Fulltext

Suchard and the Emergence of Traveling Salesmen in Switzerland, 1860-1920

Rossfeld, Roman

In: Business History Review, 2008, vol. 82, no. 4, p. 735-759

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    Titel
    • Suchard and the Emergence of Traveling Salesmen in Switzerland, 1860-1920
    Autor
    • Rossfeld, Roman. ROMAN ROSSFELD is Wissenschaftlicher Assistent (teaching and research associate) at the Forschungsstelle für Sozial- und Wirtschaftsgeschichte (Research Unit for Social and Economic History) at the University of Zurich in Switzerland.
    Dokumententyp
    • Postprint
    Sprache
    • Englisch
    Veröffentlicht in
    • Business History Review, 2008, vol. 82, no. 4, p. 735-759. Cambridge University Press
    Andere elektronische Ausgabe
    Klassifikation
    • Gesundheit
    OAI-PMH-ID
    • oai:doc.rero.ch:298461
    Summary
    Based on theoretical findings of the new institutional economics, this examination of the history of the Swiss chocolate company Suchard (founded in 1826) and the Verband Reisender Kaufleute der Schweiz (Association of Swiss Commercial Travelers) describes the economic significance, social image, and everyday life of traveling salesmen between 1860 and 1920. By 1900, commercial travelers formed a critical link between the enterprise and the market, helping to drive the vertical integration of production and distribution. They enjoyed high standing within the company, and many were promoted to executive levels. Traveling salesmen were largely responsible for procuring information and expanding product sales in an era that preceded specialized market research and the domination of advertising companies