Purpose: The benefits of spaced training over massed training practice are well established in the laboratory setting. In a field study design with sales trainings, the purpose of this paper is to investigate the effects of spaced compared with massed practice on transfer quantity and quality, sales competence, and key figures.…

Purpose: There are three purposes to this article: first, to offer a training approach to employee learning and performance improvement that makes use of a step-by-step process of skill/knowledge creation. The process offers follow-up opportunities for skill maintenance and improvement; second, to explain the conceptual bases of the approach; and…

Purpose: This study aims at investigating emotional intelligence based on competencies for sales and IT people. Design/methodology/approach: A study was conducted on 111 employees of 12 firms from four different sectors in which firms benefited extensively from IT and sales activities. Findings: Emotional Competency Inventory (ECI, 2.0) was used…

A literature review and data from 346 British business studies students identified the importance of relationship marketing approaches in business and highlighted the need for students to gain experience in work placements. Careful management of work placements by universities is required. (SK)