Basic Marketing Research 8th Edition by Tom Brown,Tracy Suter,Gilbert Churchill

Exercise 12

The research department of the company in Problem investigated the change in sales for each of the company's salespeople. Using criteria supplied by management, the department categorized all territory sales changes as "increased substantially," "increased marginally," or "no increase." Consider the following table, in which 260 sales personnel have been classified as old or new.
a. Does this table provide eta deuce of consistent variation Justify your answer.
b. What conclusions can be drawn about the relationship between X and Y on the basis of the table
Problem
Consider the following statement: "The increase in sales is due to the new sales personnel recruited over the last several years. Sales of the new salespeople are up substantially, while sales for longer-term salespeople have not increased."
a. Identify the causal factor (X) and the effect factor (Y) in the above statement.
b. Discuss the evidence that would be necessary to establish that factor (X) caused factor (Y) in the above statement.