The toy salesperson: A voice for change in sex-role stereotypes?

A field experiment was designed in which students approached sales personnel in 31 different retail settings, asking for help in selecting toys for a twin niece and nephew, 5 years of age. A majority of salesperson suggestions involved a sex-stereotypic selection of toys for both the male and the female child. Limited support was found for hypotheses that the responses of sales personnel would vary by retail setting (specialized toystore, department store, dimestore/discount store) and by sex of salesperson; responses did not vary by salesperson's age, however. Because more different toys are available for boys than for girls, female role expansion in children's play activities is a more likely outcome than sex-role convergence.This article is a revision of a paper presented at the annual meeting of the American Sociological Association, New York, August 1976.     

性别刻板印象及刻板信息对3～9岁儿童玩具选择的影响

采用玩具选择任务,通过对角色性别刻板玩具偏好的描述,考察3-9岁儿童对自己和他人性别刻板印象的发展状况,及外部信息对儿童选择的影响。结果表明：（1）儿童在玩具选择中表现出的性剐刻板印象在4．5岁显著增强,在7～9岁趋于稳定;（2）男孩性别刻板印象的形成先于女孩;（3）学龄前期儿童对不舍性别刻板信息的女性角色最不刻板,性别刻板信息会显著增加女孩对异性角色的刺板程度,而男孩则对自身的玩具选择最为刺板：（4）5-6岁时,儿童对自身玩具选择的性别刻板要求显著增强。总的来说,儿童的性别刻板印象受到内部认知发展和社会环境的共同作用。     

When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles

This paper reports the results of an exploratory study comparing the responsiveness of male versus female salespersons to differing leadership styles of female sales managers. Responding triads, made up of one female sales manager and two subordinate salespersons (one male and one female), completed questionnaires assessing the managers' leadership style, the salespersons' satisfaction with supervision, and the salespersons' selling performance. Partial correlational analysis revealed gender differences in the way satisfaction with supervision and performance effectiveness related to the female managers' leadership styles. Male sales force members were most responsive to leaders who displayed individualized consideration and used a transactional style (contingent rewards or management by exception). Saleswomen preferred charismatic leaders and those who were capable of intellectually stimulating methods. The results are discussed and recommendations made for future research.     

Consumer Persuasion: The Use of Evidence When Negotiating the Price of a New Automobile

This study examined whether consumers' use of evidence affected the price at which car salespersons offered to sell a vehicle. Two versions of a message–one containing evidence about the wholesale/invoice price of a vehicle and the other containing no evidence–were e-mailed to 134 sales managers at different Toyota dealerships. The prices offered by salespersons were collected and analyzed. Results indicated that sales managers who had received messages with evidence offered to sell the vehicle for a significantly lower price than did sales managers who received no evidence. These results, their implications, and avenues for future research are discussed.     

Experts on age estimation

The aim of this investigation was to study the biases and accuracy in age estimation of persons selling alcohol. Two experiments are reported, both suggesting that the accuracy in age estimation of Swedish alcohol salespersons is higher than that of control persons. This expertise in age estimation is probably the result of the extensive training Swedish alcohol salespersons go through as a natural part of their profession. Nonetheless, their estimates were not free from bias. Salespersons overestimated the age of target persons below 20 years of age and thus too young to buy alcohol. The results also revealed that controls, in contrast to salespersons, assimilated their estimates towards their own age (i.e. an own-anchor effect). Furthermore, female participants were shown to estimate the age of old target persons (56–65 years) more accurately than male participants. These results are discussed in relation to previous findings on training in age estimation and present jurisdiction.     

