Date of Award

2017

Document Type

Dissertation - Rollins Access Only

Degree Type

Dissertation

Degree Name

Doctor of Business Administration (DBA)

Advisor(s)

Dr. Mark W. Johnston

Second Advisor

Dr. Greg W. Marshall

Abstract

There is a global shortage of workers to fill positions due to the aging of the current workforce. This shortage is acute in sales professions. The need to recruit sales workers from business schools is an important strategic goal. Filling open sales roles is challenging based on research that found that undergraduate business students exhibit a reticence to pursue a sales career despite the fact that sales is a common career entry point, providing a higher starting salary and increased advancement potential. The purpose of this study is to analyze the differences in several groups of undergraduate business students and the job offers they receive based on Herzberg’s two-factor theory. The hypothesis is that students who favor satisfier factor components will receive more job offers than students who favor hygiene factor components. The study will also examine the moderating impact of enrollment in sales classes and relationships with company recruiters on sales job offers, acceptances and rejections. The results of the study can provide undergraduate business students, faculty and career advisors, and company recruiters with information to determine motivational factors for entry-level sales positions that can lead to job satisfaction.

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