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A brand preference test was developed to measure the effects of competitive advertising. The test is superior to sales tests since results may be obtained at relatively low cost and are less influenced by irrelevant influences and special inducements which cause a temporary increase in sales.
Sales during the first few months on the job were found to be relatively ineffective in the prediction of the later success of salesmen of building materials. Weighted personal history items were found to be highly effective.
The methods which are used in the selection of salesmen are summarized, and the elements of good practice in selection research are discussed.
The Wrenn Study Habits Questionnaire was administered to a group of high school graduates who were entering nursing school. The validity of the questionnaire in predicting grades in academic courses was found to be negligible. These findings suggest that new students are unable or unwilling to...
A description of the timbre test which has been substituted for the consonance test in the revised edition of the Seashore Measures of Musical Talents.
Readability of 10-point text type with two points of leading as measured by the rate of voluntary blinking, the character of eye movements, and the rate of reading was found to diminish as the length of the line was increased from 13 to 21 picas. Further increases in length of line resulted in...
Weighted personal data items and a combination of life insurance and real estate sales ratings on the Strong Vocational Interest Blank were found to be effective in predicting the success of salesmen of detergents, while scores on the Bernreuter Personality Inventory showed no correlation with...
The problems involved in the application of experimental psychological research methods combined with engineering research techniques to traffic fall into two general fields, those concerned with what the driver can do and those concerned with what the driver will do. Typical studies in both...
When the familiarity of trade names is measured by the pure recall method, either the per cent of persons mentioning the trade name first or the per cent mentioning it in any serial position may be taken as an index of familiarity. These two indices were found to be highly correlated, but since...
Research in the selection of salesmen should take into account (1) the job environment of the salesmen, since men are selected for training in a particular situation, (2) the need for dynamic research, since the jobs of different salesmen not only differ with differences in job environment but...
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