Evaluated a behavior modeling training program for sales representatives (N=58) in relation to effects on their sales performance. Results showed participants increased their sales by an average of seven percent during the ensuing six-month period, while the control group showed a 3 percent decrease. (JAC)

Studied motivational and environmental influences on training effectiveness. Tested an exploratory model describing the influence on trainee career and job attitudes on training outcomes (learning, behavior change, performance improvement). Results suggest that job involvement and career planning are antecedents of learning and behavior change.…

Investigated the impact of behavior modeling training in an industrial plant on male supervisors (N=44) using Kirkpatrick's (1976) four levels of evaluation. Results indicated no behavior or performance change with behavior modeling and re-emphasized the need to use Kirkpatrick's evaluation method to measure training program effectiveness. (LLL)