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(Download PDF) Managing Performance Through Training and Development 7th Edition Saks Solutions Manual Full Chapter
(Download PDF) Managing Performance Through Training and Development 7th Edition Saks Solutions Manual Full Chapter
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CHAPTER 6
OFF-THE-JOB TRAINING METHODS
ESSENTIAL OUTCOME
After completing the lesson on this chapter, students should have a solid enough grasp
on the nine off-the-job training methods described to be able to differentiate each from
the others. They should also be cognizant of the factors involved in determining the
most appropriate training method (or methods) for addressing the performance problem
they are seeking to remedy.
• explain how to design a simulation with high physical and psychological fidelity
1. Most workplace training takes place off the job, and typically involves one or
more of the following instructional methods: lecture, discussion, case study, case
incident, behaviour modelling, role play, simulations, games, or action learning.
Each is described in some detail, and all are summarized in Table 6.1 on
page 177.
A good chance exists that the majority of the students in your class will be looking
forward to this middle section of the textbook, because they are more interested in
learning about, discussing, and actually experiencing training than thinking about the
important work that precedes and follows it. Thus, it will likely not be too difficult to
interest students in this chapter or the two chapters that follow. A high probability also
exists that your learners will have first-hand experience with at least several of the
training methods described in this chapter (especially lectures). These direct
experiences present opportunities for reflection as well as engagement in the lesson.
While this chapter presents opportunities to build on the direct experiences of your
students as recipients of at least some of these training methods, few, if any, will have
experience with them from the point of view of the trainer (though most students will
have had previous opportunities to deliver in-class presentations and therefore will have
some experience with the lecture method). This might make it challenging for them to
relate to the Tips for Trainers section that follows the description of each method. One
way to compensate for this (time permitting) is by having your learners take on the role
of trainer and try out at least one of the nine training methods as an in-class assignment
during a subsequent class. See Engagement Strategies below for further ideas on how
to go about this.
1. One effective way to actively engage your students while at the same time
provide them with an opportunity to experience the role of a trainer is to assign
them the task of designing and delivering a mini-training session on a topic
related to training and development. Working either individually or in teams
(depending on the size of your class and the time available for presentations),
students identify a training need (or select from a list of suggested topics—see
the list in the Resources for Mini-Training Sessions section), choose a training
method, deliver a mini-training session to their peers, and evaluate the results.
Thus, they experience first-hand the key elements of instructional systems
design (ISD). The seminars can be delivered one after another during a class
dedicated to the activity or distributed over several subsequent classes. A list of
2. For In-Class Exercise 2, on page 196: As a way of facilitating this exercise, have
students write their responses on corresponding “liked” and “didn’t like” aspects
of the training. Divide the class into groups of 4–5 students. Each group is
required to develop a comprehensive list of items under both categories. Review
the lists and ask the class what conclusions they draw from it. Debrief along the
lines of what themes seem to constitute effective training and which ones we
should avoid.
3. For In-Class Exercise 3, on page 196: Organize the class into triads in order for
them to experience a role-play exercise. In lieu of the students creating
scenarios, you may provide them with one they can relate to (e.g., a student
having difficulty with an instructor, registering for a course, getting a refund on a
product they purchased, etc.). Have the students play the role of customer, staff,
and observer. Ask them to conduct a brief role play (one or two minutes) and
then debrief, asking the observer to comment on what he/she observed. Have
them rotate three times so each student gets to do each part. Debrief as a large
group, focusing on students’ experience with the exercise.
5. For In-Class Exercise 5, on page 196: If you do not have sufficient class time to
conduct this exercise, you could have students participate in a brief game
instead. For ideas on games, see Web Links, below.
6. For In-Class Exercise 7, on page 196: Facilitate as a class discussion. Assign the
design segment as an individual or group assignment. This project can also be
assigned as homework.
Select four students at the start of the class and ask for their participation in this activity.
You will be asking them to teach “how to do an effective handshake” using the
behavioural modelling method.
Provide the four students with some time to “perfect” their handshake, making sure they
all agree on what constitutes the perfect handshake. Divide the class into four sections
with a trainer at the front of each section. (Students can remain in their seats for the
observation portion.) Following the four steps in behaviour modelling (page 182–183),
Students will observe the handshake technique, and then practise doing the handshake
with a partner. When they feel they have perfected it, they will perform the handshake
with their partner for the trainer and will be rewarded with a “prize” or “positive feedback”
if it is done successfully. If additional practice is needed, students will continue to
practise with their partner until they are ready to demonstrate their technique to the
trainer.
Ask students to discuss how they will ensure that “transfer” of this learned skill will take
place.
Consider having students shake hands in this manner at the start or end of the next few
classes to demonstrate that transfer has occurred.
