Is it used? A study of factors influencing the transfer of sales training

by Lacy, Michael M., Ph.D., CAPELLA UNIVERSITY, 2007, 155 pages; 3277690


The annual investment in organizational training is measured in the billions of dollars. In many organizations sales training consumes a significant component of their training overhead and budget. The challenge in all types of training is the determination of how to identify if the classroom learning has been transferred to the job. This study suggests one approach to identify participant's demographic barriers that may influence the successful transfer of the learning climate. The study uses the Learning Transfer System Inventory (LTSI) instrument developed by Holton III, E. F., Bates, R. A., and Ruona, W. E. (2000). The instrument consists of four scales which have been identified as factors influencing barriers to transfer of learning: Ability; Work Environment; Motivation; Trainee Characteristics. Following an analysis of the data the conclusion was reached that the Gender, Age or experience of the participant failed to have a significant relationship to the transfer of learning climate; however, there exist a potential relationship between the attitude and perception of the participants towards the training and the transfer of the learning climate.

AdviserJames Krolik
Source TypeDissertation
SubjectsMarketing; Management; Business education
Publication Number3277690

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