{"id":"https://openalex.org/W3205705495","doi":"https://doi.org/10.12794/metadc935559","title":"A Model of Salespeople's Training Attitudes and Related Outcomes","display_name":"A Model of Salespeople's Training Attitudes and Related Outcomes","publication_year":1999,"publication_date":"1999-08-01","ids":{"openalex":"https://openalex.org/W3205705495","doi":"https://doi.org/10.12794/metadc935559","mag":"3205705495"},"language":"en","primary_location":{"id":"doi:10.12794/metadc935559","doi":"https://doi.org/10.12794/metadc935559","is_oa":false,"landing_page_url":"https://doi.org/10.12794/metadc935559","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"University of North Texas","raw_type":"dissertation"},"volume":null,"type":"dissertation","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5061277221","display_name":"Phillip H. Wilson","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Phillip H. Wilson","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5061277221"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":1,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.9994999766349792,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.9994999766349792,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.00019999999494757503,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14309","display_name":"Employee Performance and Management","score":0.0,"subfield":{"id":"https://openalex.org/subfields/3307","display_name":"Human Factors and Ergonomics"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.796999990940094},{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.890999972820282},{"id":"https://openalex.org/keywords/training-attitudes","display_name":"training attitudes","score":0.7990000247955322},{"id":"https://openalex.org/keywords/perceived-training-needs","display_name":"perceived training needs","score":0.847000002861023},{"id":"https://openalex.org/keywords/transfer-of-training","display_name":"transfer of training","score":0.9200000166893005},{"id":"https://openalex.org/keywords/salesperson-performance","display_name":"salesperson performance","score":0.8180000185966492},{"id":"https://openalex.org/keywords/sales-force-management","display_name":"sales force management","score":0.6359999775886536},{"id":"https://openalex.org/keywords/salesperson-behavior","display_name":"salesperson behavior","score":0.5550000071525574},{"id":"https://openalex.org/keywords/personal-characteristics","display_name":"personal characteristics","score":0.550000011920929},{"id":"https://openalex.org/keywords/job-characteristics","display_name":"job characteristics","score":0.8410000205039978}],"concepts":[{"id":"https://openalex.org/C26760741","wikidata":"https://www.wikidata.org/wiki/Q160402","display_name":"Perception","level":2,"score":0.7179511785507202},{"id":"https://openalex.org/C2777211547","wikidata":"https://www.wikidata.org/wiki/Q17141490","display_name":"Training (meteorology)","level":2,"score":0.7174047231674194},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6625455021858215},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6239928603172302},{"id":"https://openalex.org/C2781083359","wikidata":"https://www.wikidata.org/wiki/Q2793360","display_name":"Personal selling","level":4,"score":0.6151273846626282},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.58985435962677},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.44275251030921936},{"id":"https://openalex.org/C174954385","wikidata":"https://www.wikidata.org/wiki/Q6206740","display_name":"Job performance","level":3,"score":0.41217541694641113},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.41041749715805054},{"id":"https://openalex.org/C2718322","wikidata":"https://www.wikidata.org/wiki/Q629463","display_name":"Job satisfaction","level":2,"score":0.20095202326774597},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.1282476782798767},{"id":"https://openalex.org/C2781402841","wikidata":"https://www.wikidata.org/wiki/Q1259790","display_name":"Sales promotion","level":3,"score":0.06863218545913696},{"id":"https://openalex.org/C153294291","wikidata":"https://www.wikidata.org/wiki/Q25261","display_name":"Meteorology","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.12794/metadc935559","doi":"https://doi.org/10.12794/metadc935559","is_oa":false,"landing_page_url":"https://doi.org/10.12794/metadc935559","pdf_url":null,"source":null,"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"University of North Texas","raw_type":"dissertation"},{"id":"pmh:info:ark/67531/metadc935559","doi":null,"is_oa":false,"landing_page_url":"https://digital.library.unt.edu/ark:/67531/metadc935559/","pdf_url":null,"source":{"id":"https://openalex.org/S4306400792","display_name":"University of North Texas Digital Library (University of North Texas)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I123534392","host_organization_name":"University of North Texas","host_organization_lineage":["https://openalex.org/I123534392"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Thesis or Dissertation"},{"id":"mag:3205705495","doi":null,"is_oa":false,"landing_page_url":"https://digital.library.unt.edu/ark:/67531/metadc935559/m2/1/high_res_d/1002672339-Wilson_COPYRIGHT.