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Full-Text Articles in Social and Behavioral Sciences
The Relationship Among Training Policy, Knowledge Transfer, And Performance Improvement: A Study Of Private Sector Organizations In The Kingdom Of Saudi Arabia, Fayez M. Shafloot
The Relationship Among Training Policy, Knowledge Transfer, And Performance Improvement: A Study Of Private Sector Organizations In The Kingdom Of Saudi Arabia, Fayez M. Shafloot
Dissertations
The purpose of this study was to explore human resource (HR) managers' perceptions of training practices (i.e., needs assessment, trainee preparation, training program review, accountability, management support, knowledge transfer, and performance improvement) in Saudi private sector organizations. The research questions were: (1) How do HR managers perceive the importance and or occurrence of training needs assessment, trainee preparation, training program review, accountability and management support? (2) How do HR managers perceive knowledge transfer and performance improvement as a function of training? and (3) What training factors do HR managers identify as being important to the delivery of training?
Data were …
Behavior Based Sales: A Study Of Behavioral Techniques For Sales Performance Improvement, Peder Henrik Seglund
Behavior Based Sales: A Study Of Behavioral Techniques For Sales Performance Improvement, Peder Henrik Seglund
Dissertations
The purpose of the present study was to evaluate the impact of a behavior-based sales training package on sales performance for the sales divisions of two different organizations located in separate cities in the Midwestern United States. The independent variable was a package that included: behavior-based sales training; feedback; and reinforcement. The primary dependent variable was sales performance results, which is a measure of the participants’ closing percentage. Secondary dependent variables included income, participant attendance at sales meetings, participant satisfaction, and changes in knowledge (at site 2 only).
The intervention package was implemented at each site over a course of …