{"id":"https://openalex.org/W7047211544","doi":null,"title":"Effective Sales Education Training Delivery Methods: A Pragmatic Inquiry","display_name":"Effective Sales Education Training Delivery Methods: A Pragmatic Inquiry","publication_year":2024,"publication_date":"2024-05-30","ids":{"openalex":"https://openalex.org/W7047211544"},"language":"en","primary_location":{"id":"pmh:oai:scholarworks.waldenu.edu:dissertations-17150","doi":null,"is_oa":true,"landing_page_url":"https://scholarworks.waldenu.edu/dissertations/15880","pdf_url":"https://scholarworks.waldenu.edu/context/dissertations/article/17150/viewcontent/1081403.pdf","source":{"id":"https://openalex.org/S4377196507","display_name":"ScholarWorks (Walden University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I80046288","host_organization_name":"Walden University","host_organization_lineage":["https://openalex.org/I80046288"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Walden Dissertations and Doctoral Studies","raw_type":"text"},"volume":null,"type":"dissertation","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://scholarworks.waldenu.edu/context/dissertations/article/17150/viewcontent/1081403.pdf","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":null,"display_name":"Onyelobi-Miller, Eunice N","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I80046288","display_name":"Walden University","ror":"https://ror.org/02qp2hh41","country_code":"US","type":"education","lineage":["https://openalex.org/I80046288"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Onyelobi-Miller, Eunice N","raw_affiliation_strings":["Walden University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Walden University","institution_ids":["https://openalex.org/I80046288"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":["https://openalex.org/I80046288"],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":true,"cited_by_count":0,"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":true,"primary_topic":{"id":"https://openalex.org/T14088","display_name":"Generational Differences and Trends","score":0.9965999722480774,"subfield":{"id":"https://openalex.org/subfields/3319","display_name":"Life-span and Life-course Studies"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T14088","display_name":"Generational Differences and Trends","score":0.9965999722480774,"subfield":{"id":"https://openalex.org/subfields/3319","display_name":"Life-span and Life-course Studies"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.0024999999441206455,"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/T13611","display_name":"Education, Management, Technology, Human Resources","score":0.0003000000142492354,"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"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.9789999723434448},{"id":"https://openalex.org/keywords/generation-z-employees","display_name":"Generation Z employees","score":0.9179999828338623},{"id":"https://openalex.org/keywords/training-delivery-methods","display_name":"training delivery methods","score":0.8259999752044678},{"id":"https://openalex.org/keywords/sales-managers","display_name":"sales managers","score":0.9150000214576721},{"id":"https://openalex.org/keywords/learning-styles","display_name":"learning styles","score":0.6430000066757202},{"id":"https://openalex.org/keywords/artificial-intelligence-in-training","display_name":"artificial intelligence in training","score":0.8960000276565552},{"id":"https://openalex.org/keywords/intergenerational-differences","display_name":"intergenerational differences","score":0.6990000009536743},{"id":"https://openalex.org/keywords/trust-building","display_name":"trust building","score":0.7329999804496765},{"id":"https://openalex.org/keywords/diversity-and-inclusion","display_name":"diversity and inclusion","score":0.6159999966621399},{"id":"https://openalex.org/keywords/multigenerational-teams","display_name":"multigenerational teams","score":0.9419999718666077},{"id":"https://openalex.org/keywords/sales-growth","display_name":"sales growth","score":0.47999998927116394},{"id":"https://openalex.org/keywords/instructional-design","display_name":"instructional design","score":0.5630000233650208}],"concepts":[{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6876999735832214},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5655999779701233},{"id":"https://openalex.org/C74196892","wikidata":"https://www.wikidata.org/wiki/Q7781188","display_name":"Thematic analysis","level":3,"score":0.542900025844574},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5120000243186951},{"id":"https://openalex.org/C190248442","wikidata":"https://www.wikidata.org/wiki/Q839486","display_name":"Qualitative