Chair: Morrow, John E.
ISBN  0-599-95177-X 
DAI-B 61/09, p. 4810, Mar 2001

 In order to compete more effectively in business and industry,  instructional designers must make use of the skills of an analyst to predict competitive prices of corporate training events. One such skill involves the use of linear regression. Very little literature exists on instructional design and development (IDD) pricing models—leaving mangers (IDD or otherwise) with negligible pricing resources. This study provided one new pricing model, the Competitive Pricing Model (CPM). Until further research is done the CPM should be used as only one of a portfolio of pricing resources. Using the properties of linear regression, this study took the first step toward identifying independent variables with statistically significant relationships to the prices of corporate training events. This study used a benchmarking analysis to gather information about training events that were available for purchase by any interested party. The dependent variable was total price of a training event. The independent variables included (a) the number of days the training event spanned, (b) the reputation of the provider, (c) the target audience for whom the training was designed, (d) the reported outcome level that the  training was designed to obtain, (e) the technical level of the training, (f) the geographic region where the training occurred, and (g) the specific type of provider that offered  the training. Additionally, two interaction variables (h) number of days times the target audience and (i) number of days times reputation were included as independent variables. The  unit of analysis was training event. In total, 185 training events are included in this study. Results obtained from this study suggested that the variables with statistically significant relationships to the total price of corporate training events included: number of days, provider's reputation, technical level, geographic region, type of provider and the interaction variables days times reputation and days times target audience.