TITLE

TELEVISION AND MOVIE REPRESENTATIONS OF SALESPEOPLE: BEYOND WILLY LOMAN

AUTHOR(S)
Hartman, Katherine B.
PUB. DATE
June 2006
SOURCE
Journal of Personal Selling & Sales Management;Summer2006, Vol. 26 Issue 3, p283
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study investigates depictions of salespeople in movies and television between 1903 and 2005. Using a text analysis of 281 plot summaries, the study examines the descriptions and occupations of salesperson characters, the role of selling behaviors in plots, and salesperson character archetypes. Although the findings provide support for critics' concerns about the negativity among these portrayals, the results indicate that there have been a wider range of archetypes, descriptions, and roles than what may be held by popular belief. With a few exceptions, the results also suggest that depictions have had remarkable similarities over time.
ACCESSION #
21639037

 

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