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Abstract

The purpose of this case study was to analyze 6 months of training application in a nontechnical game theory setting. Three laboratory sales trainees were studied using training reports that logged their strategic decisions and the amount of sales they obtained from their clients. A pure strategy game theory analysis was conducted on the decisions by the sales trainees. Two types of strategies were derived from the study: (a) allocentric and (b) egocentric. The egocentric strategies yielded higher personal payoffs, while the allocentric strategies yielded higher organizational payoffs. Training intervention was withheld during the 6-month period in order to allow sales trainees to select their own strategies. The conclusions from the study indicated that if training lacks strategic alignment with organizational goals, sales trainees might select egocentric strategies that yield higher personal payoffs more often than higher company payoffs.