Creating the American newspaper boy: Middle-class route service and juvenile salesmanship in the great depression

Journal of Social History

Volumn 31, Issue 2, 1997, Pages 327-345

  Postol, Todd Alexander ^a  

^a Department of History ^*  (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0038873578     PISSN: 00224529     EISSN: None     Source Type: Journal    
DOI: 10.1353/jsh/31.2.327     Document Type: Article

References (127)

1. Rex Fisher, "Our Program for Newspaper Boys - Is It Only Commercial?" Procreedings of the Convention of the International Circulation Managers' Association (Thirty-Seventh/1935): 58-60. Hereafter referred to as ICMA Proceedings.
2. For an example of an early carrier training program see "Makes Salesmen Carriers," in The Official Bulletin of the International Circulation Managers' Association (Sept. 1922): 20. Hereafter referred to as ICMA Bulletin. Newspapers lost advertising revenues during the Depression, while broadcast advertising grew. See Frank Luther Mott, American Journalism: A History of Newspapers in the United States Through 260 Years: 1690 to 1950 (New York, 1956), 675 and 679; and Todd Alexander Postol, "America's Press-Radio Rivalry: Circulation Managers and Newspaper Boys During the Depression," in Studies in Newspaper and Periodical History: 1995 Annual, ed. Michael Harris (Westport, 1997), 155-66.
3. For an example of an early carrier training program see "Makes Salesmen Carriers," in The Official Bulletin of the International Circulation Managers' Association (Sept. 1922): 20. Hereafter referred to as ICMA Bulletin. Newspapers lost advertising revenues during the Depression, while broadcast advertising grew. See Frank Luther Mott, American Journalism: A History of Newspapers in the United States Through 260 Years: 1690 to 1950 (New York, 1956), 675 and 679; and Todd Alexander Postol, "America's Press-Radio Rivalry: Circulation Managers and Newspaper Boys During the Depression," in Studies in Newspaper and Periodical History: 1995 Annual, ed. Michael Harris (Westport, 1997), 155-66.
4. For an example of an early carrier training program see "Makes Salesmen Carriers," in The Official Bulletin of the International Circulation Managers' Association (Sept. 1922): 20. Hereafter referred to as ICMA Bulletin. Newspapers lost advertising revenues during the Depression, while broadcast advertising grew. See Frank Luther Mott, American Journalism: A History of Newspapers in the United States Through 260 Years: 1690 to 1950 (New York, 1956), 675 and 679; and Todd Alexander Postol, "America's Press-Radio Rivalry: Circulation Managers and Newspaper Boys During the Depression," in Studies in Newspaper and Periodical History: 1995 Annual, ed. Michael Harris (Westport, 1997), 155-66.
5. Viviana A. Zelizer, Pricing the Priceless Child: The Changing Social Value of Children (New York, 1985), 82. On middle-class preparation for manhood see David I. Macleod, Building Character in the American Boy: The Boy Scouts, YMCA, and Their Forerunners, 1870-1920 (Madison, 1983). For an examination of how children were socialized into the world of work see Daniel T. Rodgers, "Socializing Middle-Class Children: Institutions, Fables, and Work Values in Nineteenth-Century America," in Growing Up in America: Children in Historical Perspective, ed. N. Ray Hiner and Joseph M. Hawes (Urbana, 1985), 119-32; on entry into the job market see Walter Licht, Getting Work: Philadelphia, 1840-1950 (Cambridge, MA., 1992).
6. Viviana A. Zelizer, Pricing the Priceless Child: The Changing Social Value of Children (New York, 1985), 82. On middle-class preparation for manhood see David I. Macleod, Building Character in the American Boy: The Boy Scouts, YMCA, and Their Forerunners, 1870-1920 (Madison, 1983). For an examination of how children were socialized into the world of work see Daniel T. Rodgers, "Socializing Middle-Class Children: Institutions, Fables, and Work Values in Nineteenth-Century America," in Growing Up in America: Children in Historical Perspective, ed. N. Ray Hiner and Joseph M. Hawes (Urbana, 1985), 119-32; on entry into the job market see Walter Licht, Getting Work: Philadelphia, 1840-1950 (Cambridge, MA., 1992).
7. Viviana A. Zelizer, Pricing the Priceless Child: The Changing Social Value of Children (New York, 1985), 82. On middle-class preparation for manhood see David I. Macleod, Building Character in the American Boy: The Boy Scouts, YMCA, and Their Forerunners, 1870-1920 (Madison, 1983). For an examination of how children were socialized into the world of work see Daniel T. Rodgers, "Socializing Middle-Class Children: Institutions, Fables, and Work Values in Nineteenth-Century America," in Growing Up in America: Children in Historical Perspective, ed. N. Ray Hiner and Joseph M. Hawes (Urbana, 1985), 119-32; on entry into the job market see Walter Licht, Getting Work: Philadelphia, 1840-1950 (Cambridge, MA., 1992).
8. Viviana A. Zelizer, Pricing the Priceless Child: The Changing Social Value of Children (New York, 1985), 82. On middle-class preparation for manhood see David I. Macleod, Building Character in the American Boy: The Boy Scouts, YMCA, and Their Forerunners, 1870-1920 (Madison, 1983). For an examination of how children were socialized into the world of work see Daniel T. Rodgers, "Socializing Middle-Class Children: Institutions, Fables, and Work Values in Nineteenth-Century America," in Growing Up in America: Children in Historical Perspective, ed. N. Ray Hiner and Joseph M. Hawes (Urbana, 1985), 119-32; on entry into the job market see Walter Licht, Getting Work: Philadelphia, 1840-1950 (Cambridge, MA., 1992).
