Date of Award


Degree Name

Master of Arts



First Advisor

Dr. Dale Brethower

Second Advisor

Dr. R.W. Malott

Third Advisor

Dr. Alyce M. Dickinson

Access Setting

Masters Thesis-Open Access


The present study investigated the effects of self-monitoring alone to increase targeted key sales related behaviors with an outside sales representative. The data collected over a five-month period of time revealed a temporary increase in the overall percent of targeted behaviors performed on each sales call when self-monitoring was implemented. Performance dropped to baseline levels near the end of the first treatment phase prior to the reversal phase. The data were inconsistent across behaviors as to whether implementing self-monitoring caused them to change in the desired direction or not. Additional measures which were not directly influenced by the self-monitoring technique were presented to show trends in sales data as the study was being conducted. Thosse measures included: total gross sales per month, total sales by month per representative, and total commissions earned by sales representative per month.