Character analysis and racism in marketing theory and practice

Marketing Theory

Volumn 12, Issue 4, 2012, Pages 485-508

  Tadajewski, Mark ^a  

^a DURHAM UNIVERSITY   (United Kingdom)

Author keywords

Character analysis; critical marketing studies; marketing theory; racism; sales

Indexed keywords

EID: 84871133881     PISSN: 14705931     EISSN: 1741301X     Source Type: Journal    
DOI: 10.1177/1470593112457742     Document Type: Article

References (154)

1. Alexander C.C.Prophet of American Racism: Madison Grant and the Nordic Myth.Phylon. 1962;23 (1): 73-90.
2. Althusser L.On Ideology. London: Verso; 2008.
3. Amann P.H.A "Dog in the Nighttime" Problem: American Fascism in the 1930s.The History Teacher. 1986;19 (4): 559-84.
4. Back L.,Quaade V.Dream Utopias, Nightmare Realities: Imaging Race and Culture within the World of Benetton Advertising.Third Text. 1993;7 (22): 65-80.
5. Baldwin N.Henry Ford and the Jews: The Mass Production of Hate. New York: Public Affairs; 2001.
6. Bar M.,Neta M.,Linz H.Very First Impressions.Emotion. 2006;6 (1): 269-78.
7. Bartels R.Influences on the Development of Marketing Thought, 1900-1923.Journal of Marketing. 1951;16:1-17.
8. Bartels R.The History of Marketing Thought. Columbus, OH: Grid; 1988.
9. BBC News (2008) 'Hair Colour "Determines Earnings"', URL (consulted May 2010): http://news.bbc.co.uk/1/hi/business/7537184.stm.
10. BBC News (2010) 'Pretty Women "Anger More Easily"', URL (consulted May 2010): http://news.bbc.co.uk/1/hi/8464990.stm.
11. Bernays E.Propaganda. New York: IG; 1928 [2005].
12. Bhatia S.Orientalism in Euro-American and Indian Psychology: Historical Representations of "Natives" in Colonial and Postcolonial Contexts.History of Psychology. 2002;5 (4): 376-98.
13. Blackford K.M.H.Lesson Eight: Character Analysis I. Chicago, IL: The Sheldon School; 1911a.
14. Blackford K.M.H.Lesson Nine: Character Analysis II. Chicago, IL: The Sheldon School; 1911b.
15. Blackford K.M.H.Scientific Character Analysis from the Hand.Business Philosopher. 1912a;:306-10.
16. Blackford K.M.H.Scientific Character Analysis from the Hand (Part 2).Business Philosopher. 1912b;:366-9.
17. Blackford K.M.H.Reading Character at Sight. New York: Independent Corporation; 1918.
18. Blackford K.M.H.,Newcomb A.Analyzing Character: The New Science of Judging Men; Misfits in Business, the Home and Social Life. New York: Henry Alden; 1917.
19. Bonilla-Silva E.Rethinking Racism: Toward a Structural Interpretation.American Sociological Review. 1996;62 (June): 465-80.
20. Bonilla-Silva E.The Linguistics of Color Blind Racism: How to Talk Nasty about Blacks without Sounding Racist.Critical Sociology. 2002;28 ((1-2)): 41-64.
21. Bonilla-Silva E.,Baiocchi G.Anything but Racism: How Sociologists Limit the Significance of Racism.Race & Society. 2001;4:117-31.
22. Bonilla-Silva E.,Dietrich D.The Sweet Enchantment of Color-blind Racism in Obamerica.Annals of the Academy of Political and Social Science. 2011;634 (March): 190-206.
23. Bonilla-Silva E.,Forman T.A."I Am Not a Racist but ": Mapping White College Students' Racial Ideology in the USA.Discourse & Society. 2000;11 (1): 50-85.
24. Bonilla-Silva E.,Goar C.,Embrick D.G.When Whites Flock Together: The Social Psychology of White Habitus.Critical Sociology. 2006;32 ((2-3)): 229-53.
