students to consider or avoid a career in sales, focusing on behaviors and preferences during the transition period following the peak of the COVID-19 pandemic. Conducted in 2021, the study captures how the pandemic has changed traditional aspects of sales work, such as face-to-face interaction, and explores the lasting impact of these changes on young professionals. A sample of 671 business and engineering students participated in an online survey; data analysis was performed by using Partial Least Squares Structural Equation Modeling (SEM-PLS). Results show that intrinsic and social motivations enhance the perceived attractiveness of a sales career, which, in turn, impacts career intentions. Although empathy and COVID-19-related fears lack a direct effect on the intention to pursue a sales career, digital skills reinforce the connection between job attractiveness and career intentions in a digital-centric environment, having a moderating role. These findings emphasize the evolving nature of sales careers, highlighting the need to align career development strategies with young people’s intrinsic motivation and digital competencies. This study adds to the understanding of motivational factors in sales career decisions and offers valuable insights for employers seeking to attract motivated talent in a shifting industry landscape.https://www.mdpi.com/2079-8954/13/1/16sales careerintrinsic motivationsocial motivationdigital skillsphysical distancingbusiness-to-business |
| spellingShingle | Claudia-Elena Țuclea Diana-Maria Vrânceanu Laurențiu-Dan Anghel Vlad Diaconescu Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions Systems sales career intrinsic motivation social motivation digital skills physical distancing business-to-business |
| title | Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions |
| title_full | Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions |
| title_fullStr | Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions |
| title_full_unstemmed | Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions |
| title_short | Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions |
| title_sort | digital skills and motivation in sales careers bridging job attractiveness and career intentions |
| topic | sales career intrinsic motivation social motivation digital skills physical distancing business-to-business |
| url | https://www.mdpi.com/2079-8954/13/1/16 |
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