A Feminist Analysis of Seventeen Magazine: Content Analysis from 1945 to 1995

This study is an extension of the contentanalysis conducted by K. Peirce [(1990) AFeminist Theoretical Perspective on the Socialization ofTeenage Girls Through Seventeen Magazine, SexRoles, Vol. 23, pp. 491-500]. Her study examined thecontent of Seventeen magazine for the years 1961, 1972,and 1985, and the impact of the feminist movement fromthe 1960s through the 1980s. The present study explored the content of Seventeen magazine in the years1945, 1955, 1965, 1975, 1985, and 1995 to determine ifthe articles that are presented have changed in responseto the feminist movement from the 1940s to the present day. These results would supportthe contention that there is a relationship between thecontent of Seventeen magazine, in terms of traditionalvs. feminist messages, and the women's movement. However, these changes are slight and still donot reflect the various roles of teenage girls.Implications for further research arediscussed.     

Index to Volume 25 of Journal of Personal Selling & Sales Management

Job burnout has been described as a syndrome of emotional exhaustion, depersonalization, and a feeling of reduced personal accomplishment that frequently occurs among individuals who do client-centered work of some kind such as selling. Burnout is a particularly troubling condition as it has been related to a host of organizational problems ranging from increased turnover to decreased job satisfaction and performance. Burnout has been well documented and studied in several client-centered positions such as nursing and teaching, but it has received little attention in the sales literature. This paper builds on previous research by shedding light on the sequential steps in the burnout process in personal selling while empirically testing a model of burnout in the professional selling position.     

Index to Volume 26 of Journal of Personal Selling & Sales Management

Organizational support theory is used to investigate the moderating effects of both instrumental and social/psychological support on the relationships between a salesperson’s customer orientation and level of psychological empowerment and job performance. Results obtained within a sampling of 830 financial services salespeople operating from remote locations indicate that organizational support may interfere with salespeople’s attitudes in the development of salesperson performance. Specifically, this study found that under conditions of low social/psychological support the positive effect of empowerment on job performance becomes weaker, but the positive effect of customer orientation on job performance becomes significantly stronger. Further, instrumental support seems to be somewhat counterproductive to high-performing salespeople by diminishing the positive relationship between empowerment and performance. Implications of such findings are discussed.     

Index to Volume 22 of Journal of Personal Selling & Sales Management

A considerable amount of research has focused on stress in personal selling, primarily focusing on role demands. However, the issue of how a salesperson’s sales behaviors relate to his or her own stress has largely been unaddressed. The author investigates felt stress in the salesperson as a consequence of using coercive sales tactics. The role of learning orientation as a coping resource is also examined. It was found that the use of coercive sales tactics (threats and promises) is associated with higher levels of felt stress. This stress, in turn, is related to lower levels of manifest influence. Learning orientation serves as a coping resource, moderating the relationship between threats and felt stress.     

Selling & Sales Management in Action: A COMPARATIVE STUDY OF INCENTIVES IN A SALES FORCE CONTEST

The sales job of the early twenty-first century has evolved due to myriad rapidly changing environmental factors. Customer relationship focus, technology, global competition, shifting customer preferences and demands, forced downsizing, increased competitive pressure, and other factors have contributed to altering the salesperson role—what salespeople do. Yet outdated taxonomies are referenced when researching and writing about sales jobs. This paper develops an empirically generated sales position taxonomy based on changing selling activities and strategies. First, a set of 105 activities are factor analyzed to create 12 dimensions of selling. Second, the factor scores are entered into a cluster analysis. The resulting factor score centroids allow for interpretation of a taxonomy of six categories of contemporary sales jobs.     

Sex Roles in Health Storylines on Prime Time Television: A Content Analysis

This study examined the role of character gender in prime time television health portrayals. A content analysis of 1,291 health-related storylines from three spring seasons (2004–2006) of the ten most popular American television programs measured the frequency of male and female characters in prominent roles and how storylines differed with the sex of the ill or injured character. Our analyses revealed a significantly greater number of male characters. Moreover, storylines with a male ill or injured character were more serious in tone, more likely to take place in a medical setting, and had higher educational value. Proportionally, there were some similarities in storylines across the sexes, however, the absolute differences are striking and may have unfortunate effects on viewers.     

Women's Magazine Fiction: A Content Analysis of the Roles,Attributes, and Occupations of Main Characters

A content analysis of the fiction stories in seven national women's magazines revealed that the primary problem for most of the main characters is romantic. Most of the characters are atractive, single, white Americans younger than 45. They live in the city, have zero to two children, are middle class, and college educated, and they have careers or jobs. Less than half of them are able to solve their own problems, and occupations are assigned sterotypically by gender. The conclusion drawn is that the fiction in these magazines is, in many ways, as traditional as has been found in the past.     

Relationship Development in Selling: A Cognitive Analysis

Recent research has suggested that trust and relationship-building contribute to the effectiveness of salespeople. This paper reviews the literature on the cognitive selling paradigm and the influence of knowledge structures on the relationship-building process. Next, two recent studies (Anglin 1990; Szymanski 1987) which investigated knowledge, relationship development, and sales performance are reviewed. The findings from these studies imply that a fundamental difference may exist in the manner in which higher and lower performing salespeople perceive the selling process. Higher performers placed greater emphasis on establishing “trust” and also preferred to find out information about the prospect before reciprocating with information about themselves. Lower performers, on the other hand, preferred to disclose information about themselves before obtaining personal information about the prospect.