Statistics, Books a la Carte Edition (13th Edition)
13th Edition
ISBN: 9780134090412
Author: Sincich, Terry T, MCCLAVE, James T.
Publisher: PEARSON
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Chapter 9, Problem 9.101ACI
Effectiveness of sales closing techniques. Industrial sales professionals have long debated the effectiveness of various sales closing techniques. For example, a University of Akron study investigated the impact of five different closing techniques and a no-close condition on the level of a sales prospect’s trust in the salesperson (Industrial Marketing Management, September 1996). More recently, a B2B Marketing Insider blog (October 7, 2010) examined five currently-used sales closing techniques. Consider the following study. Sales scenarios are presented to a sample of 230 purchasing executives. Each subject received one of the five closing techniques or a scenario in which no close was achieved. After reading the sales scenario, each executive was asked to rate his/her level of trust in the salesperson on a 7-point scale. The table reports the six treatments employed in the study and the number of subjects receiving each treatment.
| Treatments: Closing Techniques | Sample Size |
| 1 No close | 35 |
| 2 Financial close | 35 |
| 3 Time Line close | 30 |
| 4 Sympathy close | 40 |
| 5 The Visual close | 35 |
| 6 Thermometer close | 55 |
| Source: Based on J M Hawes “Do Closing Techniques Diminish Prospect Trust?” from Industrial Marketing Management, September 1996, Vol 25(5) | |
a. Consider the following hypotheses:
H0: The salesperson’s level of prospect trust is not influenced by the choice of closing method.
Ha: The salesperson’s level of prospect trust is influenced by the choice of closing method. Rewrite these hypotheses in the form required for an analysis of variance.
b. Assume the ANOVA F-statistic is F = 2.21. Is there sufficient evidence to reject H0 at α = .05?
c. What assumptions must be met for the test of part a to be valid?
d. Would you classify this experiment as observational or designed? Explain.
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Chapter 9 Solutions
Statistics, Books a la Carte Edition (13th Edition)
Ch. 9.1 - What are the treatments for a designed experiment...Ch. 9.1 - What are the treatments for a designed experiment...Ch. 9.1 - What is the difference between an observational...Ch. 9.1 - What are the experimental units on which each of...Ch. 9.1 - Identifying the type of experiment. Brief...Ch. 9.1 - Drafting NFL quarterbacks. Refer to the Journal of...Ch. 9.1 - Corporate sustainability and firm characteristics....Ch. 9.1 - Prob. 9.8ACBCh. 9.1 - Can money spent on gifts buy love? Refer to the...Ch. 9.1 - Value perceptions of consumers. Refer to the...
Ch. 9.1 - Value perceptions of consumers (contd). Refer to...Ch. 9.1 - Reducing stress in livestock transported to...Ch. 9.1 - Mixed gender decision-making groups. In business,...Ch. 9.1 - Testing a new pain-reliever tablet. Paracetamol is...Ch. 9.2 - Use Tables V, VI, VII, and VIII in Appendix D to...Ch. 9.2 - Find the following probabilities: a. P (F 3.48)...Ch. 9.2 - Consider dot plots 1 and 2 shown below. Assume...Ch. 9.2 - Refer to Exercise 9.17. Conduct a two-sample...Ch. 9.2 - Refer to Exercises 9.17 and 9.18. Complete the...Ch. 9.2 - A partially completed ANOVA table for a completely...Ch. 9.2 - The data in the next table resulted from an...Ch. 9.2 - Prob. 9.22ACBCh. 9.2 - Prob. 9.23ACBCh. 9.2 - Prob. 9.24ACBCh. 9.2 - Prob. 9.25ACBCh. 