Abstract
This paper examines the potential effect of recruiter gender, recruit gender, target market gender, and the interactions of these factors on the recruiting for an entry-level sales position in to-day's diverse environment. The paper summarizes prior research dealing with: (1) the gender effect on recruiting, (2) the gender effect on selling performance, and (3) major theories to explain the gender effect on recruiting and selling. Then, a conceptual framework is developed to examine the effect of recruit gender, recruiter gender and target market characteristics (buyer gender) on recruitment for a sales position. Finally, the potential implications and several propositions for future research are presented.
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