Insights into sexual harassment of salespeople by customers: the role of gender and customer power

Article Abstract:

This manuscript discusses the legal and conceptual foundations of sexual harassment and the special case of third party harassment in which a salesperson is sexually harassed by a customer. The results of a study conducted among a diverse group of salespeople to determine incidence rates of sexual harassment by customers and the relationship between demographic variables, power and harassment are presented. Less severe forms of harassment are experienced more frequently by women than by men, while more severe forms of harassment tend to be associated with the salesperson's perceptions of the customer's power. Managerial implications and suggestions for lessening the incidence of sexual harassment are also presented. (Reprinted by permission of the publisher.)

Crimes against, Consumer behavior, Sexual harassment, Sex discrimination, Power (Social sciences), Political power

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A method for investigating the cognitive processes and knowledge structures of expert salespeople

Article Abstract:

Researchers are increasingly focusing on the mental processes and knowledge structures of salespeople. Of particular interest are expert (or highly skilled) salespeople. This article presents a method for investigating the cognitive processes and knowledge structures of expert salespeople. The method examines both declarative and procedural knowledge by combining several techniques traditionally seen in the cognitive sciences, namely the critical incident technique, vicarious role play using simulated problem situations, and content analysis of verbal protocols. Examples of an application of this procedure with a food broker sales force are used to illustrate certain aspects of the method. (Reprinted by permission of the publisher.)

Psychological aspects, Knowledge, Theory of, Epistemology, Cognitive psychology

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Discrimination issues in the selection of salespeople: a review and managerial suggestions

Article Abstract:

An increasingly litigious society coupled with complex and dynamic legislation makes avoiding charges of discrimination in selection practices a considerable challenge for the sales manager. The authors identify four problematic areas that, if avoided, greatly reduce the sales manager's exposure to claims of discrimination in selection. Further, recommendations are made for a proactive to nondiscrimination. (Reprinted by permission of the publisher.)

Employee selection, Sales management, Employment discrimination

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