Date of Award


Degree Name

Master of Arts



First Advisor

Dr. Richard W. Malott

Second Advisor

Dr. Dale Brethower

Third Advisor

Dr. Norman Peterson

Access Setting

Masters Thesis-Open Access


This study evaluated an incentive program used to recruit memberships through friend referrals in a health club. A multiple-baseline design was used to compare the relative number of referrals made per person in the incentive conditions to the number made in the no-incentive conditions. In the first incentive condition for the two groups involved, the changes in the mean number of referrals per person dropped from .317 and .295 to .129 and .029 under the no-incentive conditions and back up to .291 and .297 under the second incentive condition. In looking at the cost and revenues attributable to this incentive program it was found to have a cost-benefit ratio of 12:1.