25. Booms B.H.,Ward J.E.The Cons of Black Capitalism: Will this Policy Cure Urban Ills?.Business Horizons. 1969;:17-26.
26. Borgerson J.L.,Schroeder J.E.Ethical Issues of Global Marketing: Avoiding Bad Faith in Visual Representation.European Journal of Marketing. 2002;36 ((5/6)): 570-94.
27. Branchik B.,Davis J.F.Marketplace Activism: A History of the African American Elite Market Segment.Journal of Macromarketing. 2009;29 (1): 37-57.
28. Bristor J.M.,Lee R.G.,Hunt M.R.Race and Ideology: African-American Images in Television Advertising.Journal of Public Policy and Marketing. 1995;14 (1): 48-59.
29. Brown E.H.The Corporate Eye: Photography and the Rationalization of American Commercial Culture 1884-1929. Baltimore, MD: Johns Hopkins University Press; 2005.
30. Burton D.Ethnicity, Identity and Marketing: A Critical Review.Journal of Marketing Management. 2000;16:853-77.
31. Burton D.Towards a Critical Multicultural Marketing Theory.Marketing Theory. 2002;2 (2): 207-36.
32. Burton D.New Course Development in Multicultural Marketing.Journal of Marketing Education. 2005;27 (2): 151-62.
33. Burton D."Reading" Whiteness in Consumer Research.Consumption, Markets & Culture. 2009a;12 (2): 171-201.
34. Burton D.Non-White Readings of Whiteness.Consumption, Markets & Culture. 2009b;12 (4): 349-72.
35. Castro-Caldas A.,Grafman J.Those Were the (Phrenological) Days.Neuroscientist. 2000;6 (4): 297-302.
36. Cattell J.M.The Psychological Corporation.Annals of the American Academy of Political and Social Science. 1923;110:165-71.
37. Clark G.Beyond the Great Divide: Hollywood and Race Relations in the 1950s.Howard Journal of Communications. 1996;7:373-82.
38. Collins A.F.The Enduring Appeal of Physiognomy: Physical Appearance as a Sign of Temperament, Character and Intelligence.History of Psychology. 1999;2 (4): 251-76.
39. Coltrane S.,Messineo M.The Perpetuation of Subtle Prejudice: Race and Gender Imagery in 1990s Television Advertising.Sex Roles. 2000;42 ((5/6)): 363-89.
40. Cooke B.The Denial of Slavery in Management Studies.Journal of Management Studies. 2003;40 (8): 1895-918.
41. Crockett D.Marketing Blackness: How Advertisers Use Race to Sell Products.Journal of Consumer Culture. 2008;8 (2): 245-68.
42. Crockett D.,Wallendorf M.The Role of Normative Political Ideology in Consumer Behavior.Journal of Consumer Research. 2004;31 (December): 511-28.
43. CrockettD.GrierS.AWilliamsJ.A. (2003) 'Coping with Marketplace Discrimination: An Exploration of the Experiences of Black Men', Academy of Marketing Science Review. April, URL (consulted December 2008): http://www.amsreview.org/articles/crockett04-2003.pdf.
44. Dalrymple T.Do Criminal Masterminds Exist?.The Times Eureka. 2010;37.
45. Davis J.F."Aunt Jemima is Alive and Cookin'?" An Advertiser's Dilemma of Competing Collective Memories.Journal of Macromarketing. 2007;27 (1): 25-37.
46. Davis M."That's Interesting!" Towards a Phenomenology of Sociology and a Sociology of Phenomenology.Philosophy of the Social Sciences. 1971;1 (1): 309-44.
47. Della Femina J.From those Wonderful Folks Who Gave You Pearl Harbor: Front Line Dispatches from the Advertising War. Edinburgh: Canongate; 2010.
48. Dennis R.M.Social Darwinism, Scientific Racism, and the Metaphysics of Race.Journal of Negro Education. 1995;64 (3): 243-52.
49. Dewey J.The School as a Means of Developing a Social Consciousness and Social Ideals in Children.Journal of Social Forces. 1923;1 (5): 513-17.
50. Dunlap K.Fact and Fable in Character Analysis.Annals of the American Academy of Political and Social Science. 1923;110:74-80.
