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

A.M. Rosellini

Chapter 7 in Knowledge Discovery and Data Design Innovation:Proceedings of the International Conference on Knowledge Management (ICKM 2017), 2017, pp 127-144 from World Scientific Publishing Co. Pte. Ltd.

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.

Keywords: Knowledge Discovery; Big Data; Data Science; Data Analytics; Innovation (search for similar items in EconPapers)
JEL-codes: O30 (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (1)

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