9. Devine and Leslie set their memories to paper in letters to M. H. Brandon, circulation manager of the Charlotte Observer. A few years later the letters were submitted, with additional industry materials, to the National Recovery Administration in Washington. They are housed with the records of the NRA, Record Group 9, National Archives. See Entry 25: Consolidated Approved Code Files, Daily Newspaper Publication, Code 288. Part 16. Labor, Child Labor, file folders D-G and L-M. For a look at how route service changed in Wheeling during Devine's lifetime, see "Fine Welfare Work," in ICMA Bulletin (March 1931): 23.
10. This article focuses on carriers between twelve and fifteen years of age. Since all workers in newspaper circulation under sixteen were referred to as boys, I have avoided calling teen carriers "adolescents." Likewise, 1 have not imposed strict chronological gradations between older and younger newspaper boys, as no such formal differentiation existed within the industry. Girls represented an insignificant proportion of route carriers. On the transition to adulthood see John Modell, Frank F. Furstenberg, Jr., and Theodore Hershberg, "Social Change and Transitions to Adulthood in Historical Perspective," Journal of Family History 1 (1976): 7-33; Joseph F. Kett, Rites of Passage: Adolescence in America 1790 to the Present (New York, 1977); John Modell, Into One's Own: From Youth to Adulthood in the United States 1920-1975 (Berkeley, 1989); and Grace Palladino, Teenagers: An American History (New York, 1996), 3-46.
11. This article focuses on carriers between twelve and fifteen years of age. Since all workers in newspaper circulation under sixteen were referred to as boys, I have avoided calling teen carriers "adolescents." Likewise, 1 have not imposed strict chronological gradations between older and younger newspaper boys, as no such formal differentiation existed within the industry. Girls represented an insignificant proportion of route carriers. On the transition to adulthood see John Modell, Frank F. Furstenberg, Jr., and Theodore Hershberg, "Social Change and Transitions to Adulthood in Historical Perspective," Journal of Family History 1 (1976): 7-33; Joseph F. Kett, Rites of Passage: Adolescence in America 1790 to the Present (New York, 1977); John Modell, Into One's Own: From Youth to Adulthood in the United States 1920-1975 (Berkeley, 1989); and Grace Palladino, Teenagers: An American History (New York, 1996), 3-46.
12. This article focuses on carriers between twelve and fifteen years of age. Since all workers in newspaper circulation under sixteen were referred to as boys, I have avoided calling teen carriers "adolescents." Likewise, 1 have not imposed strict chronological gradations between older and younger newspaper boys, as no such formal differentiation existed within the industry. Girls represented an insignificant proportion of route carriers. On the transition to adulthood see John Modell, Frank F. Furstenberg, Jr., and Theodore Hershberg, "Social Change and Transitions to Adulthood in Historical Perspective," Journal of Family History 1 (1976): 7-33; Joseph F. Kett, Rites of Passage: Adolescence in America 1790 to the Present (New York, 1977); John Modell, Into One's Own: From Youth to Adulthood in the United States 1920-1975 (Berkeley, 1989); and Grace Palladino, Teenagers: An American History (New York, 1996), 3-46.
13. This article focuses on carriers between twelve and fifteen years of age. Since all workers in newspaper circulation under sixteen were referred to as boys, I have avoided calling teen carriers "adolescents." Likewise, 1 have not imposed strict chronological gradations between older and younger newspaper boys, as no such formal differentiation existed within the industry. Girls represented an insignificant proportion of route carriers. On the transition to adulthood see John Modell, Frank F. Furstenberg, Jr., and Theodore Hershberg, "Social Change and Transitions to Adulthood in Historical Perspective," Journal of Family History 1 (1976): 7-33; Joseph F. Kett, Rites of Passage: Adolescence in America 1790 to the Present (New York, 1977); John Modell, Into One's Own: From Youth to Adulthood in the United States 1920-1975 (Berkeley, 1989); and Grace Palladino, Teenagers: An American History (New York, 1996), 3-46.
14. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
15. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
16. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
17. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
18. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
19. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
20. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
21. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
22. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
23. Jon Bekken, "Newsboys: The Exploitation of 'Little Merchants' by the Newspaper Industry," in Newsworkers: Toward a History of the Rank and File, ed. Hanno Hardt and Bonnie Brennen (Minneapolis, 1995), 190-225; David Nasaw, Children of the City: At Work and At Play (New York, 1985), 62-87, 149-94; David E. Whisnant, "Selling the Gospel News, or: The Strange Career of Jimmy Brown the Newsboy," Journal of Social History 5 (Spring 1972): 269-309; and Jeremy P. Felt, Hostages of Fortune: Child Labor Reform in New York State (Syracuse, 1965), 57-61, 158-68. See also Walter I. Trattner, Crusade for the Children: A History of the National Child Labor Committee and Child Labor Reform in America (Chicago, 1970), 109-12, 193-95; LeRoy Ashby, Saving the Waifs: Reformers and Dependent Children, 1890-1917 (Philadelphia, 1984), 104-32; William J. Thorn and Mary Pat Pfeil, Newspaper Circulation: Marketing the News (New York, 1987), 35-54; and Alfred McClung Lee, The Daily Newspaper in America: The Evolution of a Social Instrument (New York, 1937), 287-300. An exception to the exploitation-only school is Vincent DiGirolamo, "Crying the News: Children, Street Work, and the American Press, 1830s-1920s" (Ph.D. diss., Princeton University, 1997). DiGirolamo examines the fascinating connections between street work and cultural representations of working children. The figure for newspaper workers in delivery service appears in American Newspaper Publishers Association Bulletin, Sept. 23, 1933: 554. Hereafter cited as ANPA Bulletin.