51. Edwards A.From Aunt Jemima to Anita Hill: Media's Split Image of Black Women.Media Studies Journal. 1993;7:215-22.
52. Firat A.F.,Dholakia N.Theoretical and Philosophical Implications of Postmodern Debates: Some Challenges to Modern Marketing.Marketing Theory. 2006;6 (2): 123-62.
53. Fosbroke G.E.Character Reading through the Analysis of the Features. New York: G.P. Putnam's Sons; 1914.
54. Foucault M.The Order of Things: An Archaeology of the Human Sciences. London: Routledge; 1966 [2002].
55. Fredrickson G.M.Racism: A Short History. Princeton, NJ: Princeton University Press; 2002.
56. Friedman W.A.Birth of a Salesman: The Transformation of Selling in America. Cambridge, MA: Harvard University Press; 2004.
57. Fuller L.Are We Seeing Things? The Pinesol Lady and the Ghost of Aunt Jemima.Journal of Black Studies. 2001;32 (1): 120-31.
58. Galloway L.Correspondence School Instruction by Non-academic Institutions.Annals of the American Academy of Political and Social Science. 1916;67:202-9.
59. Gallup G.H.Further Contributions, Twentieth Anniversary of the Psychological Corporation and to Honor its Founder, James McKeen Cattell.Journal of Applied Psychology. 1942;26 (1): 8-23.
60. Giroux H.A.Consuming Social Change: The "United Colors of Benetton".Cultural Critique. 1993-4;26 (Winter): 5-32.
61. Giroux H.A.,Searls S.Race Talk and "The Bell Curve" Debate: The Crisis of Democratic Vision.Cultural Critique. 1996;34 (Autumn): 5-26.
62. Gould S.J.The Mismeasure of Man. London: Penguin; 1981.
63. Grant M.The Passing of the Great Race. New York: Arno Press and the; 1918 [1970].
64. Gummesson E.Making Relationship Marketing Operational.International Journal of Service Industry Management. 1994;5 (5): 5-20.
65. Harlow J. (2010) 'Blonde Women Born to be Warrior Princesses', Times Online, URL (consulted April 2010: http://www.timesonline.co.uk/tol/news/science/genetics/article6990988.ece.
66. Harris A-M.,Henderson G.R.,Williams J.D.Courting Customers: Assessing Consumer Racial Profiling and Other Marketplace Discrimination.Journal of Public Policy & Marketing. 2005;24 (1): 163-71.
67. Hassin R.,Trope Y.Facing Faces: Studies on the Cognitive Aspect of Physiognomy.Journal of Personality and Social Psychology. 2000;78 (5): 837-52.
68. Heede S.From Micromarketing to Macromarketing: Radical Social System Paradigms.Journal of Macromarketing. 1981;1 (Fall): 60-1.
69. Henderson J.J.,Baldasty G.J.Race, Advertising, and Prime-time Television.Howard Journal of Communications. 2003;14:97-112.
70. Hollman W.A.,Kleiner B.H.Establishing Rapport: The Secret Business Tool to Success.Managing Service Quality. 1997;7 (4): 194-7.
71. Howland K.V.S.Reading Character at Sight. Blackford K.M.H., ed. New York: Independent Corporation; 1918:5-8.
72. Hoyt C.W.Scientific Sales Management Today. Bristol: Thoemmes; 1929[2000].
73. Ivey P.W.Salesmanship Applied. Chicago, IL: A.W. Shaw; 1926.
74. Jack G.Critical Marketing: Issues in Contemporary Marketing. Tadajewski M.Brownlie D., ed. Chichester: John Wiley; 2008:367-87.
75. Jastrow J.The Antecedents of the Study of Character and Temperament.Popular Science Monthly. 1915;86:590-614.
76. Keep W.W,Hollander S.C.,Dickinson R.Forces Impinging on Long-term Business-to-Business Relationships in the United States: An Historical Perspective.Journal of Marketing. 1998;62 (April): 31-45.
77. Kennedy D.A.Marketing Goods, Marketing Images: The Impact of Advertising on Race.Arizona State Law Journal. 2000;32:615-94.