research","level":2,"score":0.4805000126361847},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.45239999890327454},{"id":"https://openalex.org/C2777211547","wikidata":"https://www.wikidata.org/wiki/Q17141490","display_name":"Training (meteorology)","level":2,"score":0.4372999966144562},{"id":"https://openalex.org/C156325361","wikidata":"https://www.wikidata.org/wiki/Q1152864","display_name":"Grounded theory","level":3,"score":0.4352000057697296},{"id":"https://openalex.org/C109359841","wikidata":"https://www.wikidata.org/wiki/Q728944","display_name":"Inclusion (mineral)","level":2,"score":0.42289999127388},{"id":"https://openalex.org/C2781285556","wikidata":"https://www.wikidata.org/wiki/Q1820370","display_name":"Learning styles","level":2,"score":0.40459999442100525},{"id":"https://openalex.org/C87156501","wikidata":"https://www.wikidata.org/wiki/Q7268708","display_name":"Qualitative property","level":2,"score":0.4016999900341034},{"id":"https://openalex.org/C2781316041","wikidata":"https://www.wikidata.org/wiki/Q1230584","display_name":"Diversity (politics)","level":2,"score":0.3797000050544739},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.2937999963760376},{"id":"https://openalex.org/C197386563","wikidata":"https://www.wikidata.org/wiki/Q6508686","display_name":"Leadership style","level":2,"score":0.2687999904155731},{"id":"https://openalex.org/C26517878","wikidata":"https://www.wikidata.org/wiki/Q228039","display_name":"Key (lock)","level":2,"score":0.2639000117778778},{"id":"https://openalex.org/C184356942","wikidata":"https://www.wikidata.org/wiki/Q830382","display_name":"Best practice","level":2,"score":0.2572000026702881},{"id":"https://openalex.org/C17022365","wikidata":"https://www.wikidata.org/wiki/Q171995","display_name":"Individualism","level":2,"score":0.25220000743865967}],"mesh":[],"locations_count":1,"locations":[{"id":"pmh:oai:scholarworks.waldenu.edu:dissertations-17150","doi":null,"is_oa":true,"landing_page_url":"https://scholarworks.waldenu.edu/dissertations/15880","pdf_url":"https://scholarworks.waldenu.edu/context/dissertations/article/17150/viewcontent/1081403.pdf","source":{"id":"https://openalex.org/S4377196507","display_name":"ScholarWorks (Walden University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I80046288","host_organization_name":"Walden University","host_organization_lineage":["https://openalex.org/I80046288"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Walden Dissertations and Doctoral Studies","raw_type":"text"}],"best_oa_location":{"id":"pmh:oai:scholarworks.waldenu.edu:dissertations-17150","doi":null,"is_oa":true,"landing_page_url":"https://scholarworks.waldenu.edu/dissertations/15880","pdf_url":"https://scholarworks.waldenu.edu/context/dissertations/article/17150/viewcontent/1081403.pdf","source":{"id":"https://openalex.org/S4377196507","display_name":"ScholarWorks (Walden University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I80046288","host_organization_name":"Walden University","host_organization_lineage":["https://openalex.org/I80046288"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Walden Dissertations and Doctoral Studies","raw_type":"text"},"sustainable_development_goals":[{"score":0.6164000034332275,"id":"https://metadata.un.org/sdg/4","display_name":"Quality education"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W7047211544.pdf","grobid_xml":"https://content.openalex.org/works/W7047211544.grobid-xml"},"referenced_works_count":83,"referenced_works":["https://openalex.org/W1495915475","https://openalex.org/W2023774497","https://openalex.org/W2097249871","https://openalex.org/W2140730837","https://openalex.org/W2143434127","https://openalex.org/W2150450088","https://openalex.org/W2624839742","https://openalex.org/W2765728675","https://openalex.org/W2884685836","https://openalex.org/W2916136405","https://openalex.org/W2936015247","https://openalex.org/W2963453293","https://openalex.org/W2969625533","https://openalex.org/W2978537008","https://openalex.org/W3006308831","https://openalex.org/W3006892261","https://openalex.org/W3009438752","https://openalex.org/W3018687864","https://openalex.org/W3023639742","https://openalex.org/W3030253100","https://openalex.org/W3036063864","https://openalex.org/W3038228746","https://openalex.org/W3038740551","https://openalex.org/W3046792845","https://openalex.org/W3084183376","https://openalex.org/W3092728304","https://openalex.org/W3094992648","https://openalex.org/W3095703149","https://openalex.org/W3096170107","https://openalex.org/W3098721081","https://openalex.org/W3121690210","https://openalex.org/W3121934114","https://openalex.org/W3