The Applicability of Conjoint Measurement to the Selection Process of Professional Sales Personnel

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Description

The study examines the potential of conjoint analysis to provide and apply quantitative data to situations previously limited to non-quantitative analysis within the selection process. Chapter I presents a brief introduction to the sales force selection process. A discussion of the importance of effective selection to the organization as well as an explanation of the objectives, methodology, research questions, and limitations complete the chapter. Chapter II provides a detailed description of the contemporary sales force selection process. The chapter explains the objective and subjective activities and techniques utilized by management in selection decisions. Chapter III describes the steps involved in ... continued below

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vi, 168 leaves : ill.

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Light, C. David August 1984.

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This dissertation is part of the collection entitled: UNT Theses and Dissertations and was provided by UNT Libraries to Digital Library, a digital repository hosted by the UNT Libraries. It has been viewed 15 times . More information about this dissertation can be viewed below.

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  • Light, C. David

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Description

The study examines the potential of conjoint analysis to provide and apply quantitative data to situations previously limited to non-quantitative analysis within the selection process. Chapter I presents a brief introduction to the sales force selection process. A discussion of the importance of effective selection to the organization as well as an explanation of the objectives, methodology, research questions, and limitations complete the chapter. Chapter II provides a detailed description of the contemporary sales force selection process. The chapter explains the objective and subjective activities and techniques utilized by management in selection decisions. Chapter III describes the steps involved in conjoint analysis and the specific conjoint measurement technique employed in the study. The questionnaire employed and the source of data are described in Chapter IV. An analysis of the results of the research completes the chapter. Chapter V presents the summary, conclusions, and recommendations of the study.

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vi, 168 leaves : ill.

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UNT Theses and Dissertations

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  • August 1984

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  • Aug. 22, 2014, 6 p.m.

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  • Jan. 29, 2018, 10:39 a.m.

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Citations, Rights, Re-Use

Light, C. David. The Applicability of Conjoint Measurement to the Selection Process of Professional Sales Personnel, dissertation, August 1984; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc332014/: accessed April 22, 2018), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .