ABSTRACT
Sales improvement is one path to profitability. Often, through the straightforward application of behavioral principles, tremendous gains are possible. Successful applications of behavioral principles have been achieved in a variety of settings such as retail (Mirman, 1982; Dickinson and O'Brien, 1982), department stores (Brown et al., 1980; Luthans, Paul, and Baker, 1981), airlines (Feeney et al., 1982), grocery stores (Greene et al., 1984), clubs and lounges (Martinko, 1986a; Ralis and O'Brien, 1986), fast-food restaurants (Martinko, White, and Hassel, 1989), and newspapers (Johnson, 1985).
