CASE ASSIGNMENTS

CASE ASSIGNMENTS



CASE ASSIGNMENTS

Devise a sampling scheme for investigating this problem. You

should carefully explain what sampling method(s) you have used

in order to take a random sample of the adverts in the Yellow

Pages.

Ans. Referring to the scenario the photo advts. In yellow pages through selling additional products to existing customers. Although the main task of yellow page sales representatives for national accounts is to seek new clients, they must also provide personal attention to potential customers because a national advertiser is highly sought after and has many advertising options that may need to be tailored regionally.

Location Information

The data for the study were collected via the Internet from employees at one organization located in the Midwest that sells national advertising. (Finner 2009 Pp. 77)

Predictor Information

The predictor used was the Chally Assessment System. Overview of the Chally Assessment System The Yellow pages Assessment System measures the underlying traits, temperaments, competencies, and behaviors thought to be related to success on the job. It is a collection of scales that have been developed and refined through factor analytic techniques and validated through a criterion-related approach. A specific profile is generated for each job through a job analysis and empirical validation research. The Yellow pages Assessment consists of a total of 119 scales for a wide variety of jobs (from jobs such as sales, administration, customer service, development, manager, professional staff, engineers, accountant, negotiation, sales manager, skilled, and technical). Twenty-two of the scales are relevant to sales, but data are only presented for the six scales relevant to the particular sales jobs covered in this study.

Criterion Information

The criteria was based on objective sales measures but also took into account managers estimates of sales performance. Objective sales figures in the form of three years of sales volume in relation to sales goals for each division, as well as net increase in business from advertiser to advertiser were used to identify consistent high performers and consistent low performers. These names were submitted to the division managers for their input in regards to potential moderators, (i.e. variability in regards to potential business in given sales territories). The final result was a rating of above average, average, or below averag

b. Use your sampling method to collect sufficient data. You should display your data using a suitable two-way table and graph.

Ans. Criteria setting as all scales are administered to all participants stepwise regression was run against the criteria to determine optimal prediction. The job analysis information is used to ensure that the results are theoretically consistent with the empirical results. The empirical and job analysis information agreed on the optimum choice of scales to use. The scales were originally validated on a sample of specific job related behaviors as rated by supervisors, and subsequent research has corroborated the predictive validity of the scales on subsequent samples from a variety of organizations. Only a sample of the scales relevant to sales positions are described within this paper, and none of the scales relevant to managerial performance ...