78. Kingsbury F.A.Applying Psychology to Business.Annals of the American Academy of Political and Social Science. 1923;110 (1): 2-12.
79. Knutson J.O. (1955) 'SHELDON. A Name to Remember: He Gave Rotary a Slogan to Ignite the Imaginations of Men.The Rotarian. 1955;:21-23.
80. Kornhauser A.W.The Psychology of Vocational Selection.Psychological Bulletin. 1922;19 (4): 192-229.
81. Kramer P.A.Is the World Our Campus? International Students and US Global Power in the Long Twentieth Century.Diplomatic History. 2009;33 (5): 775-806.
82. Kreydatus B."You Are a Part of All of Us": Black Department Store Employees in Jim Crow Richmond.Journal of Historical Research in Marketing. 2010;2 (1): 108-29.
83. Laird D.A.The Basis of Tooth Paste Sales in Representative Communities.Journal of Applied Psychology. 1923;7 (2): 173-7.
84. Laird D.A.,Remmers H.A Study of Estimates of Intelligence from Photographs.Journal of Experimental Psychology. 1924;7 (6): 429-46.
85. Leonard T.C."More Merciful and Not Less Effective": Eugenics and American Economics in the Progressive Era.History of Political Economy. 2003;35 (4): 687-712.
86. Leonard T.C.Mistaking Eugenics for Social Darwinism: Why Eugenics is Missing from the History of American Economics.History of Political Economy. 2005;37 (Supplement): 200-33.
87. Lieberman L.Gender and the Deconstruction of the Race Concept.American Anthropologist. 1997;99 (3): 545-58.
88. Likert R.A Method for Measuring the Sales Influence of a Radio Program.Journal of Applied Psychology. 1936;20:175-82.
89. Link H.C.The Application of Psychology to Industry.Psychological Bulletin. 1920;17 (10): 335-46.
90. Lombardo G.P.,Foschi R.The European Origins of "Personality Psychology".European Psychologist. 2002;7 (2): 134-45.
91. Lombardo G.P.,Foschi R.The Concept of Personality in 19th French and 20th Century American Psychology.History of Psychology. 2003;6 (2): 123-42.
92. Lynd R.S.,Lynd H.M.Middletown: A Study in American Culture. New York: Harcourt, Brace; 1929.
93. MacDonald W.Mr. Grant's Plea for a Nordic, Protestant America.The New York Times. 1933;.
94. McKinney F.An Empirical Method of Analyzing a Sales Interview.Journal of Applied Psychology. 1937;21 (3): 280-99.
95. Mallinson C.,Brewster Z.W."Blacks and Bubbas": Stereotypes, Ideology, and Categorization Processes in Restaurant Servers' Discourse.Discourse and Society. 2005;16 (6): 787-807.
96. Markin R.J.Consumer Behaviour:A Cognitive Orientation. New York: Macmillan; 1974.
97. Markin R.J.The Role of Rationalization in Consumer Decision Processes: A Revisionist Approach to Consumer Behaviour.Journal of the Academy of Marketing Science. 1979;7 (4): 316-34.
98. Martin-Nielsen J."This War for Men's Minds": The Birth of a Human Science in Cold War America.History of the Human Sciences. 2010;23 (5): 131-55.
99. Mehaffy M.M.Advertising Race/Raceing Advertising: The Feminine Consumer(-Nation), 1876-1900.Signs: Journal of Women in Culture and Society. 1997;23 (1): 131-74.
100. Miller K.G.The Function of Psychology in the School of Business Administration.Annals of the American Academy of Political and Social Science. 1923;110 (1): 200-6.
101. Mitchell G.E.,Burtt H.E.Psychological Factors in the Sales Interview.Journal of Applied Psychology. 1938;22 (1): 17-31.
102. Mittelstaedt R.A.Economics, Psychology, and the Literature of the Subdiscipline of Consumer Behaviour.Journal of the Academy of Marketing Science. 1990;18 (4): 303-11.
103. Müller F.,van Zoonen L.,de Roode L.We Can't "Just Do It" Alone! An Analysis of Nike's (Potential) Contributions to Anti-racism in Soccer.Media, Culture & Society. 2008;30 (1): 23-39.
