Date of Award


Degree Name

Master of Arts



First Advisor

Dr. David O. Lyon

Second Advisor

Dr. Dale Brethower

Third Advisor

Dr. Paul Mountjoy

Access Setting

Masters Thesis-Open Access


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.

Included in

Psychology Commons