This study examines the impact of a specific training intervention on both individual- and unit-level outcomes. We sought to examine the extent to which a training intervention incorporating key elements of error management training: (1) positively impacted sales specific self-efficacy beliefs of trainees; and (2) positively impacted unit-level sales growth over time. Results of an 11-week longitudinal field experiment across 19 stores in a national bakery chain indicated that the sales self-efficacy of trainees significantly increased between the levels they had 2 weeks before the intervention started and 4 weeks after it was initiated. Results based on a repeated measures ANOVA also indicated significantly higher sales performance in the intervention group compared with a non-intervention control group. We also sought to address the extent to which individual-level effects may be linked to the organizational level. We also provide evidence with respect to the extent to which changes in individual self-efficacy were associated with unit-level sales performance. Results confirmed this multi-level effect as evidenced by a moderate significant correlation between the average self-efficacy of the staff of each store and its sales performance across the weeks the intervention was in effect. The study contributes to the existing literature by providing direct evidence of the impact of an HRD intervention at multiple organizational levels.

中文翻译：

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影响底线：探索以自我效能为导向的培训干预对单位级销售增长的影响

本研究考察了特定培训干预对个人和单位水平结果的影响。我们试图检查包含错误管理培训关键要素的培训干预的程度：（1）积极影响受训者的销售特定自我效能信念；(2) 随着时间的推移对单位级销售增长产生积极影响。在全国面包连锁店的 19 家门店进行的为期 11 周的纵向实地实验结果表明，受训者的销售自我效能感在干预开始前 2 周和干预开始后 4 周之间显着提高。基于重复测量方差分析的结果还表明，与非干预对照组相比，干预组的销售业绩显着提高。我们还试图解决个人层面的影响与组织层面的联系程度。我们还提供了关于个人自我效能感变化与单位级销售业绩相关程度的证据。结果证实了这种多层次效应，每家商店员工的平均自我效能与其在干预生效的几周内的销售业绩之间存在中度显着相关性就证明了这一点。该研究通过提供 HRD 干预在多个组织层面的影响的直接证据，为现有文献做出了贡献。结果证实了这种多层次效应，每家商店员工的平均自我效能与其在干预生效的几周内的销售业绩之间存在中度显着相关性就证明了这一点。该研究通过提供 HRD 干预在多个组织层面的影响的直接证据，为现有文献做出了贡献。结果证实了这种多层次效应，每家商店员工的平均自我效能与其在干预生效的几周内的销售业绩之间存在中度显着相关性就证明了这一点。该研究通过提供 HRD 干预在多个组织层面的影响的直接证据，为现有文献做出了贡献。