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The purpose of this paper is to provide an historical review of Stanley C. Hollander's Sales Devices throughout the Ages, from 2500 BC to 1953 AD.

Using the historical review method, the paper examines a monograph with historical importance, summarizing the contents and analyzing it in the context of the author's life. With reference to outside sources, the paper seeks to improve understanding of the monograph within its historical context.

Sales Devices throughout the Ages provides a fascinating journey through 4,000 years of selling history. Analysis of the monograph and of its historical context reveals transformations in the legitimacy of selling, both within marketing and within society as a whole.

This monograph is one of Hollander's earliest works, and as a result, few library copies remain. We are not aware of any other reviews of this monograph, and are therefore pleased it is being brought to the fore in this special issue celebrating Hollander's life and work.

The aim of this paper is to provide a review of the literature on short selling. In particular, it seeks to describe the history of short selling and anti-shorting laws. With respect to short-selling regulation, the main emphasis will be placed on the UK FSA’s regulatory action.

This paper reviews the history of short selling and the development of anti-shorting laws, particularly with regard to the UK market. It also analyses the distinct literature on short selling.

The paper argues that the development of anti-shorting laws shows that regulators are instituting a policy unfavourable to short sellers. The opposers of short selling may be seen as lacking ideas and having the tendency to ban anything they do not like. Short sellers, on the other hand, may be seen as the elite bodyguards of the financial market whose job is to get rid of overvalued stocks, and ultimately keep the market safe and efficient. For this reason, short sellers deserve our praise and thanks, not our hatred and opprobrium.

To the authors’ knowledge, this paper is the first to review the history of short selling and the development of anti-shorting laws, particularly with regard to the UK market.

Wine is an integral part of so‐called “Old World” nations, amalgamating with the local history and landscape, and providing a powerful “origin branding”. To date, however, these dimensions have been discussed to a very limited extent in emerging “New World” wine regions, where the lack of a traditional heritage of wine making presents special challenges in terms of origin branding. The focus of most previous research has been on the viewpoints of consumers, not those of producers. This study seeks to explore these dimensions among small wine growers.

Using a qualitative approach, 42 interviews with winery operators from several emerging Western Australian wine regions were conducted.

In the absence of historical wine pioneers and traditions, winery operators in emerging wine‐producing regions use alternative means for “origin branding” that emphasise heritage and landscape characteristics centring on the wider “rural idyll”. These associations serve to forge a “vintage” identity for their industry, which essentially masks its youth for their region.

In view of the more than 200 small wineries operating in Western Australia the number of respondents in the study may not allow for making generalisations of the state's wine industry.

The current growth in the number of wineries in the regions studied and the increasingly acknowledged quality of their wine product may help towards the establishment of their history and identity, thus contributing to origin branding over time.

The study explores the importance of history and landscape among winery operators in promoting their wineries and their wine products in the context of emerging wine regions, an area for the most part ignored in contemporary research.

The purpose of this paper is to bridge the glaring gap in the sales literature due to the deficiency of historical research on the adoption of technology in personal selling and the resultant impacts on sales roles.

This paper traces the early adoption of technology by the sales force through information obtained from an extensive review of published works covering a nearly 130‐year timeframe. Where possible, efforts are made to chronicle the early use of these technologies by citing examples from historical publications of applications in selling situations.

In the exciting internet era, it is often unrecognized that adopting the latest technology in selling is a long, ongoing process which can be traced back at least to the beginning of professional personal selling in the mid‐1800s when the industrial revolution enabled dramatic increases in manufactured products. A review of the literature suggests that sales forces were often early adopters of new technologies that laid the groundwork for taking on new or expanded sales roles. With each new invention and its creative adoption and adaption to selling, new sales roles have been created or ongoing ones expanded or significantly modified. Many of the roles still entrusted to today's sales force are arguably linked to a succession of technological adoptions that occurred between the 1850s and 1980s.

From a historical perspective, this paper examines sales force technology development from the 1850s through the 1980s and the resultant impacts on sales force roles. To date, this historic technology‐sales force role relationship has not been adequately recognized or addressed in the sale literature. The analyses presented in the present study should prove useful for academics, students, and practitioners in the sales and marketing fields as well as researchers examining business history.

This article seeks to bring two hitherto neglected Polish language texts on selling and salesmanship to the attention of marketing historians. In contrast to Bartels' seminal work, this research aims to show that early marketing writing was not just in the English language and that early marketing thought was disseminated via instruction outside institutions of higher education. The research also intends to explore how marketing education served to acculturate one group of immigrants to American business norms.

The primary sources are Sprzedawca czyli: Sztuka Prowadzenia Handlu Podług Systemów Amerykańskich (Salesman: The Art of Commerce According to American Norms) by Józef Mierzyński and Sprzedawnictwo Sklepowe (Store Salesmanship), third edition, by Bolesław Z. Urbanski. Both were published in Chicago. Their tables of contents were translated and compared to selected English language texts on selling and salesmanship written about the same time. Additional information on the authors, publishers, and potential audience was also gathered to give context to these texts.

