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- Title
The Variance-Weighted Comparison.
- Authors
McArthur, A. T. G.
- Abstract
This article focuses on the calculation of the variance-weighted comparison for the evaluation of the impact of sales training courses. The author presents a hypothetical example that shows some of the issues involved in how to weight information from sales areas where there are an unequal number of trained and untrained salesmen. He then evaluates the information used by weighting the difference between means of trained salesmen in each area and by weighting the difference by the number of untrained salesmen in each area. He proposes researchers would gain more value by weighting the differences in each area by the inverse of their variance to gain a minimum variance. The author believes this method is most effective when evaluating information from unplanned experiments.
- Subjects
SALES personnel; MATHEMATICAL models in business; MARKETING planning; BUSINESS mathematics; MARKETING research; MATHEMATICAL models of industrial management; SALES territories; TRAINING; ECONOMIC policy; CENTRAL economic planning
- Publication
Journal of Marketing Research (JMR), 1970, Vol 7, Issue 3, p385
- ISSN
0022-2437
- Publication type
Article
- DOI
10.2307/3150300