The study examines the potential of conjoint analysis to provide and apply quantitative data to situations previously limited to non-quantitative analysis within the selection process. Chapter I presents a brief introduction to the sales force selection process. A discussion of the importance of effective selection to the organization as well as an explanation of the objectives, methodology, research questions, and limitations complete the chapter. Chapter II provides a detailed description of the contemporary sales force selection process. The chapter explains the objective and subjective activities and techniques utilized by management in selection decisions. Chapter III describes the steps involved in conjoint analysis and the specific conjoint measurement technique employed in the study. The questionnaire employed and the source of data are described in Chapter IV. An analysis of the results of the research completes the chapter. Chapter V presents the summary, conclusions, and recommendations of the study.
| Identifer | oai:union.ndltd.org:unt.edu/info:ark/67531/metadc332014 |
| Date | 08 1900 |
| Creators | Light, C. David |
| Contributors | Starling, Jack, Spalding, John Barney, Dorse, Alvin C. |
| Publisher | North Texas State University |
| Source Sets | University of North Texas |
| Language | English |
| Detected Language | English |
| Type | Thesis or Dissertation |
| Format | vi, 168 leaves : ill., Text |
| Rights | Public, Light, C. David, Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved. |
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