These Polish language books contained much of the same information as the English language literature on sales from the period, but with more information on personal comportment and more illustrative material. These books provide evidence of sophisticated business thinking among some Polish immigrants. Commercial correspondence courses and self‐instruction brought early marketing thought to this market and thus helped Poles enter the American economic mainstream.

The article shows that these are the first books on selling and salesmanship – or on any other marketing topic – known to be written in the USA prior to 1920 in a language other than English. They are worthy of close scrutiny because they reveal a new dimension to the early creation and dissemination of marketing thought.

The purpose of this paper is to explore how the Empire Marketing Board used enhanced marketing tools and approaches to reduce British consumer bias against foreign products. The paper asks: “How have marketers historically increased foreign exports to domestic markets?”

The paper comprises an historical account of the Empire Marketing Board during the 1920s and 1930s. Applying a qualitative approach, it relies on archival materials gathered by the author in the United Kingdom – including official and personal papers; newspaper and poster advertisements of the Board; and existing scholarship for its information.

The Board used three strategies in its advertisements: collaboration, showing how domestic and overseas markets were linked in mutually beneficial ways; globalization, emphasizing the expansive “home” market and the benefits of removing borders; and producer profiles, narrating the producers of imperial products to create the desire to benefit producers.

The strategies of the Board are not dissimilar to fair trade campaigns used by the private sector today, notably in coffee. Looking forward, these approaches could be valid ways for companies today to reduce consumer bias against foreign goods, and this paper hopes to be a stepping-stone for future research.

Analyzing under-used archival sources, the paper illuminates the complex processes and ideologies embedded within the Board’s campaigns. The Empire Marketing Board played an important role in the interwar British consumer conceptualization of the relationship between Britain and her Empire, construction of a global British “home” market and the familiarization of imperial producers.

Describes the background to publishing in Scotland and outlines the nature and range of current Scottish publishing houses. Sets Scottish publishing within its UK and European context and indicates a number of major trends. Presents broad statistics of current Scottish publishing. Describes the nature, activities and achievements of 30 Scottish publishing houses, from large to small and from general to specialist.

The purpose of this paper is to evaluate the marketing of ethical and socially responsible investment (ESRI) funds to retail investors and to analysis the plausibility of the claims made in regard to their performance, achievements and prospects.

The paper presents an analysis of the claims and marketing strategy adopted in the ESRI industry's Action Guide for Financial Advisors document, produced for their National Ethical Investing Week, 2010.

The analysis indicates that the ESRI fund industry's Action Guide uses a number of unethical marketing techniques to induce retail investors into investing in ESRI funds and that many of the claims made on behalf of ESRI investing are implausible. Given the past history of mis‐selling in the investment fund sector, these findings ought to be of some concern to regulators and retail investors.

This is the first article that has linked the promotion and marketing of ESRI funds to possible mis‐selling practices.

The aim of this research paper is to examine why concert promoters sometimes advertise sold‐out live music shows when nobody can buy tickets any longer.

Durkheim's theory of religion as a thrilling social activity is used to hypothesize that the advertising of sold‐out events reminds audiences that star performers are popular and therefore helps to generate the “buzz” around them. Interviews with a series of promoters from the USA, UK and Canada revealed, however, that they see more immediate and mundane reasons for advertising sold‐out shows, including building the artist's career profile and training consumers to buy next time round.

It was found that promoters could also organize the sales and advertising process to bring sold‐out events into being. While their explanations diverged from a Durkheimian schema, the results of their actions did not. In effect they serendipitously did cultural work to further the Durkheimian process without being consciously concerned by it as an explanation of motives.

This paper suggests that the Durkheimian model illuminates a point of connection between commerce and affect in the reception of star performances. Further research on live music using the model as a hypothesis may therefore be useful.

This paper aims to describe the nature and significance of Sorel’s cooking appliance and to examine the promotion and marketing options used by Sorel to make it an appliance that was “widely used in private residences and by small eating houses.” It will highlight the role of the individual and will demonstrate that marketing and promotion strategies that are modulated by the social ambitions of the manufacturer.

The basis of this research is extensive quantitative and qualitative analysis of primary sources, mainly the advertisements placed by Sorel, supported by information in contemporary newspapers and journals.

Stanislas Sorel’s invention of an early form of thermostat allowed him to develop a stove that could cook a four-course family dinner largely unsupervised, an invention which was poised to revolutionise the lives of many households. Sorel was primarily an inventor striving for acceptance in the scientific world, with limited skills in the commercialisation of his inventions. His promotion and marketing efforts reflect both the social realities of the time and his own ambitions.

There has been very little research into the way small French inventors and manufacturers approached the marketing of their products. The paper provides a unique insight into the promotion techniques of a mid-nineteenth-century French inventor-cum-entrepreneur and highlights the role of the individual and how actions are constrained by ambition and opportunity. The paper provides an example of how research into how specific individuals can inform the larger history of marketing.