I think this article, though poorly written in some aspects, is very pertinent in my current workplace. I am a Product Line Specialist in Electrical, Fluid Flow and Cutting Tools, etc. for an MRO Company and dedicate about 20 % of my day to advising Sales Representatives on technical aspects of the product line. I find that I have three standard initial reactions to my age and obvious sex:
- Latitude of Rejection: the Sales Representative refuses to believe that I can advise them on these products and procedures and request an authority figure (i.e. male) regardless of my qualifications or intentions. Approx. 30 to 40%.
- Latitude of Acceptance: the Sales Representative assumes that I am adept at my position and withholds immediate judgment of my skills and abilities until proven otherwise. Approx. 10 to 15%.
- Latitude of Non-commitment: the Sales Representative expresses doubt and listens tentatively to my reactions and answers – I find that I must be very assertive and firm in my judgments to persuade these reps that I am capable of advising them in technical electrical products and so forth. Approx. 35 to 45%.
Smith, S., Atkin, C., Martell, D., Allen, R., & Hembroff, L. (2006). A social judgment theory approach to conducting formative research in a social norms campaign. Communication Theory, 16, 142-152
No comments:
Post a Comment