Children's and adults' recall of sex‐stereotyped toy pictures: Effects of presentation and memory task

Gender schema theories predict a memory bias toward sex‐congruent information. The present study examined how presentation of stimuli and encoding conditions influence gender schematic processing in children and adults. One hundred and sixty 5‐ to 13‐year olds and adult males and females viewed 36 sex‐stereotyped toy pictures that were presented in a static and dynamical way. Half of the participants were asked to memorize the pictures (intentional memory) and half were not told that they would be expected to later recall the pictures (incidental memory). Weak gender schematic processing was observed only during the incidental memory task. Children and adults recalled more static than dynamic gender‐stereotyped pictures, and performance was superior in the intentional than in the incidental memory condition. Gender schematic processing was similar across the age groups. In addition, participants were more likely to recall male‐stereotyped toys. Implications for gender schema theories and education are discussed. Copyright © 2004 John Wiley & Sons, Ltd.     

Gender-Typed Toy Play in Dizygotic Twin Pairs: A Test of Hormone Transfer Theory

Hormone transfer theory predicts thatopposite-sex twins will be affected in utero by thehormones their twins produce. This study examines theprediction that opposite-sex dizygotic twins should showless stereotyped toy play than same-sex dizygotictwins should show less stereotyped toy play thansame-sex dizygotic twins as a result of exposure toopposite-sex hormones in utero. Participants in thisstudy included 32 male-female dizygotic twin pairs,27 female-female pairs, and 24 male-male pairs. Allranged in age from 7 to 12 years and were primarilyCaucasian and middle class. Differences in the amount of time children played with feminine,masculine, and neutral stereotyped toys during free playwere examined. Results did not support hormone transfertheory. Girls played with feminine toys more than boys and boys played with masculine toys morethan girls, but there were no significant differencesbetween children with opposite- vs. same-sextwins.     

Sex-Stereotyped and Nonstereotyped Introductions of New Toys in the Preschool Classroom: An Observational Study of Teacher Behavior and Its Effects

In Study 1, the behavior of teachers in introducing sex-typed and nonsex-typed toys in the classroom was observed in nine preschool classes. Results indicated that teachers called on more boys to demonstrate a "masculine" toy than girls, p<01. No significant differences were found in the mean number of boys and girls called on to demonstrate "neutral" or "feminine" toys. However, teachers were more variable in demonstrating the sex-typed feminine toys than the nonstereotyped toy, p<05. In a second study, two sets of toys, each including five dolls and five trucks, were introduced using stereotyped and nonstereotyped introductions to two classes of 3- and 4-year-old children. No significant sex differences in toy choices were found following the nonstereotyped introductions. Following the stereotyped introductions, the children's toy choices were consistent with sex-role stereotypes. These results are consistent with laboratory studies suggesting that bias in the introduction of toys by adults may contribute to the sex-typing of specific activities.     

Sex stereotyping in children's toy advertisements

Forty-eight categories of toys were rated in terms of sex appropriateness by 48 students. A sample of 392 pictures of children with toys in 12 toy catalogs and 538 pictures of children with toys on toy packages in four retail stores was coded according to toy type and sex(es) of children shown. The rated sex stereotype of the toy category proved to be very strongly related to the sex(es) of the children shown with the toy in catalogs (r=.89) and on toy packages (r=.87). Toys rated as moderately sex typed by raters were just as strongly stereotyped in toy advertisements as those rated as strongly sex typed.An earlier version of the paper by Lori A. Schwartz received the Howard W. Odum for the outstanding undergraduate paper of 1983 from the Southern Sociological Society.     

Managing Salesperson Motivation in a Territory Realignment

Although typically undertaken to improve aggregate sales force performance, the realignment of sales territories can be quite de-motivational to individual salespersons. Findings of two studies reported here demonstrate that salesperson motivation and performance can be positively influenced by the managerial actions taken during the implementation phase of a territory realignment. Actions based on expectancy theory were found to be more effective for salespeople whose territory realignment increased sales potential, and justice-based actions were more effective for salespersons experiencing a reduction in territory potential.     

