Research On Retail Sales Or Training?
Q: Does anyone one this list know of any published behavior-analytical research on retail sales or training?
A: - What I'm really looking for is an analysis of the functional relationships between selling behavior and the behavior of buyers. I realize that controlled research on this would present some practical problems. - for example, he surveyed bank tellers and asked them to tell him every question they have ever been asked. Then for a banking system he would discover the answer to each question or where the answer could be found. Then he constructed "flash cards" with a question on one side and the answer or where the answer could be found on the other side. Subsequently, tellers in training reviewed (read/say) the cards to some level of fluency i.e., a high rate/min of accurate performance and a low rate of incorrect performance. These tellers in training, reportedly mastered in a few weeks what others had taken over a year to learn. Does he market a set of flashcards with an exploding dye pack that's set off in case the learner fails to reach a fluency criterion? - Does it have to be published? In any case, Og Lindsley many years ago used a conjugate schedule of reinforcement system to study interest in television programs and commercials, and published it in the Journal of Advertising Research. Og's research may be TOO behavioral, however, since he used direct measurement of a free-operant and both recorded rate of response and incorporated that as part of the conjugate sr+ system. As Marshall Dermer pointed out, Carl Binder's published a lot about training