24. Chas. Payne, "The Case Plan," ICMA Bulletin (July 1929): 7-8. Membership figures in ICMA Buuetin (March 1930): 31. During the interwar period the Association issued two publications: the bi-monthly Bulletin, and the annual Proceedings. In 1992 the ICMA was merged out of existence when it, and six other organizations, formed the Newspaper Association of America hereafter NAA. A review of the ICM A's history is provided in ICMA Update (June 1992). The Proceedings, Bulletin and Update are available for viewing by appointment at the library of the NAA in Vienna, Virginia.
25. Chas. Payne, "The Case Plan," ICMA Bulletin (July 1929): 7-8. Membership figures in ICMA Buuetin (March 1930): 31. During the interwar period the Association issued two publications: the bi-monthly Bulletin, and the annual Proceedings. In 1992 the ICMA was merged out of existence when it, and six other organizations, formed the Newspaper Association of America hereafter NAA. A review of the ICM A's history is provided in ICMA Update (June 1992). The Proceedings, Bulletin and Update are available for viewing by appointment at the library of the NAA in Vienna, Virginia.
26. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
27. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
28. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
29. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
30. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
31. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
32. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
33. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
34. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
35. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
36. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
37. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
38. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
39. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
40. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
41. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
42. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan
43. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
44. On the rise of corporate salesmanship see Timothy B. Spears, 100 Years on the Road: The Traveling Salesman in American Culture (New Haven, 1995); Olivier Zunz, Making America Corporate 1870-1920 (Chicago, 1990), 175-97; Susan Strasser, Satisfaction Guaranteed: The Making of the American Mass Market (New York, 1989), 194-202; and Susan Porter Benson, Counter Cultures: Saleswomen, Managers, and Customers in American Department Stores, 1890-1940 (Urbana, 1986), 124-76. On advertising see Stuart Ewen, Captains of Consciousness: Advertising and the Social Roots of the Consumer Culture (New York, 1976); Roland Marchand, Advertising the American Dream: Making Way for Modernity, 1920-1940 (Berkeley, 1985); Jackson Lears, Fables of Abundance: A Cultural History of Advertising in America (New York, 1994); Daniel Pope, The Making of Modern Advertising (New York, 1983); and Stephen Fox, The Mirror Makers: A History of American Advertising and Its Creators (New York, 1984). The rise of mass consumption is discussed in Richard Wightman Fox and T. J. Jackson Lears, eds., The Culture of Consumption: Critical Essays in American History, 1880-1980 (New York, 1983); Daniel Horowitz, The Morality of Spending: Attitudes Toward the Consumer Society in America, 1875-1940 (Baltimore, 1985), 134-65; and Lizabeth Cohen, Making a New Deal: Industrial Workers in Chicago, 1919-1939 (New York, 1990), 100-58. On the achievement ethic of the 1930s see Dale Carnegie, How to Win Friends and Influence People (New York, 1936); Giles Kemp and Edward Claflin, Dale Carnegie: The Man Who Influenced Millions (New York, 1989); Charles R. Hearn, The American Dream in the Great Depression (Westport, 1977); and Loren Baritz, The Good Life: The Meaning of Success for the American Middle Class (New York, 1989), 105-65. For more on the American cult of success generally see Richard Huber, The American Dream of Success (New York, 1971); Richard Weiss, The American Myth of Success: From Horatio Alger to Norman Vincent Peale (Urbana, 1969) and Irvin G. Wyllie, The Self-Made Man in America: The Myth of Rags to Riches (New York, 1966).
45. Spears, 100 Years on the Road, vii. Periodic fund-raising drives, where Scouts were prepped to sell cookies and the like, were not part of a cohesive industry marketing policy.
46. For an example of a regional sales demonstration see the article on the Central States Circulation Managers' Association competition in Editor & Publisher, June 24, 1933: 11. On the growth of training programs between 1930-36, see the comments of manager C. E. Lemon just prior to the annual sales demonstrations in ICMA Proceedings (Thirty-Eighth/1936): 91.
47. For an example of a regional sales demonstration see the article on the Central States Circulation Managers' Association competition in Editor & Publisher, June 24, 1933: 11. On the growth of training programs between 1930-36, see the comments of manager C. E. Lemon just prior to the annual sales demonstrations in ICMA Proceedings (Thirty-Eighth/1936): 91.
48. In 1937 more than 350 managers, and 100 of their wives, attended the Association's convention. See ICMA Bulletin (June 1937): 1. Quotes from Editor & Publisher, June 21, 1930: 7; ICMA Bulletin (July 1931): 4-5 and ANPA Bulletin, April 4, 1934: 157.
49. In 1937 more than 350 managers, and 100 of their wives, attended the Association's convention. See ICMA Bulletin (June 1937): 1. Quotes from Editor & Publisher, June 21, 1930: 7; ICMA Bulletin (July 1931): 4-5 and ANPA Bulletin, April 4, 1934: 157.
50. In 1937 more than 350 managers, and 100 of their wives, attended the Association's convention. See ICMA Bulletin (June 1937): 1. Quotes from Editor & Publisher, June 21, 1930: 7; ICMA Bulletin (July 1931): 4-5 and ANPA Bulletin, April 4, 1934: 157.