124618094","https://openalex.org/W3133519281","https://openalex.org/W3142796880","https://openalex.org/W3155363509","https://openalex.org/W3157331354","https://openalex.org/W3157710576","https://openalex.org/W3171295943","https://openalex.org/W3176668009","https://openalex.org/W3181921673","https://openalex.org/W3185955171","https://openalex.org/W3192294822","https://openalex.org/W3199074910","https://openalex.org/W3199469836","https://openalex.org/W3199693472","https://openalex.org/W3200591319","https://openalex.org/W3205061031","https://openalex.org/W3208645186","https://openalex.org/W3216295479","https://openalex.org/W4200605378","https://openalex.org/W4205309911","https://openalex.org/W4210789873","https://openalex.org/W4213424378","https://openalex.org/W4220961544","https://openalex.org/W4225429682","https://openalex.org/W4225716729","https://openalex.org/W4225757834","https://openalex.org/W4226139216","https://openalex.org/W4226296210","https://openalex.org/W4281715246","https://openalex.org/W4286669558","https://openalex.org/W4287093257","https://openalex.org/W4293210716","https://openalex.org/W4308060187","https://openalex.org/W4308721590","https://openalex.org/W4309436126","https://openalex.org/W4310553116","https://openalex.org/W4313646934","https://openalex.org/W4315778715","https://openalex.org/W4319602712","https://openalex.org/W4321749503","https://openalex.org/W4322627607","https://openalex.org/W4323045328","https://openalex.org/W4328051263","https://openalex.org/W4361000505","https://openalex.org/W4368371102","https://openalex.org/W4380372914","https://openalex.org/W4385741920","https://openalex.org/W4388503650","https://openalex.org/W4390694913","https://openalex.org/W4391324141","https://openalex.org/W4391581387"],"related_works":["https://openalex.org/W3154223209","https://openalex.org/W3124916982","https://openalex.org/W4411058219","https://openalex.org/W3153644608","https://openalex.org/W7160231036","https://openalex.org/W4408693519","https://openalex.org/W4410921909","https://openalex.org/W4416744464","https://openalex.org/W4407182728","https://openalex.org/W2068761031"],"abstract_inverted_index":{"Ineffective":[0],"training":[1,70,126],"delivery":[2],"methods":[3],"developed":[4],"and":[5,35,39,42,45,67,95,108,133,142,161,169,184,193],"delivered":[6],"to":[7,58,65,75,153,165,181],"Generation":[8,72,92,143,156],"Z":[9,73,93,144,157],"employees":[10,74,94],"negatively":[11],"impact":[12,121],"a":[13],"sales":[14,62,69,77,84,151,187,191,196],"organization\u2019s":[15],"overall":[16],"profitability,":[17],"causing":[18],"the":[19,50,87,136,179,202],"risk":[20],"of":[21,52,122,201],"reduction":[22],"in":[23,29,86],"force":[24],"or":[25],"business":[26],"closure.":[27],"Grounded":[28],"content,":[30],"instructional":[31],"design,":[32],"programmed":[33],"learning,":[34],"recommendation":[36,148],"(CIP-R)":[37],"framework,":[38,49],"diversity,":[40],"individualism":[41],"teamwork,":[43],"technology,":[44],"organizational":[46],"supports":[47],"(DITTO)":[48],"purpose":[51],"this":[53],"qualitative":[54],"pragmatic":[55],"inquiry":[56],"was":[57],"explore":[59],"effective":[60],"strategies":[61],"managers":[63,85,152],"used":[64],"develop":[66],"deliver":[68],"for":[71,150,174,205],"increase":[76,166],"organizations\u2019":[78,170],"revenues.":[79,97,171],"The":[80,172],"participants":[81],"were":[82,99,116],"10":[83],"United":[88],"States":[89],"who":[90,198],"trained":[91],"impacted":[96],"Data":[98],"collected":[100],"using":[101],"semistructured":[102],"interviews,":[103],"public":[104,106],"websites,":[105],"documents,":[107],"archival":[109],"data.":[110],"Through":[111],"thematic":[112],"analysis,":[113],"six":[114],"themes":[115],"identified:":[117],"(a)":[118],"timing,":[119],"(b)":[120],"artificial":[123],"intelligence,":[124],"(c)":[125],"styles,":[127],"(d)":[128],"measurement,":[129],"(e)":[130],"building":[131],"trust,":[132],"(f)":[134],"understanding":[135],"generation":[137],"gap":[138],"between":[139],"senior":[140],"leadership":[141],"employees.":[145],"A":[146],"key":[147],"is":[149],"understand":[154],"their":[155],"employees'":[158],"learning":[159,163],"needs":[160,203],"optimal":[162],"styles":[164],"selling":[167],"skills":[168],"implications":[173],"positive":[175],"social":[176],"change":[177],"include":[178],"potential":[180],"promote":[182],"diversity":[183],"inclusion":[185],"within":[186],"organizations":[188],"from":[189],"current":[190],"leaders":[192,197],"engender":[194],"future":[195],"are":[199],"conscious":[200],"required":[204],"multigenerational":[206],"teams.":[207]},"counts_by_year":[],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2025-10-10T00:00:00"}
