Influence of training in today marketing

Puan Rafidah binti Aziz

Research output: Contribution to journalArticleScientificpeer-review

Abstract

Quality of human resource is an asset to organization. Consequently, quality
training can promote both personal and organizational success. This study
suggests that training on salesperson’s knowledge and skills can develop the
positive beliefs and attitudes which lead to enhance organizational outcomes.
Most organizations meet their needs for training in a haphazard way rather
than design training in a rational way. The aim of the study is intended to
investigate the impact of training on salespeople’s knowledge and skills for
organizational benefits. Data were gathered by surveying 238 salespeople in
the Malaysian major retail shopping malls. Data were analyzed using the
partial least square technique. Training has significant impact on
salesperson’s experience (salesperson’s knowledge and salesperson’s skills),
while salesperson’s experience has positive impact on the three categories of
organizational outcomes (i.e., productivity, effectiveness and performance).
These findings have important implication for designing strategic plans for
the Malaysian retail industry.
Original languageEnglish
Pages (from-to)25-34
Number of pages10
JournalInternational Journal of Advanced and Applied Sciences
Volume2
Issue number5
Publication statusPublished - 2015
MoE publication typeA1 Journal article-refereed

Keywords

  • Training
  • Salesperson
  • Organization
  • Outcomes

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