51. In 1937 more than 350 managers, and 100 of their wives, attended the Association's convention. See ICMA Bulletin (June 1937): 1. Quotes from Editor & Publisher, June 21, 1930: 7; ICMA Bulletin (July 1931): 4-5 and ANPA Bulletin, April 4, 1934: 157.
52. For an introduction to role-playing theory see Phillip J. Decker and Barry R. Nathan, Behavior Modeling Training: Principles and Applications (New York, 1985), 61-67. On role playing in business see Ted Franks, ed., Role Playing in Industry (New York, 1959); and Raymond J. Corsini, Malcolm E. Shaw, and Robert R. Blake, Roleplaying in Business and Industry (New York, 1961). Applications for sales training are discussed in David Sellars III, Role Playing: The Principles of Selling (Fort Worth, 1992).
53. For an introduction to role-playing theory see Phillip J. Decker and Barry R. Nathan, Behavior Modeling Training: Principles and Applications (New York, 1985), 61-67. On role playing in business see Ted Franks, ed., Role Playing in Industry (New York, 1959); and Raymond J. Corsini, Malcolm E. Shaw, and Robert R. Blake, Roleplaying in Business and Industry (New York, 1961). Applications for sales training are discussed in David Sellars III, Role Playing: The Principles of Selling (Fort Worth, 1992).
54. For an introduction to role-playing theory see Phillip J. Decker and Barry R. Nathan, Behavior Modeling Training: Principles and Applications (New York, 1985), 61-67. On role playing in business see Ted Franks, ed., Role Playing in Industry (New York, 1959); and Raymond J. Corsini, Malcolm E. Shaw, and Robert R. Blake, Roleplaying in Business and Industry (New York, 1961). Applications for sales training are discussed in David Sellars III, Role Playing: The Principles of Selling (Fort Worth, 1992).
55. For an introduction to role-playing theory see Phillip J. Decker and Barry R. Nathan, Behavior Modeling Training: Principles and Applications (New York, 1985), 61-67. On role playing in business see Ted Franks, ed., Role Playing in Industry (New York, 1959); and Raymond J. Corsini, Malcolm E. Shaw, and Robert R. Blake, Roleplaying in Business and Industry (New York, 1961). Applications for sales training are discussed in David Sellars III, Role Playing: The Principles of Selling (Fort Worth, 1992).
56. The ten minute time limit for sales talks demonstrations appears in "Rules for Salesmanship Demonstration," ICMA Proceedings (Thirty-Eighth/1936): 90. The rules also specified that no boy over sixteen was allowed to participate. Regional elimination bouts determined the four teams that were permitted to perform at the ICMA meetings.
57. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
58. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
59. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
60. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
61. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
62. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
63. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
64. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
65. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
66. All quotations from the demonstrations appear in ICMA Proceedings. See (Thirty-Second/1930): 114-22; (Thirty-Third/1931): 131-46; (Thirty-Fourth/1932): 131-45; (Thirty-Fifth/1933): 110-29; (Thirty-Sixth/1934): 95-109; (Thirty-Seventh/1935): 120-32; (Thirty-Eighth/1936): 92-101; (Thirty-Ninth/1937): 57-71; and (Fortieth/ 1938): 141-47. Speakers in the text are identified by name, age, place and year. Throughout my discussion of the demonstrations I refer to the prospects as they were depicted - as men and women, with the understanding that they were, of course, juvenile carriers playing the parts of men and women.
67. The performances closely paralleled the documented reactions of adults to the onset of economic hardship during the 1930s. See Robert S. McElvaine, ed., Down & Out in the Great Depression: Letters from the "Forgotten Man" (Chapel Hill, 1983); Gerald Markowitz and David Rosner, eds., "Slaves of the Depression": Workers' Letters About Life on the Job (Ithaca, 1987); Studs Terkel, Hard Times: An Oral History of the Great Depression (New York, 1970); and Richard Lowitt and Maurine Beasley, One Third of a Nation: Lorena Hickok's Reports on the Great Depression (Champaign, 1981).
68. The performances closely paralleled the documented reactions of adults to the onset of economic hardship during the 1930s. See Robert S. McElvaine, ed., Down & Out in the Great Depression: Letters from the "Forgotten Man" (Chapel Hill, 1983); Gerald Markowitz and David Rosner, eds., "Slaves of the Depression": Workers' Letters About Life on the Job (Ithaca, 1987); Studs Terkel, Hard Times: An Oral History of the Great Depression (New York, 1970); and Richard Lowitt and Maurine Beasley, One Third of a Nation: Lorena Hickok's Reports on the Great Depression (Champaign, 1981).
69. The performances closely paralleled the documented reactions of adults to the onset of economic hardship during the 1930s. See Robert S. McElvaine, ed., Down & Out in the Great Depression: Letters from the "Forgotten Man" (Chapel Hill, 1983); Gerald Markowitz and David Rosner, eds., "Slaves of the Depression": Workers' Letters About Life on the Job (Ithaca, 1987); Studs Terkel, Hard Times: An Oral History of the Great Depression (New York, 1970); and Richard Lowitt and Maurine Beasley, One Third of a Nation: Lorena Hickok's Reports on the Great Depression (Champaign, 1981).
70. The performances closely paralleled the documented reactions of adults to the onset of economic hardship during the 1930s. See Robert S. McElvaine, ed., Down & Out in the Great Depression: Letters from the "Forgotten Man" (Chapel Hill, 1983); Gerald Markowitz and David Rosner, eds., "Slaves of the Depression": Workers' Letters About Life on the Job (Ithaca, 1987); Studs Terkel, Hard Times: An Oral History of the Great Depression (New York, 1970); and Richard Lowitt and Maurine Beasley, One Third of a Nation: Lorena Hickok's Reports on the Great Depression (Champaign, 1981).
