Date of Award


Degree Name

Doctor of Philosophy



First Advisor

Dr. Alyce M. Dickinson

Second Advisor

Dr. Eric J. Fox

Third Advisor

Dr. Bradley E. Huitema

Fourth Advisor

Dr. Barbara R. Bucklin


The purpose of this study was to compare the effects of a traditional (non-fluency) web-based training program with and without study objectives with a web-based fluency-building training program on the acquisition and retention of automotive product knowledge. The effects of the training conditions were assessed by how accurately and quickly participants responded on a product knowledge test immediately after training, four weeks after training, and eight weeks after training. A three-group between subjects design was used with 20 college students in each group. Results indicated that participants in the fluency training group were more accurate and fluent immediately after training, and four and eight weeks after training than participants in the other two training groups. Although these results suggest that fluency-building training leads to higher levels of performance and retention, practice was not controlled. This study extended previous studies because it examined the effects of fluency training with adult learners who completed training programs that were designed to train actual sales representatives in the automotive industry.

Access Setting

Dissertation-Open Access