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Knowledge Transfer Model to Measure the Impact of Formal Training on Sales Performance

In: Knowledge Discovery and Data Design Innovation Proceedings of the International Conference on Knowledge Management (ICKM 2017)

Author

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  • A.M. Rosellini

Abstract

The purpose of this study is to examine the relationship between formal training and knowledge transfer. A model is proposed to test the relationship between formal training and knowledge transfer and identify variables that might impact the effectiveness of training. This study uses empirical research that utilizes new methods to measure employee behaviors that impact sales and customer results. The case study uses a car dealership to test the variables. The objective of the study is to devlop a practical tool or method to understand how behavior analysis can be utilized to determine knowledge transfer.

Suggested Citation

  • A.M. Rosellini, 2017. "Knowledge Transfer Model to Measure the Impact of Formal Training on Sales Performance," World Scientific Book Chapters, in: Daniel Gelaw Alemneh & Jeff Allen & Suliman Hawamdeh (ed.), Knowledge Discovery and Data Design Innovation Proceedings of the International Conference on Knowledge Management (ICKM 2017), chapter 7, pages 127-144, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789813234482_0007
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    Cited by:

    1. Amy Rosellini, 2020. "Effective Knowledge Transfer and Behavioural Change in a Training Environment," Journal of Information & Knowledge Management (JIKM), World Scientific Publishing Co. Pte. Ltd., vol. 18(04), pages 1-14, January.

    More about this item

    Keywords

    Knowledge Discovery; Big Data; Data Science; Data Analytics; Innovation;
    All these keywords.

    JEL classification:

    • O30 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - General

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