71. For more on the psychological impact of the Depression on children see Glen H. Elder, Jr., Children of the Great Depression: Social Change in Life Experience (Chicago, 1974); and John A. Clausen, American Lives: Looking Back at the Children of the Great Depression (New York, 1993). Contemporary examinations of children within the family unit include Roger Angell, The Family Encounters the Depression (New York, 1936); and Ruth Shonle Cavan and Katherine Howland Ranck, The Family and the Depression: A Study of One Hundred Chicago Families (Chicago, 1938).
72. For more on the psychological impact of the Depression on children see Glen H. Elder, Jr., Children of the Great Depression: Social Change in Life Experience (Chicago, 1974); and John A. Clausen, American Lives: Looking Back at the Children of the Great Depression (New York, 1993). Contemporary examinations of children within the family unit include Roger Angell, The Family Encounters the Depression (New York, 1936); and Ruth Shonle Cavan and Katherine Howland Ranck, The Family and the Depression: A Study of One Hundred Chicago Families (Chicago, 1938).
73. For more on the psychological impact of the Depression on children see Glen H. Elder, Jr., Children of the Great Depression: Social Change in Life Experience (Chicago, 1974); and John A. Clausen, American Lives: Looking Back at the Children of the Great Depression (New York, 1993). Contemporary examinations of children within the family unit include Roger Angell, The Family Encounters the Depression (New York, 1936); and Ruth Shonle Cavan and Katherine Howland Ranck, The Family and the Depression: A Study of One Hundred Chicago Families (Chicago, 1938).
74. For more on the psychological impact of the Depression on children see Glen H. Elder, Jr., Children of the Great Depression: Social Change in Life Experience (Chicago, 1974); and John A. Clausen, American Lives: Looking Back at the Children of the Great Depression (New York, 1993). Contemporary examinations of children within the family unit include Roger Angell, The Family Encounters the Depression (New York, 1936); and Ruth Shonle Cavan and Katherine Howland Ranck, The Family and the Depression: A Study of One Hundred Chicago Families (Chicago, 1938).
75. The boys' emphasis on the money-saving features of their papers resembled the message of print advertising during the Depression. See the Listerine ad featured in the August 1933 issue of the Saturday Evening Post where readers learned that they could save $3 by switching to Listerine toothpaste. The ad is reproduced in Marchand, Advertising the American Dream, 289.
76. As this passage indicates, participants used guilt and shame to convince adults to part with their money. On training workers to manipulate emotions for profit see Arlie Russell Hochschild, The Managed Heart: Commercialization of Human Feeling (Berkeley, 1983). Inspirational door-to-door marketing is covered in Nicole Woolsey Biggart, Charismastic Capitalism: Direct Selling Organizations in America (Chicago, 1989).
77. As this passage indicates, participants used guilt and shame to convince adults to part with their money. On training workers to manipulate emotions for profit see Arlie Russell Hochschild, The Managed Heart: Commercialization of Human Feeling (Berkeley, 1983). Inspirational door-to-door marketing is covered in Nicole Woolsey Biggart, Charismastic Capitalism: Direct Selling Organizations in America (Chicago, 1989).
78. See the comments of P. F. Viets, of the Hartford Courant: "The impressions made upon each of us, and the possibilities which we visioned, were such that before we reached Hartford on our return from the convention a plan of action was already shaped in our minds which we decided to submit to our publisher for approval. Even the beauties of the Shenandoah Valley could not remove from our minds the idea of adopting the methods demonstrated at Asheville, revamped to fit our conditions." ICMA Proceedings (Thirty-Fourth/1932): 75.
79. W. D. Miller, "Training the Boy to be a Salesman," talk given before the Interstate Circulation Managers' Association, Atlantic City. Reprinted in ICMA Bulletin (March 1931): 7-8.
80. R. F. Currin, "Carrier Salesmen Training Schools," ICMA Proceedings (Thirty-Sixth/ 1934): 51-4.
81. Another paper held its bi-weekly meetings in a nearby YMCA; ibid., 77.
82. There was no shortage of information for those seeking to establish their own carrier training school. Circulation managers eagerly shared their knowledge of scheduling and running salesmanship classes. See the "Tentative Plan for Perpetual Carrier Promotion: Part 1 - Salesmanship Class," in I. Isenberg's, "Best Hour Plan." Talk given before the Interstate Circulation Managers' Association, reprinted in ICMA Bulletin (Jan. 1934): 16.
83. Seth J. Moore, "Sales Promotion - Home Delivery," ICMA Proceedings (Thirty-Third/1931): 51.
84. Jesse B. Birks, "Carrier Sales School Conducted By Trained Man," ICMA Proceedings (Thirty-Fourth/1932): 146-48.
85. ICMA Bulletin (March 1931): 7-8.
86. A. R. Poyntz, "Successful Promotion Methods," ICMA Proceedings (Thirty-Fourth/ 1932): 166.
87. E. S. Dobson, "The Carrier Boy - Training Him To Be a Salesman," paper read before the New York State Circulation Managers' Association, Albany, Oct. 14-15, 1930. Reprinted in ICMA Bulletin (Nov. 1930): 22.
