Date of Award
8-1987
Degree Name
Master of Arts
Department
Psychology
First Advisor
Dr. David O. Lyon
Second Advisor
Dr. Dale Brethower
Third Advisor
Dr. Paul Mountjoy
Access Setting
Masters Thesis-Open Access
Abstract
The research goal of this study was to determine if changing from an individual to a group quota system changed variability in sales performance. Data were collected within three branches of the company. Within subject and within group variances were calculated using salesclerk's sales figures. Three months of 1986 represented individual quota figures, while the same three months of 1987 represented group quota figures. Results of the within group variance found two departments had a variance decrease and one department had a variance increase. Cumulative sales for both systems found decreases in sales using the group quota system for two departments of $3,837 and $16,535 and one department increase of $11,699. Paired t test indicated nonsignificance. Apparently, changes in sales were not a result of the group quota system.
Recommended Citation
Bishop, Karen Beth, "A Comparison of Retail Sales Performance Under Individual and Group Quota Systems" (1987). Masters Theses. 1232.
https://scholarworks.wmich.edu/masters_theses/1232