ERIC Number: ED035833
Record Type: RIE
Publication Date: 1968
Reference Count: N/A
Video Tape Feedback in the Development of Listening Skills by Industrial Salesmen.
Stroh, Thomas Frederick
Using role playing and critique methodology, this research study investigated effects on learning caused by self-confrontation via video tape replay compared with audio tape replay. Twenty-five experienced industrial salesmen were taught listening skills, the use of open-ended and reflective questions, and related techniques; and each role played three sales interviews in private with the investigator. They were then divided into a control group (audio tape feedback) and an experimental group (video tape feedback). All subjects developed and applied effective listening skills during training. Overall differences between methods were not significant. However, video tape proved superior in reducing interruptions and increasing the sharing of the conversation, while audio tape was superior for active listening, nonverbal perception, use of questions, and the use of supportive statements. Video tape subjects decreased in effectiveness after the first performance and self-confrontation, but gained after the second. Control subjects improved steadily with each performance, and more or less evenly on all criteria. The factors of age, selling experience, and education proved insignificant. (author/ly)
Descriptors: Analysis of Variance, Audiotape Recordings, Behavior Change, Control Groups, Doctoral Dissertations, Evaluation, Experimental Groups, Feedback, Listening, Nonverbal Communication, Perception, Research, Role Playing, Salesmanship, Skill Development, Tests, Training Methods, Verbal Communication, Videotape Recordings
University Microfilms, 300 N. Zeeb Rd., Ann Arbor, Michigan, 48106 (Order No. 69-15,170, MF $3.00, Xerography $6.80)
Publication Type: N/A
Education Level: N/A
Authoring Institution: Columbia Univ., New York, NY.
Note: Ed. D. Thesis