88. The Colorado program is discussed in Clyde J. Bassett, "Making the Junior Merchant Make Money," talk given before the Midwest Circulation Managers' Association in Kansas City, Missouri. Reprinted in ICMA Bulletin (May 1933): 20, 30. The Association survey results were reported in Editor & Publisher, June 23, 1934: 11. On scholastic standards see ICMA Proceedings (Thirty-Fifth/1933): 105-08. The delay of performances is recorded in ICMA Proceedings (Thirty-Sixth/1934): 107. The team may have spent too much time in school and not enough time practicing salesmanship; they came in last.
89. The Colorado program is discussed in Clyde J. Bassett, "Making the Junior Merchant Make Money," talk given before the Midwest Circulation Managers' Association in Kansas City, Missouri. Reprinted in ICMA Bulletin (May 1933): 20, 30. The Association survey results were reported in Editor & Publisher, June 23, 1934: 11. On scholastic standards see ICMA Proceedings (Thirty-Fifth/1933): 105-08. The delay of performances is recorded in ICMA Proceedings (Thirty-Sixth/1934): 107. The team may have spent too much time in school and not enough time practicing salesmanship; they came in last.
90. The Colorado program is discussed in Clyde J. Bassett, "Making the Junior Merchant Make Money," talk given before the Midwest Circulation Managers' Association in Kansas City, Missouri. Reprinted in ICMA Bulletin (May 1933): 20, 30. The Association survey results were reported in Editor & Publisher, June 23, 1934: 11. On scholastic standards see ICMA Proceedings (Thirty-Fifth/1933): 105-08. The delay of performances is recorded in ICMA Proceedings (Thirty-Sixth/1934): 107. The team may have spent too much time in school and not enough time practicing salesmanship; they came in last.
91. The Colorado program is discussed in Clyde J. Bassett, "Making the Junior Merchant Make Money," talk given before the Midwest Circulation Managers' Association in Kansas City, Missouri. Reprinted in ICMA Bulletin (May 1933): 20, 30. The Association survey results were reported in Editor & Publisher, June 23, 1934: 11. On scholastic standards see ICMA Proceedings (Thirty-Fifth/1933): 105-08. The delay of performances is recorded in ICMA Proceedings (Thirty-Sixth/1934): 107. The team may have spent too much time in school and not enough time practicing salesmanship; they came in last.
92. Barnhardt quoted in ICMA Proceedings (Thirty-Fifth/1933): 131, 138-39. The Cleveland exhibit is discussed in "National Educational Association Exhibit in Cleveland, Ohio," ICMA Proceedings (Thirty-Sixth/1934): 110-11. A photo of the exhibit appeared in Editor & Publisher, March 10, 1934: 13.
93. Barnhardt quoted in ICMA Proceedings (Thirty-Fifth/1933): 131, 138-39. The Cleveland exhibit is discussed in "National Educational Association Exhibit in Cleveland, Ohio," ICMA Proceedings (Thirty-Sixth/1934): 110-11. A photo of the exhibit appeared in Editor & Publisher, March 10, 1934: 13.
94. Barnhardt quoted in ICMA Proceedings (Thirty-Fifth/1933): 131, 138-39. The Cleveland exhibit is discussed in "National Educational Association Exhibit in Cleveland, Ohio," ICMA Proceedings (Thirty-Sixth/1934): 110-11. A photo of the exhibit appeared in Editor & Publisher, March 10, 1934: 13.
95. Circulation managers initially gravitated toward Taylorism, but by the mid-1920s were incorporating managerial approaches from other service-related industries which stressed cooperation rather than coercion. Useful overviews of Taylorism include Daniel Nelson, Managers and Workers: Origins of the New Factory System in the United States 1880-1920 (Madison, 1975), 55-78 and Frederick W. Taylor and the Rise of Scientific Management (Madison, 1980). Alternatives to scientific management, such as personnel and impressionistic management, are discussed in Bruce E. Kaufman, The Origins & Evolution of the Field of Industrial Relations in the United States (Ithaca, NY, 1993), 21-29 and Angel Kwolek-Fotland, Engendeŕing Business: Men and Women in the Corporate Office, 1870-1930 (Baltimore, 1994), 70-93. For an extended anaylsis of how circulation mangers adapted these approaches to suit their own needs see Todd Alexander Postol, "Creating the American Paper Boy: Circulation Managers and Middle-Class Route Service in Depression-Era America"(Ph.D. diss., University of Chicago, 1997), chapter 5: "Managing the Carriers."
96. Circulation managers initially gravitated toward Taylorism, but by the mid-1920s were incorporating managerial approaches from other service-related industries which stressed cooperation rather than coercion. Useful overviews of Taylorism include Daniel Nelson, Managers and Workers: Origins of the New Factory System in the United States 1880-1920 (Madison, 1975), 55-78 and Frederick W. Taylor and the Rise of Scientific Management (Madison, 1980). Alternatives to scientific management, such as personnel and impressionistic management, are discussed in Bruce E. Kaufman, The Origins & Evolution of the Field of Industrial Relations in the United States (Ithaca, NY, 1993), 21-29 and Angel Kwolek-Fotland, Engendeŕing Business: Men and Women in the Corporate Office, 1870-1930 (Baltimore, 1994), 70-93. For an extended anaylsis of how circulation mangers adapted these approaches to suit their own needs see Todd Alexander Postol, "Creating the American Paper Boy: Circulation Managers and Middle-Class Route Service in Depression-Era America"(Ph.D. diss., University of Chicago, 1997), chapter 5: "Managing the Carriers."
