Personal Selling and Sales Management in the Marketing Curriculum: A Status Report

This article reviews the offering of sales and sales management courses over the last few decades. More schools currently offer the sales management course than the sales course, but sales is more frequently required as a part of the marketing major. Larger, public, AACSB accredited schools tend to offer both courses more than smaller, private, nonaccredited schools. Many schools were reportedly dropping these courses in the 1960s and early 1970s, and this study found that the trend has continued overall when considering only the separate courses. An important growing trend is a combined sales/sales management course, and when it is also considered a slight overall increase in courses in the sales and sales management area seems to be the pattern emerging in the 1980s.     

Motivations for childbearing and fertility behavior among urban and rural families of Iran

A sample of 384 husbands and wives were randomly selected and interviewed to investigate the implication of fertility norms and motivations for childbearing on fertility and family planning behavior among Iranian families in urban and rural areas of Iran, after the Islamic Revolution of 1979. The term "fertility behavior" refers to actual family size, which is defined as number of children the respondent has living at the time of the interview. "Family planning behavior" refers to the duration of time that the subject has used any birth control method(s). Rural families demonstrated larger actual and ideal family sizes than urban families. The rural sample had a median actual family size of 3.5 children and a median ideal family size of 4.7 children. For the urban sample these figures were 2.2 and 2.3, respectively. The median number of years married was 12.33 for rural and 13.91 for urban respondents. Urban respondents tended to emphasize the psychological and emotional benefits and liabilities associated with having children while rural respondents tended to emphasize both economic and security related motivations. Both groups endorsed infant mortality as a motivation for having more children. Male and female respondents were remarkably similar in their endorsed motivations. There was a significant positive correlation between desired and ideal family size. The correlations among ideal/desired family size and practicing birth control methods were the same and significant at the .001 level. The relationship between motivations for childbearing and years of practicing birth control methods was also significant at the .001 level. Stepwise regression analyses were performed to examine the important predictors of fertility and family planning behavior. For both actual family size and years on birth control, males and females were very similar in terms of predictor importance. Those respondents with less education and large ideal family size tended to have larger actual family size. Location (urban/rural) and parents, family size was weighted much more heavily for males than for females. Those respondents with greater education and who lived in an urban areas tended to have used birth control for longer periods of time. Ideal family size did not contribute significantly to this regression. Parents' family size and motivations for childbearing made marginal contributions to regressions on either dependent variable.