Baby X

The present study investigated adult behavior while interacting with a three-month-old infant under conditions in which the child was introduced as a boy, as a girl, or with no gender information given. Gender labels did not elicit simple effects, but rather interacted significantly with the sex of the subject on both toy usage and physical contact measures. There was a stronger tendency for both male and female adults to utilize sex-stereotyped toys when the child was introduced as a girl. Most of the findings, however, reflected a differential response of men and women to the absence of gender information. In this condition, male subjects employed a neutral toy most frequently and handled the child least; in contrast, females used more stereotyped toys and handled the child more. All subjects attempted to guess the gender of the child (with “boy” guesses more frequent, although the child was actually female) and all justified their guess on the basis of stereotyped behavioral or physical cues like strength or softness.     

Television viewing and the learning of sex-role stereotypes

This study was designed to determine the relationship between the amount of time children spend watching television and their knowledge of adult sex-role stereotypes. Males and females in grades 1, 3, 5, and 7 who were classified as heavy television viewers (25 or more hours per week) or light viewers (10 or less hours per week) both at the time of the study and 15 months previously were administered the Sex Stereotype Measure, an instrument designed to determine children's awareness of stereotyped sex-role perceptions held by adults. Heavy viewers were found to have more stereotyped perceptions than light viewers. A significant interaction effect indicated that among low viewers the perception of male stereotypes steadily declines with increasing age; among heavy viewers, stereotypic responses to male items are maintained with increasing age. No comparable interaction effect was obtained for perception of female stereotypes. The role of interaction with live models in breaking down stereotypic perceptions of males is discussed.A modified version of this paper was presented at the meeting of the Society for Research in Child Development, Denver, April 1975.     

The gender-stereotyped nature of christmas toys received by 36-, 48-, and 60-month-old children: A comparison between nonrequested vs requested toys

This research provides normative information on the gender-stereotyped nature of Christmas toys that children received from their parents. A list of over 500 toys was obtained from the parents of 86 children between the ages of 31 and 65 months. The toys were rated and placed into gender-stereotyped groups, and were categorized into child requested or nonrequested groups. It was found that the children had considerable input into the types of toys they received from their parents for Christmas, requesting approximately one half of the toys. Toys the children requested were judged to be more gender stereotyped than nonrequested toys. Very few boys received either requested or nonrequested toys considered stereotyped for the opposite sex. In contrast, one third of the girls received at least one toy judged to be stereotyped for the opposite sex. Also, boys appeared to develop sex-typed interests in toys at an earlier age than girls, and they requested 72%, 76%, and 75% gender-stereotyped toys in the corresponding age groups of 36-, 48-, and 60-months. The girls' sex-typed interests in toys lagged behind the boys', with girls requesting 29%, 51%, and 73% gender-stereotyped toys for the same age groups. In the nonrequested condition, parents selected types of toys judged to be traditionally more sex role neutral and emphasized musical instruments, art supplies, and educational toys for their sons and educational toys for their daughters.     

Can Deception by Salespersons and Customers Be Detected Through Nonverbal Behavioral Cues?1

Experiments on behavioral lie detection have indicated that observers can detect a communicator's lies with above-chance accuracy, and that detection accuracy may be enhanced when observers pay special attention to certain vocal and body-movement cues. The present experiment asked whether deception in (simulated) sales communications by retail salespersons and automobile customers could likewise be detected nonverbally. Contrary to much of the prior literature, deception-detection in this study was not above chance, apparently because the salespersons' and customers' nonverbal cues simply were not correlated with lying. Though the observers seemed quite suspicious and did not give communicators the “benefit of the doubt”, they could not discriminate the communicators' deceptive communications from their truthful ones. Many—perhaps most—of the lies in sales communications may be told by confident, well-practiced deceivers whose nonverbal behavior is unlikely to reveal their lying.     

