nach oben

Erschienen in:

2018 | OriginalPaper | Buchkapitel

3. Physiognomy: Training’s Woeful Countenance

verfasst von : David M. Kopp

Erschienen in: Famous and (Infamous) Workplace and Community Training

Verlag: Palgrave Macmillan US

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

Abstract

Light heavyweight boxing champion Louis “Battling Siki” Fall from Senegal, Africa, was once one of the four or five most recognizable black men in the world. Therefore, it was not surprising when Battling Siki’s likeness was used in Gordon J. A. Hargrave’s popular 1920s sales training manual, Secrets of Selling. However, Hargrave used Louis Fall’s picture not to lionize the boxing legend but rather to train would-be salesmen on the differences between the emotional and the logical buyer. In this essay, the folk science of physiognomy—the notion that a person’s outer appearance, especially the face, could provide insight into his or her true character or personality—is explored and discussed in the context of how it shaped the training given to salesmen in the early twentieth century.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Vorheriges Kapitel What Is Training?

Nächstes Kapitel Rosie the Riveter

Atkinson, W. W. (1910). The psychology of salesmanship. Chicago: Kessinger.

Balkin, H. (1919). The new science of analyzing character (1st ed.). Rochester, ON: Rochester Union.

Benson, P. (2006). Battling Siki: A tale of ring fixes, race, and murder in the 1920s. University of Arkansas Press.

Blackford, K. M. H. (1916). Blonds and brunets. New York: Review of Reviews.CrossRef

Blackford, K. M. H., & Newcomb, A. (1916). Analyzing character: The new science of judging men; misfits of business, the home, and social life. New York: Review of Reviews.

Brewster, E. T. (1917). Vocational guidance for the professions. New York: Rand, McNally.

Brown, E. H. (2005). The corporate eye: Photography and the rationalization of American commercial culture 1884–1929. Baltimore: Johns Hopkins.

Browning, C. R. (2000). Nazi policy: Jewish workers, German killers. Cambridge, UK: Cambridge University.CrossRef

Buck, M. W. (1979). The face, what is means: The Merton method of character analysis. Roslyn Heights, NY: Libra.

Copley, J., & Brownlow, S. (1995). The interactive effects of facial maturity and name warmth on perceptions of job candidates. Basic and Applied Social Psychology, 16, 22.CrossRef

da Vinci, L. (2012). Leonardo on art and the artist. Mineola, NY: Dover Publications.

Edelson, P. (1990). Codification and exclusion: An analysis of the early years of the National University Extension Association, 1915–1923. Paper presented at the Visiting Scholar Conference on the History of Adult Education, Syracuse University.

Ewen, S., & Ewen, E. (2006). Typecasting: On the arts & sciences of human inequality. New York: Seven Stories Press.

Flint, R. R. (1923). Super-salesmanship, self development and vocational guidance. Waddell, AZ: Inskeep Printing Co.

Friedman, W. A. (2004). Birth of a salesman: The transformation of selling in America. Cambridge, MA: Harvard University.

Gadamer, H. G. (1975). Truth and method. New York: Seabury Press.

Goddard, F. B. (1889). The art of selling: With hints on good buying. New York: Baker & Taylor.

Goldhagen, D. J. (1997). Hitler’s willing executioners. New York: Vintage.

Gowin, E. B. (1918). The selection and training of the business executive. Macmillan.

Gray, R. T. (2004). About face: German physiognomic thought from Lavater to Auschwitz. Detroit, MI: Wayne State.

Hargrave, G. J. A. (1927). Secrets of selling. New York City: Hargrave Service Systems.

Henderson, S. J., & Chan, A. (2005). Career happiness among Asian Americans: The interplay between individualism and interdependence. Journal of Multicultural Counseling and Development, 33(3), 180.CrossRef

Hippler, F. (Writer). (1940). In D. F. Gesellschaft (Producer), The eternal Jew. Berlin: Terra.

Hofstadter, R. (1944). Social Darwinism in American thought. Philadelphia: University of Pennsylvania.

Keating, C. F. (1985). Gender and the physiognomy of dominance and attractiveness. Social Psychology Quarterly, 48(1), 61–70.CrossRef

Klemperer, V. (2001). I will bear witness; 1942–1945. New York: Modern Library.

Lavater, J. C. (2016). Physiognomy, or, the corresponding analogy between the conformation of the features and the ruling passions of the mind: Being a complete epitome of the original work of J.C. Lavater. New South Wales, AU: Wentworth Press.

Lavater, J. C., & Siegrist, C. (1999). Physiognomische Fragmente: zur Beförderung der Menschenkenntnis und Menschenliebe: eine Auswahl. Ditzingen, Germany: Reclam.

Lee, A., & Poynton, C. (Eds.). (2000). Culture and text: Discourse and methodology in social research and cultural studies. Oxford: Rowman and Littlefield.

Marketing Communications. (1922).

Merton, H. W. (1920). Vocational counseling and employee selection. New York: Merton Institute.

Morrell, E. (1917). The science of judging men. Cleveland, OH: Knox Business Books.

Nabb, L., & Armstrong, K. (2005). An adult education critique of HRD: A case study of training for atrocities in German-occupied Europe. Chicago: Discovery Association.

National Association of Credit Men. (1922). The credit monthly. National Association of Credit Men.

Pantalone, G. (2016). Madame Beys: Home to boxing legends. Bloomington, IN: Archway Publishing.

Peters, G., & Woolley, J. T. (1999). The American Presidency Project from UC Santa Barbara. http://www.presidency.ucsb.edu/ws/?pid=24180

Piga, G., & Treumer, S. (2013). The applied law and economics of public procurement. London: Taylor & Francis.

Prasad, A., & Mir, R. (2002). Digging deep for meaning: A critical hermeneutic analysis of CEO letters to shareholders in the oil industry. The Journal of Business Communication, 39(1), 92.CrossRef

Prentiss, D. C. (1923). Ford products and their sale. Franklin Press.

Printers’ ink. (1917). (October 11), 295 v.

Riemer-Reiss, M. (2000). Vocational rehabilitation counseling at a distance: Challenges, strategies and ethics to consider. The Journal of Rehabilitation, 66(1), 11.

Spears, T. B. (1993). All things to all men: The commercial traveler and the rise of modern salesmanship. American Quarterly, 45(4), 524–557.CrossRef

The Economist. (2004). Face value. Current directions in psychological science. Retrieved from http://www.economist.com/science/PrinterFriendly.cfm?story_id=10559771

Titel: Physiognomy: Training’s Woeful Countenance
verfasst von: David M. Kopp
Verlag: Palgrave Macmillan US
Buch: Famous and (Infamous) Workplace and Community Training
Print ISBN: 978-1-137-59752-6

Electronic ISBN: 978-1-137-59753-3

Copyright-Jahr: 2018
DOI: https://doi.org/10.1057/978-1-137-59753-3_3