The Effects of Behaviour Modelling Training on Managerial Attitudes and Performance: A Field Experiment

Abstract

To examine the impact of behaviour modelling training on attitudes and performance, 25 branch managers in an insurance company were randomly assigned to either a training or non‐training condition. The trainees spent 48 hours on eight modelling modules, designed to improve their skills in dealing with their subordinates. The trainees reacted favourably to the training programme immediately and six months later. The trainees also received significantly higher performance ratings than managers in the non‐training condition a year later. Their branch profits also increased significantly more than did those of the non‐training managers over the same period. These results suggest that intensive behaviour modelling can improve attitudes and performance in certain kinds of jobs.

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