Salesperson Burnout: A Test of the Coping-Mediational Model of Social Support

Salesperson burnout continues to be a major concern among sales organizations. In this work, the authors examine whether certain coping strategies mediate the impact of sales manager support on salesperson burnout; as suggested by Thoits’s (1986) Coping-Mediational Model. More specifcally, this work investigates if problem-focused coping and emotion-focused coping mediate the impact of sales manager support on feelings of emotional exhaustion in a feld sales setting. Study fndings indicate that positive sales manager support has a signifcant negative direct effect on salespersons’ emotional exhaustion. Findings also support the assertion that sales manager support encourages salespersons’ use of problem-focused coping strategies that, in turn, further reduce emotional exhaustion. In contrast, sales manager support does not signifcantly infuence salespersons’ use of emotion-focused coping; however, emotion-focused coping does signifcantly increase emotional exhaustion.     

The Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers

This study examines the type of relationship that exists between the sales manager and subordinate (vertical exchange status), and its impact on the sales manager's attributions about the subordinate performance, as well as subsequent responses to the subordinate. Results indicate that cadres may receive preferential consideration in explaining their performance, which then impacts the sales manager's response to the salesperson. The findings imply that sales managers should be careful in assigning attributions for performance by both cadre and hired hand salespersons.     

Possession is not always the law: With age, preschoolers increasingly use verbal information to identify who owns what

Children can identify owners either by seeing a person in possession of an object (a visual cue) and inferring that they are the owner or by hearing testimony about a claim of ownership (a verbal cue). A total of 391 children between 2.5 and 6years of age were tested in three experiments assessing how children identify owners when these two cues are in conflict. Children were presented with stories using two dolls and a toy. One doll possessed the toy, and children were told that the toy was either the possessor's or the nonpossessor's. Two forms of ownership statement were used: a third-person statement, "That is Billy's ball", and a first-person statement by one of the dolls, "That is my ball". The results show that by 4years of age, children prioritize the verbal statements as a more reliable cue to ownership than physical possession. Younger children did not prioritize possession over the verbal cue to ownership but rather gave mixed responses. These results are discussed in terms of children's social experience outside of the home and their acceptance of testimony in other domains.     

Effect of subgroup ratio on stereotyping

Male and female subjects observed a discussion by a group with one of three sex ratios (9M-IF, SM-SF, 1M-9F) and in which the male contributions were expressed in a more or less stereotype consistent manner. The results indicated that male speakers were stereotyped less than females and that male compared with female speakers were stereotyped increasingly less as the number of like speakers in the group increased.     

Sales Manager Behavior Control Strategy and its Consequences: The Impact of Manager Gender Differences

Salesperson gender studies have consistently reported no differences. In contrast, a single-company study found several differences based on sales manager gender concerning salesperson attitudes, behavior, and outcome (Piercy, Cravens, and Lane 2001). The present research examines the sales manager gender issue across multiple companies from the perspective of sales managers. Sales units led by female managers display higher effectiveness. Female sales managers perform significantly higher levels of behavior-based control activities and display higher competence in this management approach, compared to male counterparts. There are few differences in managers’ assessments of salespersons’ behavior performance based on gender. Female sales managers do not show higher levels of organizational citizenship behavior as part of their management approach. Interestingly, no differences based on gender were found concerning several salesperson and organizational characteristics. These findings suggest that different selling environments are not affecting the study gender results. Several promising future research directions are discussed.     

The influence of televised models on toy preference in children

Eighteen boys and 18 girls aged 4–6 years viewed one of three videotapes in which fantasy characters used culturally stereotyped arguments to assign masculinity, femininity, or sex-role neutrality to a standard set of sex-neutral toys. After viewing the videotape, subjects were observed for 10 minutes in free play with the test toys and with a less attractive set of comparison toys which were not shown. The videotaped portrayal of sex appropriateness significantly affected toy choice. Children of both sexes spent more time playing with the test toys when they were identified as sex appropriate than with the comparison toys. When the test toys were identified as inappropriate for their sex, however, children spent more time playing with the less desirable comparison toys. The implications of these findings were discussed in light of media protrayal of male and female models.