Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team

As the demands for competencies of salespeople are increasing under globalization, an effective competency management has been urged in need. However, regardless of the massive investment in learning and development, little is known about how GITN employees acquire competence at the workplace, espec...

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Main Author:	Mohd. Hanafiah, Norhajamiah
Format:	Thesis
Language:	English
Published:	2014
Subjects:	HD28 Management Industrial Management
Online Access:	http://eprints.utm.my/id/eprint/77977/1/NorhajamiahMohdHanafiahMFM20141.pdf
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id	my-utm-ep.77977
record_format	uketd_dc
spelling	my-utm-ep.779772018-07-18T07:38:32Z Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team 2014-07 Mohd. Hanafiah, Norhajamiah HD28 Management. Industrial Management As the demands for competencies of salespeople are increasing under globalization, an effective competency management has been urged in need. However, regardless of the massive investment in learning and development, little is known about how GITN employees acquire competence at the workplace, especially in the informal learning aspect. Therefore, this study aims to focus on the competence acquisiton of the sales team in GITN through the informal and incidental workplace learning. Qualitative triangulation method was adopted including focus group discussion, interview and document. Ten experienced respondents participated in the study. Atlas.ti 7 software was applied to analyze the qualitative data. The derived results show that the sales team in GITN with a good understanding of the meanings of competence and competency highlighted presentation skills, selling skills and time management skills that may be ignored by authorities. Supportive supervisor, supportive colleagues and technology could be key facilitators for the process; while, heavy workload, limited time, difficulty to collaborate with others as well as limited decision making power were considered as barriers. Moreover, the practicing model of informal and incidental workplace learning of GITN salespeople was figured out. To encourage competence acquisition among sales team in GITN, it was recommended offering rewards or certificates or incentives to the employees. 2014-07 Thesis http://eprints.utm.my/id/eprint/77977/ http://eprints.utm.my/id/eprint/77977/1/NorhajamiahMohdHanafiahMFM20141.pdf application/pdf en public http://dms.library.utm.my:8080/vital/access/manager/Repository/vital:85075 masters Universiti Teknologi Malaysia, Faculty of Management Faculty of Management
institution	Universiti Teknologi Malaysia
collection	UTM Institutional Repository
language	English
topic	HD28 Management Industrial Management
spellingShingle	HD28 Management Industrial Management Mohd. Hanafiah, Norhajamiah Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
description	As the demands for competencies of salespeople are increasing under globalization, an effective competency management has been urged in need. However, regardless of the massive investment in learning and development, little is known about how GITN employees acquire competence at the workplace, especially in the informal learning aspect. Therefore, this study aims to focus on the competence acquisiton of the sales team in GITN through the informal and incidental workplace learning. Qualitative triangulation method was adopted including focus group discussion, interview and document. Ten experienced respondents participated in the study. Atlas.ti 7 software was applied to analyze the qualitative data. The derived results show that the sales team in GITN with a good understanding of the meanings of competence and competency highlighted presentation skills, selling skills and time management skills that may be ignored by authorities. Supportive supervisor, supportive colleagues and technology could be key facilitators for the process; while, heavy workload, limited time, difficulty to collaborate with others as well as limited decision making power were considered as barriers. Moreover, the practicing model of informal and incidental workplace learning of GITN salespeople was figured out. To encourage competence acquisition among sales team in GITN, it was recommended offering rewards or certificates or incentives to the employees.
format	Thesis
qualification_level	Master's degree
author	Mohd. Hanafiah, Norhajamiah
author_facet	Mohd. Hanafiah, Norhajamiah
author_sort	Mohd. Hanafiah, Norhajamiah
title	Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
title_short	Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
title_full	Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
title_fullStr	Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
title_full_unstemmed	Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team
title_sort	workplace learning and competence acquisition: a single case study of gitn sdn berhad sales team
granting_institution	Universiti Teknologi Malaysia, Faculty of Management
granting_department	Faculty of Management
publishDate	2014
url	http://eprints.utm.my/id/eprint/77977/1/NorhajamiahMohdHanafiahMFM20141.pdf
_version_	1747817877182873600

Workplace learning and competence acquisition: a single case study of GITN Sdn Berhad sales team

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