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A Sociometric Analysis of Conflicting Role-Expectancies
Lauren G. Wispe
American Journal of Sociology
Vol. 61, No. 2 (Sep., 1955), pp. 134-137
Published by: The University of Chicago Press
Stable URL: http://www.jstor.org/stable/2771728
Page Count: 4
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The salesmen of a life insurance district completed a seven-item sociometric questionnaire asking them to indicate individuals best fulfilling certain business functions and to judge certain traits in persons. The factor analysis showed a large general and three specific factors; insurance intelligence, sociability-sympathy, aggresive salesmanship. The general factor had highest loadings on "sympathy" and lowest on "aggressiveness." The factors were interpreted as revealing the stereotype of an aggressive agent, in whom technical knowledge and sympathy had little place. These results illuminate the paradox in which expectancies relating to success in business preclude acceptance as a friend.
American Journal of Sociology © 1955 The University of Chicago Press