Abstract
This study investigates the prevalance of technical degrees among salespersons working in the top 10 high-tech industries. Moreover, high-tech sales managers' perceptions of the importance of technical degrees for salespersons are reported. Relationships are investigated between the type of degree and sales managers' perceived importance of type of degree, and firm characteristics—type of industry, size of the firm, age of the firm, and stage of the product life cycle. Results indicate that the type of degree and high-tech sales managers' perceptions of the importance of the technical degree differ significantly contingent upon firm characteristics.
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