Expert or Scapegoat? The Pharmaceutical Salesmen as Marketing Instrument in the 20th Century
Around 1900 German pharmaceutical companies began to hire so called «doctor visitors» (Ärztebesucher), who quickly became an indispensable element of pharmaceutical marketing. After a first push during the 1920s and 30s, a massive increase in their number followed after the second World War. While sociological studies affirmed their importance for the commercial success of medical innovations, their activities were increasingly critized by ambitious pharmacologists, critical physicians and muckraker journalists. The paper summarizes these developments and analyzes, how companies and pharmacologists reacted to them by a move towards professionalizing their business.
- Content Type Journal Article
- Pages 196-219
- Authors
- Ulrike Thoms, Otto-von-Guericke- Universität Magdeburg
Quelle: http://chbeck.metapress.com/content/l2n02729t0350512/
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This paper reviews the available evidence on the history of travelling salesmen in France and offers more general hypotheses about the role of this profession in the «Great Transformation». Based on literary evidence as well as diverse archival material, it examines the emergence of a profession of its own from the mid-18th century and its expansion and recognition as an emblem of modernity from the 1830s to the beginning of the 20th century. It advocates a more systematic study of travelling salesmen and their position in the Industrial Revolution, the birth of large, integrated firms, the middle class and changes in the embeddedness of commercial transactions.
- Content Type Journal Article
- Pages 135-153
- Authors
- Arnaud Bartolomei/Claire Lemercier, University of Nice-Sophia Antipolis, Early Modern and Modern Mediterranean Center (CMMC)
Quelle: http://chbeck.metapress.com/content/437313152745v8l7/
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«Customers are no inheritance but must be earned»:Commercial travellers in modern practical guide literature,1880 to 1960
In the 19th and 20th centuries, practical guides played a significant role both in providing knowledge and in shaping the everyday life of commercial travellers. Departing from reflections on the significance of practical guides in the modern age, this paper uses examples from the most significant (German-language) practical guides to examine key changes in the everyday life and work of commercial travellers since the second half of the 19th century. Modern practical guides do not merely cast a light on the rise in importance of the science of selling and how the profession has changed from being an (inborn) art to a (learnable) sales technique.
They also highlight the growing control that companies exercised over commercial travellers, the greater refinement in sales talk and the increasing psychologisation of sales – in terms of both the behaviour of commercial travelers themselves and their dealings with clients.
- Content Type Journal Article
- Pages 154-178
- Authors
- Roman Rossfeld, Forschungsstelle für Sozialund Wirtschaftsgeschichte der Universität Zürich
Quelle: http://chbeck.metapress.com/content/41576243511r8147/
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Oktober 15, 2014, 11:20 p.m.,
Sylvia Maus,
Allgemein.
Volume 27, Issue 4, December 2014, pages 699-716
10.1080/09557571.2014.960811
Sylvia Maus
Quelle: http://www.tandfonline.com/doi/full/10.1080/09557571.2014.960811?ai=z4&mi=3fqos0&af=R
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Oktober 15, 2014, 5:36 p.m.,
lbecker,
Allgemein.
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Oktober 15, 2014, 1:00 p.m.,
Eurozine journals,
Allgemein.
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Oktober 15, 2014, 9:00 a.m.,
Eurozine journals,
Allgemein.
Maidan - Die unerwartete Revolution [Maidan - The unexpected revolution]
Quelle: http://www.eurozine.com/journals/transit/issue/2014-10-15.html
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Oktober 15, 2014, 2:50 a.m.,
Ana-Teodora Kurkina,
Allgemein.
European Review of History: Revue européenne d'histoire, Volume 21, Issue 5, pages 767-768, October 2014.
Quelle: http://www.tandfonline.com/doi/abs/10.1080/13507486.2014.952086?ai=z4&mi=3fqos0&af=R
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Oktober 15, 2014, 2:50 a.m.,
Douglas Weiner,
Allgemein.
European Review of History: Revue européenne d'histoire, Volume 21, Issue 5, pages 762-764, October 2014.
Quelle: http://www.tandfonline.com/doi/abs/10.1080/13507486.2014.952123?ai=z4&mi=3fqos0&af=R
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