97. Circulation managers initially gravitated toward Taylorism, but by the mid-1920s were incorporating managerial approaches from other service-related industries which stressed cooperation rather than coercion. Useful overviews of Taylorism include Daniel Nelson, Managers and Workers: Origins of the New Factory System in the United States 1880-1920 (Madison, 1975), 55-78 and Frederick W. Taylor and the Rise of Scientific Management (Madison, 1980). Alternatives to scientific management, such as personnel and impressionistic management, are discussed in Bruce E. Kaufman, The Origins & Evolution of the Field of Industrial Relations in the United States (Ithaca, NY, 1993), 21-29 and Angel Kwolek-Fotland, Engendeŕing Business: Men and Women in the Corporate Office, 1870-1930 (Baltimore, 1994), 70-93. For an extended anaylsis of how circulation mangers adapted these approaches to suit their own needs see Todd Alexander Postol, "Creating the American Paper Boy: Circulation Managers and Middle-Class Route Service in Depression-Era America"(Ph.D. diss., University of Chicago, 1997), chapter 5: "Managing the Carriers."
98. Circulation managers initially gravitated toward Taylorism, but by the mid-1920s were incorporating managerial approaches from other service-related industries which stressed cooperation rather than coercion. Useful overviews of Taylorism include Daniel Nelson, Managers and Workers: Origins of the New Factory System in the United States 1880-1920 (Madison, 1975), 55-78 and Frederick W. Taylor and the Rise of Scientific Management (Madison, 1980). Alternatives to scientific management, such as personnel and impressionistic management, are discussed in Bruce E. Kaufman, The Origins & Evolution of the Field of Industrial Relations in the United States (Ithaca, NY, 1993), 21-29 and Angel Kwolek-Fotland, Engendeŕing Business: Men and Women in the Corporate Office, 1870-1930 (Baltimore, 1994), 70-93. For an extended anaylsis of how circulation mangers adapted these approaches to suit their own needs see Todd Alexander Postol, "Creating the American Paper Boy: Circulation Managers and Middle-Class Route Service in Depression-Era America"(Ph.D. diss., University of Chicago, 1997), chapter 5: "Managing the Carriers."
99. Circulation managers initially gravitated toward Taylorism, but by the mid-1920s were incorporating managerial approaches from other service-related industries which stressed cooperation rather than coercion. Useful overviews of Taylorism include Daniel Nelson, Managers and Workers: Origins of the New Factory System in the United States 1880-1920 (Madison, 1975), 55-78 and Frederick W. Taylor and the Rise of Scientific Management (Madison, 1980). Alternatives to scientific management, such as personnel and impressionistic management, are discussed in Bruce E. Kaufman, The Origins & Evolution of the Field of Industrial Relations in the United States (Ithaca, NY, 1993), 21-29 and Angel Kwolek-Fotland, Engendeŕing Business: Men and Women in the Corporate Office, 1870-1930 (Baltimore, 1994), 70-93. For an extended anaylsis of how circulation mangers adapted these approaches to suit their own needs see Todd Alexander Postol, "Creating the American Paper Boy: Circulation Managers and Middle-Class Route Service in Depression-Era America"(Ph.D. diss., University of Chicago, 1997), chapter 5: "Managing the Carriers."
100. Quote from Editor & Publisher, June 2, 1934: 26; athletic themes and climbing contests are discussed in Editor & Publisher, June 23, 1934: 33.
101. Quote from Editor & Publisher, June 2, 1934: 26; athletic themes and climbing contests are discussed in Editor & Publisher, June 23, 1934: 33.
102. The catalog worked on a redemption system, with prizes tendered for a specified number of earned coupons. See Chicago Evening American, Junior Carrier Coupon Catalog: A Peach of an Assortment of Gifts for Our Boys! (Chicago: effective March 25, 1930). The catalog is housed with the Peter Eckel Collection, Series 9, Newspaper Industry Material, Firestone Library, Princeton University. Besides merchandise, almost all newspapers offered cash incentives tied to the number of new orders that a boy secured. At the end of a promotional campaign, earnings were sometimes distributed at a carrier party or sales meeting.
103. "Took Air Plane Rides," ICMA Bulletin (July 1930): 27; Ray South, "Prizes? Their Use to the Best Advantage in Boy Promotion - What are Best Prizes?," paper read before the Central States Circulation Managers' Association at Chicago, Sept. 20-21, 1932. Reprinted in ICMA Bulletin (May 1933): 16; "Wichita Eagle Stages Big Firecracker Hunt," ICMA Bulletin (July 1934): 30; Ohio and Texas trips are discussed in Editor & Publisher, June 4, 1932: 34.
104. "Took Air Plane Rides," ICMA Bulletin (July 1930): 27; Ray South, "Prizes? Their Use to the Best Advantage in Boy Promotion - What are Best Prizes?," paper read before the Central States Circulation Managers' Association at Chicago, Sept. 20-21, 1932. Reprinted in ICMA Bulletin (May 1933): 16; "Wichita Eagle Stages Big Firecracker Hunt," ICMA Bulletin (July 1934): 30; Ohio and Texas trips are discussed in Editor & Publisher, June 4, 1932: 34.
105. "Took Air Plane Rides," ICMA Bulletin (July 1930): 27; Ray South, "Prizes? Their Use to the Best Advantage in Boy Promotion - What are Best Prizes?," paper read before the Central States Circulation Managers' Association at Chicago, Sept. 20-21, 1932. Reprinted in ICMA Bulletin (May 1933): 16; "Wichita Eagle Stages Big Firecracker Hunt," ICMA Bulletin (July 1934): 30; Ohio and Texas trips are discussed in Editor & Publisher, June 4, 1932: 34.