104. Mullings L.Interrogating Racism: Toward an Antiracist Anthropology.Annual Review of Anthropology. 2005;34:667-93.
105. Muniz A.M.,O'Guinn T.C.Brand Community.Journal of Consumer Research. 2001;27 (March): 412-32.
106. 'The Major Won't Help to Free Caged Pygmy - He Refers Negro Ministers to the Zoological Society - Crowd Annoys the Dwarf - Failing to Get Action from Other Sources the Committee Will Ask the Courts to Interfere', the.New York Times. 1906;12.
107. 'Madison Grant, 71, Zoologist, is Dead; Head of the New York Zoological Society since 1925 Sponsored the Bronx River Parkway', the.New York Times. 1937;31.
108. 'Havelock Ellis, Noted Writer, Dies', the.New York Times. 1939;.
109. Newby R.The "New Majority" Defeats White Nationalism? Assessing Issues of Race and Class in the Obama Presidency.Critical Sociology. 2010;36 (3): 371-86.
110. Newman J.W.Looking Around.Harvard Business Review. 1955;140 (142): 135-8.
111. Nixon H.K.Notes on the Measurement of Consumers' Attitudes.Journal of Marketing. 1936;1 (1): 13-19.
112. Oschrin E.A.B.Vocational Tests for Retail Saleswomen.Journal of Applied Psychology. 1918;2 (2): 148-55.
113. Ozanne J.L.,Corus C.,Saatcioglu B.The Philosophy and Methods of Deliberative Democracy: Implications for Public Policy and Marketing.Journal of Public Policy and Marketing. 2009;28 (1): 29-40.
114. Paterson D.G.F.,Ludgate K.E.Blonde and Brunette Traits: A Quantitative Study.Journal of Personnel Research. 1922-3;1:122-7.
115. Peñaloza L.Commentary: And the Beat Goes On! Critical Marketing for Community Development.Journal of Marketing Management. 2009;25 ((7-8)): 855-9.
116. Pettit M.Joseph Jastrow, the Psychology of Deception, and the Racial Economy of Observation.Journal of the History of the Behavioral Sciences. 2007;43 (2): 159-75.
117. Pollay R.W.,Lee J.S.,Carter-Whitney D.Separate, but Not Equal: Racial Segmentation in Cigarette Advertising.Journal of Advertising. 1992;21 (1): 45-57.
118. Primm E.,DuBois S.,Regoli R.Every Picture Tells a Story: Racial Representation on Sports Illustrated Covers.Journal of American Culture. 2007;30 (2): 222-31.
119. Puzzo D.A.Racism and the Western Tradition.Journal of the History of Ideas. 1964;25 (4): 579-86.
120. Ramamurthy A.Landscapes of Order and Imperial Control: The Representation of Plantation Production in Late-Nineteenth and Early-Twentieth Century Tea Advertising.Space and Culture. 2000;2 ((4/5)): 159-68.
121. Ripley W.Z.The Races of Europe: A Sociological Study. London: Kegan Paul, Trench, Trubner; 1899.
122. Rodriguez G.The White Anxiety Crisis: America is Getting a New Minority.Time. 2010;22:44-5.
123. Rose N.Calculable Minds and Manageable Individuals.History of the Human Sciences. 1988;1 (2): 179-200.
124. Rugh J.S.,Massey D.S.Racial Segregation and the American Foreclosure Crisis.American Sociological Review. 2010;75 (5): 629-51.
125. Schultz R.S.Standardized Tests and Statistical Procedures in Selection of Life Insurance Personnel.Journal of Applied Psychology. 1936;20 (5): 553-66.
126. Scott W.D.Personnel Administration as an Aid to Industrial Stability.Annals of the American Academy of Political and Social Science. 1920;90 (1): 138-42.
127. Scott W.D.,Howard D.T.Influencing Men in Business: The Psychology of Argument and Suggestion. New York: Ronald Press; 1928.
