MALE/FEMALE BEHAVIOURAL DIFFERENCES IN AN ADVERTISING SALES ENVIRONMENT

Abstract

In contrast with the accounts of those without line management responsibilities, gives a perspective of how men and women work together in the world of advertising sales. Highlights the fact that, in a highly competitive environment, putting together the best team possible to win the business makes sense only if it ignores gender and focuses on skill requirements. Looks to recognize differences and, while some readers may challenge the delineation of skills as primarily being the preserve of one or the other of the sexes, is concerned to use those differences creatively in meeting the demands of the job, and the style of the client. Also argues that a numerical balance of men and women is seen by the workforce itself as healthier. Gives ample evidence of the industry′s concern to discriminate on ability not sex, but also concedes that the glass ceiling is cracked rather than shattered.

Citation

Green, A. (1992), "MALE/FEMALE BEHAVIOURAL DIFFERENCES IN AN ADVERTISING SALES ENVIRONMENT", Industrial and Commercial Training, Vol. 24 No. 4. https://doi.org/10.1108/00197859210012645