John H. Hallaq

Who are your successful salespeople

Utilizing a systematic sample of 200 sales managers selected from manufacturing and wholesaling firms listed in the Dun and BradstreetMillion-Dollar Directory, a survey was conducted to determine whether or not a general profile of “successful” salespersons and another profile of “unsuccessful” salespersons could be constructed. A seven-point semantic differential scale was used to obtain ratings by sales managers of salespeople on each of twenty-four personal attributes. Profiles of “successful” and “unsuccessful” salespersons were found which showed large differences in ratings on the twenty-four personal attributes. Using factor analysis, a reduced set of personal characteristics was determined to predict “successful” and “unsuccessful” salespersons.

Scaling and factor analyzing peak experience

This paper proposes an objective approach for the evaluation of peak experiences. A similar methodology can be applied to nadir experiences a well. The major advantage of this alternatives is that of facilitating the process of data gathering on a variety of peak experiences and eliminating the bias produced by those capable of colorful accounts of their personal experiences. The results obtained through scaling are not only compatiable with the judgemental methods, but also provide additional information about the level or intensity of the experiences. The paper also investigated the possiblity of categoriztion of peak experiences objectively through the use the factor analysis. The results disagree with previous categorizations enough to make it advisable, or even necessary, to conduct more research in this area.

Adjustment for Bias in Discriminant Analysis

This paper demonstrates the use of an alternative technique when adjusting for bias in discriminant analysis (compatible with the use of R2 and adjusted R2 in regression analysis) for situations where a small sample size for groups exists. To demonstrate the technique, a simple random sample of 119 smokers was selected for the study. A discriminant analysis model was used to determine its predicting power in classifying the smokers into quitters, reducers, and nonchangers. Forty percent of the variability was attributed to group differences, which when adjusted, dropped to 34%. The model did significantly better than a random model in correctly classifying quitters and nonchangers, but was not effective in correctly classifying reducers.

Longitudinal Study of Preferences for Multinational Products

Economic national boundaries are crumbling at an accelerated rate today. International trade intensified and accelerated to a fever pitch with the advent of the trade imbalance and the balance of payments deficit. Consequently, aggressive marketing and promotional practices of many exporting firms were intensified by the countries these firms represented. This paper intended to address the consumers’ attitudinal preferences toward products of industrial nations.

The Use of Dummy Variables to Evaluate Promotional Programs in the Automobile Industry

A dummy variable in a regression model was used to represent a manufacturer (company name, image, reputation, and promotional activities). The coefficient of this variable became a measure of the premium paid for a particular manufacturer’s automobiles.