Development and Test of Motivational Approaches for Increasing Use of Restraints

Details

• Creators:
  McNabb, Sandra D. ; Dueker, Richard L.
• Corporate Creators:
  Applied Science Associates
• Corporate Contributors:
  United States. National Highway Traffic Safety Administration
• Subject/TRT Terms:
  • Manual safety belts
  • Child restraint systems
  • Automobile dealers
  • Pilot studies
  • Safety programs
• Publication/ Report Number:
  DOT-HS-806-266 ; NTIS-PB83214577
• DOI:
  https://doi.org/10.21949/1525144
• Resource Type:
  Research Paper
• Geographical Coverage:
  United States
• Edition:
  Final report
• Corporate Publisher:
  United States. National Highway Traffic Safety Administration
• Abstract:
  A pilot program to persuade automobile dealers and salespeople to promote safety belts at the point-of-sale was developed and tested. The pilot program included key messages: encouraging the use of safety belts shows concern for the customer's well-being. This concern can translate into an increase in referral and repeat business, and an improvement in the image of the dealership. These messages were presented to the dealers and salespeople at a conference. Included as part of the conference was a videotape showing salespeople how to integrate safety belt information in sales presentations and a handbook on occupant restraint systems with tips on how to promote them to customers. Two additional sales training meetings were held to present the safety belt information directly to salespeople. The pilot program was well-received by the dealers and salespeople. They agreed that promoting safety belt usage shows concern for the customer. Salespeople did discuss safety belts with some of their customers, and some customers reported an increase in safety belt usage. /Abstract from report summary page/
• Format:
  PDF
• Funding:
  DTNH22-81-C-17096
• Download URL:
  https://rosap.ntl.bts.gov/view/dot/1362/dot_1362_DS1.pdf
• File Type:
  [PDF - 2.15 MB]
• Collection(s):
  NHTSA - Behavioral Safety Research
• Main Document Checksum:
  urn:sha256:07c38eda88c51c380654da953bbbe4e6fea4f5c4bfca2e9c5fb179e52323784a