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
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Online Access:http://eprints.utm.my/id/eprint/77977/1/NorhajamiahMohdHanafiahMFM20141.pdf
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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
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