128. Sheldon A.F.Lesson Seven: Finding the Customer. Chicago, IL: The Sheldon School; 1911a.
129. Sheldon A.F.Lesson One, A General Survey. Chicago, IL: The Sheldon School; 1911b.
130. Sheldon A.F.,McDowell G. R.The Art of Selling. Chicago, IL: The Sheldon School; 1924.
131. Smith N.C.,Cooper-Martin E.Ethics and Target Marketing: The Role of Product Harm and Consumer Vulnerability.Journal of Marketing. 1997;61 (July): 1-20.
132. Spears T.B."All Things to All Men": The Commercial Traveller and the Rise of Modern Salesmanship.American Quarterly. 1993;45 (4): 524-57.
133. Spiro R.L,Perrault W.D.,Reynolds F.D.The Personal Selling Process: A Critical Review and Model.Industrial Marketing Management. 1977;5 (6): 351-64.
134. Stern B.B.Gender and Multicultural Issues in Advertising: Stages on the Research Highway.Journal of Advertising. 1999;28 (1): 1-9.
135. Stern B.Course Innovation: "Diverse Consumers: Race, Ethnicity, Religion, Social Class, and Gender".Marketing Education Review. 2008;18 (1): 55-60.
136. Strong E.K.Theories of Selling.Journal of Applied Psychology. 1925;9:75-86.
137. SweneyM. (2010) 'Bingo Website Banned for Presenting Negative Racial Stereotype', URL (consulted March 2010): http://www.guardian.co.uk/media/2010/mar/17/asa-tombola-ad.
138. Tadajewski M.Remembering Motivation Research: Toward an Alternative Genealogy of Interpretive Consumer Research.Marketing Theory. 2006;6 (4): 429-66.
139. Tadajewski M.Correspondence Sales Education in the Early Twentieth Century: The Case of The Sheldon School (1902-1939).Business History. 2011;53 (7): 1130-51.
140. Taylor C.M.W.E.B. DuBois's Challenge to Scientific Racism.Journal of Black Studies. 1981;11 (4): 449-60.
141. Tye L.The Father of Spin: Edward L. Bernays and the Birth of Public Relations. New York: Holt; 2002.
142. Varman R.,Saha B.Disciplining the Discipline: Understanding Postcolonial Epistemic Ideology in Marketing.Journal of Marketing Management. 2009;25 ((7-8)): 811-24.
143. Wacquant L.From Slavery to Mass Incarceration: Rethinking the "Race Question" in the US.New Left Review. 2002;13 ((Jan-Feb)): 41-60.
144. Ward D.B.Capitalism, Early Market Research, and the Creation of the American Consumer.Journal of Historical Research in Marketing. 2009;1 (2): 200-23.
145. Watson J.M.From Interpretation to Identification: A History of Facial Images in the Science of Emotion.History of the Human Sciences. 2004;17 (1): 29-51.
146. Weaver S.Liquid Racism and the Ambiguity of Ali G.European Journal of Cultural Studies. 2011;14 (3): 249-64.
147. Weems R.E.The Revolution will be Marketed: American Corporations and Black Consumers during the 1960s.Radical History Review. 1994;59 (Spring): 94-107.
148. Wheatland T.The Frankfurt School in Exile. Minneapolis, MN: University of Minneapolis Press; 2009.
149. White P.Advertising Research. New York: D. Appleton; 1927.
150. Who's Who in America (1934-5) 'Blackford, Katherine M(elvina) H(untsinger)', Vol. 18. Chicago, IL: A. N.
151. Witkowski T.Marketing Education and Acculturation in the Early Twentieth Century: Evidence from Polish Language Texts on Selling and Salesmanship.Journal of Historical Research in Marketing. 2012;4 (1): 97-128.
152. Wolff M.J.The Myth of the Actuary: Life Insurance and Frederick L. Hoffman's Race Traits and Tendencies of the American Negro.Public Health Reports. 2006;121 ((January-February)): 84-91.
153. Wulfeck W.H.The Role of the Psychologist in Market and Advertising Research.Journal of Applied Psychology. 1945;29 (2): 95-102.
154. Zuckerman M.E.,Carsky M.L.Contribution of Women to US Marketing Thought: The Consumers' Perspective, 1900-1940.Journal of the Academy of Marketing Science. 1990;18 (4): 313-17.