| Author: | Hodgson, D. |
| Title: | 'Taking it Like a Man': Masculinity, Subjection and Resistance in the Selling of Life Assurance |
| Journal: | Gender, Work and Organization
2003 : JAN, VOL. 10:1, p. 1-21 |
| Index terms: | SALES ORGANIZATION GENDER ANALYTICAL REVIEW |
| Language: | eng |
| Abstract: | This article examines the operation of mechanisms of control and modes of resistance within work organizations and interrogates the role of subjectivity in such mechanisms. Specifically, the author means to examine how forms of resistance are influenced by the masculine 'mystique' of given occupations, focusing on that which pervades the field of Sales. Theoretically, the work of Foucault on 'the self is adopted to examine how control at work is attempted and occasionally effected through the construction of a specifically gendered identity of 'the salesman'. With material from an 18- month study of a UK life assurance institution, Lifelong Assurance the author describes the operation of a bureaucratic technology of surveillance within the Sales division. |
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