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":101,"referenced_works":["https://openalex.org/W176131565","https://openalex.org/W801718077","https://openalex.org/W810288981","https://openalex.org/W1524239735","https://openalex.org/W1595382387","https://openalex.org/W1598083348","https://openalex.org/W1971440513","https://openalex.org/W1972836745","https://openalex.org/W1973237682","https://openalex.org/W1975291297","https://openalex.org/W1978657741","https://openalex.org/W1980171176","https://openalex.org/W1981537915","https://openalex.org/W1986550533","https://openalex.org/W1986819779","https://openalex.org/W1989882594","https://openalex.org/W1993623573","https://openalex.org/W1994263489","https://openalex.org/W1994885467","https://openalex.org/W1996404757","https://openalex.org/W1997871409","https://openalex.org/W2000376173","https://openalex.org/W2004608901","https://openalex.org/W2005971352","https://openalex.org/W2009527024","https://openalex.org/W2011178514","https://openalex.org/W2012645943","https://openalex.org/W2014543370","https://openalex.org/W2015064790","https://openalex.org/W2015503955","https://openalex.org/W2017661737","https://openalex.org/W2019970984","https://openalex.org/W2023350458","https://openalex.org/W2023822268","https://openalex.org/W2025409117","https://openalex.org/W2026689473","https://openalex.org/W2030235029","https://openalex.org/W2037336426","https://openalex.org/W2040780635","https://openalex.org/W2045491516","https://openalex.org/W2048191365","https://openalex.org/W2055804082","https://openalex.org/W2057892852","https://openalex.org/W2058671037","https://openalex.org/W2059847013","https://openalex.org/W2060512097","https://openalex.org/W2066343366","https://openalex.org/W2068828493","https://openalex.org/W2078416660","https://openalex.org/W2080999495","https://openalex.org/W2083675669","https://openalex.org/W2087424353","https://openalex.org/W2087464385","https://openalex.org/W2089258835","https://openalex.org/W2095417327","https://openalex.org/W2097249871","https://openalex.org/W2098532930","https://openalex.org/W2098724756","https://openalex.org/W2100826189","https://openalex.org/W2106918454","https://openalex.org/W2110142091","https://openalex.org/W2115277030","https://openalex.org/W2122393754","https://openalex.org/W2122912498","https://openalex.org/W2124758073","https://openalex.org/W2126059557","https://openalex.org/W2141173261","https://openalex.org/W2142368091","https://openalex.org/W2152096576","https://openalex.org/W2157209757","https://openalex.org/W2157839339","https://openalex.org/W2162614344","https://openalex.org/W2244890595","https://openalex.org/W2273788940","https://openalex.org/W2309019847","https://openalex.org/W2312862906","https://openalex.org/W2313163322","https://openalex.org/W2313617540","https://openalex.org/W2313629401","https://openalex.org/W2314534240","https://openalex.org/W2314577358","https://openalex.org/W2318825096","https://openalex.org/W2322259141","https://openalex.org/W2325225273","https://openalex.org/W2333876356","https://openalex.org/W2334649638","https://openalex.org/W2335090155","https://openalex.org/W2335712328","https://openalex.org/W2344406253","https://openalex.org/W3022037462","https://openalex.org/W4231434585","https://openalex.org/W4232718713","https://openalex.org/W4235678817","https://openalex.org/W4237568451","https://openalex.org/W4239731035","https://openalex.org/W4243667233","https://openalex.org/W4244862599","https://openalex.org/W4244949193","https://openalex.org/W4246276146","https://openalex.org/W4248315031","https://openalex.org/W4254451175"],"related_works":["https://openalex.org/W2414511594","https://openalex.org/W2065849712","https://openalex.org/W2346478969","https://openalex.org/W2522372752","https://openalex.org/W2999723821","https://openalex.org/W2002234192","https://openalex.org/W4407766927","https://openalex.org/W2409743886","https://openalex.org/W4247945023","https://openalex.org/W4362570158"],"abstract_inverted_index":{"Today":[0],"many":[1],"selling":[2],"organizations":[3],"are":[4,163],"reexamining":[5],"and":[6,19,39,63,84,94,100,120,128,135,145,160],"revising":[7],"their":[8,158],"philosophy":[9],"for":[10,30,44,75],"managing":[11],"salespeople":[12,34,60],"because":[13],"of":[14,17,81,88,104,125,138,155],"increase":[15],"costs":[16],"hiring":[18],"maintaining":[20],"a":[21,150],"sales":[22,51,55,65,82,117,133],"force.":[23],"More":[24],"than":[25],"everm":[26],"management":[27],"is":[28,48],"looking":[29],"ways":[31],"to":[32,68],"assist":[33],"in":[35],"becoming":[36],"more":[37],"productive":[38],"effective":[40],"faster.":[41],"One":[42],"avenue":[43],"enhancing":[45],"salespersons'":[46],"performance":[47,93,162],"through":[49],"improved":[50,54],"training":[52,56,66,83,115,118,134,140,156],"practices.":[53],"practices":[57],"should":[58],"help":[59],"view":[61],"training,":[62],"how":[64],"transcends":[67],"the":[69,73,86],"job":[70,92,111],"environment.":[71],"Considering":[72],"need":[74],"greater":[76],"understanding":[77],"concerning":[78],"salespeople's":[79,130,153],"perceptions":[80,90,141],"assuming":[85],"influence":[87],"those":[89,139],"on":[91,142],"other":[95],"outcomes,":[96],"this":[97],"study":[98],"develops":[99],"executes":[101],"an":[102],"analysis":[103],"several":[105],"proposed":[106],"relationships":[107],"among":[108],"personal":[109],"characteristics,":[110,113],"related":[112,121],"perceived":[114],"needs,":[116],"variables,":[119],"outcomes.":[122],"The":[123],"program":[124],"research":[126],"identifies":[127],"evaluates":[129],"attitudes":[131],"toward":[132],"specifies":[136],"influences":[137],"salesperson'":[143],"behaviors":[144],"general":[146],"attitudes.":[147],"As":[148],"well,":[149],"relationship":[151],"between":[152],"transfer":[154],"materials,":[157],"use,":[159],"individual":[161],"evaluated.":[164]},"counts_by_year":[{"year":2021,"cited_by_count":1}],"updated_date":"2026-10-14T16:39:01.820549","created_date":"2021-10-25T00:00:00"}