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The Impact of Social Networks on Sales Training Transfer and Performance.

Record Type:	Language materials, manuscript : Monograph/item
Title/Author:	The Impact of Social Networks on Sales Training Transfer and Performance./
Author:	Runnalls, Blake A.
Description:	1 online resource (118 pages)
Notes:	Source: Dissertation Abstracts International, Volume: 79-01(E), Section: A.
Contained By:	Dissertation Abstracts International79-01A(E).
Subject:	Marketing. -
Online resource:	click for full text (PQDT)
ISBN:	9780355168334

The Impact of Social Networks on Sales Training Transfer and Performance.
Runnalls, Blake A.

The Impact of Social Networks on Sales Training Transfer and Performance. - 1 online resource (118 pages)

Source: Dissertation Abstracts International, Volume: 79-01(E), Section: A.

Thesis (Ph.D.)

Includes bibliographical references

Sales training provides salespeople with additional knowledge, skills, and abilities to help improve selling capabilities and subsequently firm performance. Although selling firms continue to invest billions of dollars in sales training, sales academics and practitioners are unaware of the many mechanisms that inhibit or promote the link between sales training and salesperson performance. Prior research has shown that social support in the form of both supervisor and peer support is a major factor that influences the effectiveness of training initiatives. In addition, it is widely acknowledged that as compared to passive learning, active learning enhances individual learning. To date there has been no research that has focused on the link between sales training and sales performance when considering supervisor and peer support, along with continuous individual learning. Adopting views from social capital theory and the theory of situated learning, I develop and test a comprehensive sales training transfer model, focused on identifying the interactive influence of sales training and social support in the form of knowledge and friendship networks on individual salesperson training transfer performance. In addition, I report how findings from this research can be utilized by sales organizations to increase individual learning through the identification, development, and support of intra-organizational social networks.

Electronic reproduction.
Ann Arbor, Mich. :
ProQuest,
2018

Mode of access: World Wide Web

ISBN: 9780355168334Subjects--Topical Terms:

557931
Marketing.
Index Terms--Genre/Form:

554714
Electronic books.

The Impact of Social Networks on Sales Training Transfer and Performance.
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245 1 4 $a The Impact of Social Networks on Sales Training Transfer and Performance.
264 0 $c 2017
300 $a 1 online resource (118 pages)
336 $a text $b txt $2 rdacontent
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338 $a online resource $b cr $2 rdacarrier
500 $a Source: Dissertation Abstracts International, Volume: 79-01(E), Section: A.
500 $a Adviser: Douglas E. Hughes.
502 $a Thesis (Ph.D.) $c Michigan State University $d 2017.
504 $a Includes bibliographical references
520 $a Sales training provides salespeople with additional knowledge, skills, and abilities to help improve selling capabilities and subsequently firm performance. Although selling firms continue to invest billions of dollars in sales training, sales academics and practitioners are unaware of the many mechanisms that inhibit or promote the link between sales training and salesperson performance. Prior research has shown that social support in the form of both supervisor and peer support is a major factor that influences the effectiveness of training initiatives. In addition, it is widely acknowledged that as compared to passive learning, active learning enhances individual learning. To date there has been no research that has focused on the link between sales training and sales performance when considering supervisor and peer support, along with continuous individual learning. Adopting views from social capital theory and the theory of situated learning, I develop and test a comprehensive sales training transfer model, focused on identifying the interactive influence of sales training and social support in the form of knowledge and friendship networks on individual salesperson training transfer performance. In addition, I report how findings from this research can be utilized by sales organizations to increase individual learning through the identification, development, and support of intra-organizational social networks.
533 $a Electronic reproduction. $b Ann Arbor, Mich. : $c ProQuest, $d 2018
538 $a Mode of access: World Wide Web
650 4 $a Marketing. $3 557931
655 7 $a Electronic books. $2 local $3 554714
690 $a 0338
710 2 $a ProQuest Information and Learning Co. $3 1178819
710 2 $a Michigan State University. $b Business Administration-Marketing. $3 1183010
773 0 $t Dissertation Abstracts International $g 79-01A(E).
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=10620115 $z click for full text (PQDT)