9.2 - Making high-stakes insurance decisions. The...Ch. 9.2 - Contingent valuation of homes in contaminated...Ch. 9.2 - Study of recall of TV commercials. Do TV shows...Ch. 9.2 - Do the media influence your attitude toward...Ch. 9.2 - Homework assistance for accounting students. Refer...Ch. 9.2 - Prob. 9.31ACICh. 9.2 - Is honey a cough remedy? Pediatric researchers...Ch. 9.2 - Prob. 9.33ACICh. 9.2 - Banning controversial sports team sponsors....Ch. 9.3 - Consider a completely randomized design with k...Ch. 9.3 - Prob. 9.36LMCh. 9.3 - Prob. 9.37LMCh. 9.3 - Prob. 9.38LMCh. 9.3 - Prob. 9.39LMCh. 9.3 - Prob. 9.40ACBCh. 9.3 - Evaluation of flexography printing plates. Refer...Ch. 9.3 - Guilt in decision making. The effect of guilt...Ch. 9.3 - Prob. 9.43ACBCh. 9.3 - Prob. 9.44ACBCh. 9.3 - Prob. 9.45ACICh. 9.3 - Study of recall of TV commercials. Refer to the...Ch. 9.3 - Prob. 9.47ACICh. 9.3 - Prob. 9.48ACICh. 9.3 - Prob. 9.49ACICh. 9.4 - A randomized block design yielded the following...Ch. 9.4 - Prob. 9.51LMCh. 9.4 - A randomized block design was used to compare the...Ch. 9.4 - Prob. 9.53LMCh. 9.4 - Prob. 9.54ACBCh. 9.4 - Peer mentor training at a firm. Peer mentoring...Ch. 9.4 - Prob. 9.56ACBCh. 9.4 - Interactive video games and physical fitness. Wii...Ch. 9.4 - Prob. 9.58ACBCh. 9.4 - A new method of evaluating health care research...Ch. 9.4 - Prob. 9.60ACICh. 9.4 - Prob. 9.61ACICh. 9.4 - Stress in cows prior to slaughter. What is the...Ch. 9.4 - Anticorrosive behavior of steel coated with epoxy....Ch. 9.5 - Suppose you conduct a 4 3 factorial experiment....Ch. 9.5 - Prob. 9.65LMCh. 9.5 - The partially complete ANOVA table given next is...Ch. 9.5 - Prob. 9.67LMCh. 9.5 - The next table gives data for a 2 2 factorial...Ch. 9.5 - Suppose a 3 3 factorial experiment is conducted...Ch. 9.5 - Dynamics of the buyer-seller relationship. An...Ch. 9.5 - Prob. 9.71ACBCh. 9.5 - Prob. 9.72ACBCh. 9.5 - Prob. 9.73ACBCh. 9.5 - Prob. 9.74ACBCh. 9.5 - Temptation in consumer choice. Are you willing to...Ch. 9.5 - Commercial eggs produced from different housing...Ch. 9.5 - Prob. 9.77ACICh. 9.5 - Eyewitnesses and mugshots. Criminologists...Ch. 9.5 - Impact of flavor name on consumer choice. Do...Ch. 9 - What is the difference between a one-way ANOVA and...Ch. 9 - Explain the difference between an experiment that...Ch. 9 - What are the treatments in a two-factor...Ch. 9 - Why does the experimentwise error rate of a...Ch. 9 - A completely randomized design is used to compare...Ch. 9 - An experiment employing a randomized block design...Ch. 9 - The following table shows a partially completed...Ch. 9 - Prob. 9.89ACBCh. 9 - Prob. 9.90ACBCh. 9 - Impact of paper color on exam scores. A study...Ch. 9 - Study of mutual fund performance. Mutual funds are...Ch. 9 - Study of mutual fund performance. Refer to...Ch. 9 - Prob. 9.94ACBCh. 9 - Prob. 9.95ACBCh. 9 - Prob. 9.96ACBCh. 9 - Bakers vs. brewers yeast. The Electronic Journal...Ch. 9 - A managerial decision problem. A direct-mail...Ch. 9 - Ethics of downsizing. A major strategic...Ch. 9 - Absentee rates at a jeans plant. A plant that...Ch. 9 - Effectiveness of sales closing techniques....Ch. 9 - Prob. 9.103ACICh. 9 - Prob. 9.104ACICh. 9 - Managers trust and job-related tension. Research...Ch. 9 - Testing the effectiveness of supermarket sales...Ch. 9 - Prob. 9.107ACICh. 9 - Prob. 9.108ACICh. 9 - Pollutants at a housing development. Polycyclic...Ch. 9 - Explain why both of the situations n Activity 8.1...
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