106. "Took Air Plane Rides," ICMA Bulletin (July 1930): 27; Ray South, "Prizes? Their Use to the Best Advantage in Boy Promotion - What are Best Prizes?," paper read before the Central States Circulation Managers' Association at Chicago, Sept. 20-21, 1932. Reprinted in ICMA Bulletin (May 1933): 16; "Wichita Eagle Stages Big Firecracker Hunt," ICMA Bulletin (July 1934): 30; Ohio and Texas trips are discussed in Editor & Publisher, June 4, 1932: 34.
107. See, for example, the scholarship sponsored by the Springfield (Illinois) Register at the University of Illinois. ICMA Bulletin (March 1934): 11.
108. L.W. Hurt, "Promoting a Carrier Contest," ICMA Bulletin (July 1936): 3; Harry Pollak, "Carrier Competition and Promotion," paper read before the California Circulation Managers' Association. Reprinted in ICMA Bulletin (Jan. 1934): 11.
109. L.W. Hurt, "Promoting a Carrier Contest," ICMA Bulletin (July 1936): 3; Harry Pollak, "Carrier Competition and Promotion," paper read before the California Circulation Managers' Association. Reprinted in ICMA Bulletin (Jan. 1934): 11.
110. The Jackson (Michigan) Citizen Press was an exception to this rule. As early as 1914 the paper's carrier journal was offering stories about contests, advice on giving good service and personal tidbits about route workers. Unlike later publications, however, it did not emphasize formal sales training. See William R. Scott, Scientific Circulation Management for Newspapers (New York, 1915), 139-45.
111. The names of carrier papers during the 1930s reflected both old and new in newspaper circulation. The Kansas City Hustler harkened to the past, while the Des Moines Carrier Salesman and Scranton Route Bulkier pointed to the latest trends in juvenile salesmanship. See ICMA Bulletin (Sept. 1934): 20.
112. "San Francisco News Circulator Writes on Editing Junior Papers," ICMA Bulletin (Nov. 1933): 5.
113. Two copies of the maiden issue of the Times Carrier were preserved in the archives of the New York Times; one copy was generously given to this author. All quotations taken from Chattanooga Times Carrier, Sept. 1, 1933.
114. Because it took time, energy and skill to produce a quality carrier paper, some managers subscribed to the generic national publication, the American Newspaper Boy. The ANB was sold in bulk to circulation departments for free distribution to their carrier organizations. Copies of the ANB for the years 1936-39 are housed at the Library of Congress.
115. Lloyd Smith, The Paper Route: A Training for Any Business or Profession (Kansas City, 1929), 28; Newspaper District Management: Including the Hour-a-Day Plan of Training Newspaper Boys to Sell (Kansas City, 1933), 91-92; 149.
116. Lloyd Smith, The Paper Route: A Training for Any Business or Profession (Kansas City, 1929), 28; Newspaper District Management: Including the Hour-a-Day Plan of Training Newspaper Boys to Sell (Kansas City, 1933), 91-92; 149.
117. The N.B.A. Handbook for Newspaper Boys (Indianapolis, 1932), 68; Stephen H. Anderson, Newspaper Circulation Manual: For Carrier-Salesmen, Coaches and District Supervisors (Seattle, 1937), 74; C. D. O'Rourke, An Outlined Operation of the Circulation Department of a Metropolitan Newspaper (Cleveland, 1937), quote appears on 21. The responsibilities of managers begin on p. 61.
118. The N.B.A. Handbook for Newspaper Boys (Indianapolis, 1932), 68; Stephen H. Anderson, Newspaper Circulation Manual: For Carrier-Salesmen, Coaches and District Supervisors (Seattle, 1937), 74; C. D. O'Rourke, An Outlined Operation of the Circulation Department of a Metropolitan Newspaper (Cleveland, 1937), quote appears on 21. The responsibilities of managers begin on p. 61.
119. The N.B.A. Handbook for Newspaper Boys (Indianapolis, 1932), 68; Stephen H. Anderson, Newspaper Circulation Manual: For Carrier-Salesmen, Coaches and District Supervisors (Seattle, 1937), 74; C. D. O'Rourke, An Outlined Operation of the Circulation Department of a Metropolitan Newspaper (Cleveland, 1937), quote appears on 21. The responsibilities of managers begin on p. 61.
120. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
121. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
122. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
123. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
124. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
125. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
126. Henry Bonner McDaniel, The American Newspaperboy (Los Angeles, 1941), 129. War stamp quote appears in ICMA Proceedings (Forty-Sixth/1944): 143; figure for sales is given in "Treasury Department Writes Finis to Stamp Sales," ICMA Bulletin (Jan. 1946): 3. "Free enterprise" quote was used as the title of a dedication speech by John W. Snyder, Secretary of the Treasury on Oct. 3, 1952; a torch inscribed with these same words appears on the stamp itself. Information concerning the production and release of the Newspaper Boy Commemorative Stamp is housed in the National Philatelic Collection, National Museum of American History, Smithsonian Institution. The stamp is reproduced in The Postal Service Guide to U.S. Stamps (Washington, DC, 1994), 126. Sales talks appear in Frank W. Rucker, Newspaper Circulation ... What ... Where and How (Ames, IA, 1958), 131-34; see also C. K. Jefferson, Carrier Leadership (Reston, VA, 1969), 78-83. On the decline of juvenile carriers see "More Adults Join the Ranks of Carriers," Presstime: Journal of the American Newspaper Publishers Association (Feb. 1987): 21-27.
127. Kwolek-Folland, Engendering Business, 70.