Does Attractiveness Increase Sales Productivity?

Previous studies found individuals’ attractiveness or beauty is positively correlated with job success. Is this success due to attractiveness alone, or does attractiveness induce greater productivity? This study was conducted to measure the effects of attractiveness on sales productivity. Data from an undergraduate sales class at Purdue University were used to measure the impact of individuals’ attractiveness on sales revenue. Regression analysis was used with sales revenue as the dependent variable and attractiveness measures as independent variables, along with other variables. An asymmetric impact of attractiveness exists for males and females. More attractive females have higher sales revenues, but beauty is unrelated to sales performance for males.


Subject(s):
Issue Date:
2007
Publication Type:
Journal Article
PURL Identifier:
http://purl.umn.edu/113241
Published in:
SS-AAEA Journal of Agricultural Economics
Total Pages:
17




 Record created 2017-04-01, last modified 2017-04-04

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