Visual images are often invaluable in training, and as the saying goes, “A picture is
worth a thousand words.” Create and show a montage of various images of people
learning in the some of the settings described in this chapter (classroom, outdoor
learning) at the start of the class. Have students identify the various training methods
they see.
a) Have students create a short game to reinforce a concept from the course. It should
be a game that can be played asynchronously by other members of the class. Have
them post their game to the course website and challenge each other to select 2 or
3 games to play and discuss their experiences.
ASSESSMENT TOOLS
You may wish to make use of the Test Bank or PowerPoint slides, or at the end of a
class ask a student to summarize the key points from the lesson.
Good teaching requires the practice of ongoing self-assessment and reflection. At the
completion of this lesson, you may find it helpful to reflect on the following and consider
whether you want or need to make any adjustments for subsequent lessons.
ADDITIONAL RESOURCES
Chapter Summary
This chapter described nine of the most common off-the-job instructional training
methods. The advantages and disadvantages of each method were described, as well
as suggestions for their use and how to make them most effective for trainee learning
and retention. We also discussed instructional media and how they can be used with
the instructional methods. The chapter concluded with a discussion of how to choose
training methods and the main factors to consider. We also defined aptitude-treatment
interactions and how they need to be considered when choosing a training method. The
importance of combining instructional methods and using a blended delivery approach
was also discussed.
Lecture Outline
COMMENTS ACTIVITY
A. Introduction
Think for a moment about all the different Ask students in pairs to brainstorm a list of
ways you have received training. Chances all the different training methods they have
are, you have experienced many different experienced. As they call them out, list
methods and have found some to be more them on the board and mark those that
effective (and more enjoyable) for you qualify as “off-the-job.” State that these
than others. As a trainer, how do you are the ones you will be focusing on
decide which is the best method to use? during this lesson.
Web Links
1. For In-Class Exercise 1, on page 196: Students can do this exercise in small
groups (4–6 would be ideal). You may decide to use a list of potential topics and
let the groups choose which one they want to discuss and present. (Note: This is
a scaled-down alternative to the activity.)
2. For In-Class Exercise 6, on page 196: Facilitate this exercise in pairs or triads
and have each group present their plan with explanations. Discuss each group’s
presentation then debrief. Consider a different performance problem, such as
“Teach senior executives how to use Skype,” as it is unlikely that a senior
executive today would not be proficient in the use of e-mail.
3. For In-Class Exercise 8, on page 197: This can be assigned as a class project or
a homework assignment.
1. Select a topic you wish to learn more about from the list provided in class
(Possible Research/Presentation Topics), or choose your own (must be
approved by your instructor).
2. Sign up for a learning seminar time slot and indicate your topic.
3. Submit a one-page outline indicating your topic title, your approach/area of focus,
and at least three references (websites, books, periodicals, etc.) you intend to
use.
4. Present a seminar to a small group of your colleagues, during which time you will
share your knowledge of your topic. Your seminar should:
5. Using the findings from your research, plus your synthesis and feedback from
your learning seminar, prepare and submit a research paper (not exceeding
five typed pages) on your topic. Be sure to include:
• A title page containing the topic, your name, and your student number
• An introduction (a clear statement of the purpose of the paper)
• A listing of the related literature used (minimum three credible sources)
• An analysis of the literature and your own perspectives and insights
• A conclusion
Presenter: ___________________________
Rating
Low ⇒ ⇒ ⇒ ⇒ ⇒ ⇒ ⇒ High
Criteria
1 Overall organization and clarity of topic 1 2 3 4 5
2 Relevance of topic to Training & Development 1 2 3 4 5
3 Content 1 2 3 4 5
4 Quality of research 1 2 3 4 5
5 Discussion involvement 1 2 3 4 5
Comments:
1. Students will almost certainly suggest role play as the most logical (and likely
most effective) training method for this situation because of the practice
opportunities the method presents, but can also make valid cases for most of the
other methods (perhaps less so for games and action learning). The important
thing is that in making their recommendation they back it up with a solid rationale
based on the strengths and benefits of that particular training method.
1. Students should be able to state that while the training program was successful
on the service based upon the test scores and trainee reaction, it failed in that it
did not result in the desired behaviours the training was intended to produce.
Students should note that while trainees may have been trained cognitively and
may have been provided with helpful knowledge, the training did not provide
opportunity for practice and application of the new knowledge.
3. To provide opportunities for practice, students should identify role play and
possibly action learning as good choices to supplement the other training
methods and provide the practice opportunities that were lacking.
4. Students will likely have answered this question in their responses to #3.
5. Students should appreciate the significant impact that training methods can have
on training outcomes and training effectiveness. This is a good opportunity to
reinforce how having thoughtful and well-written training objectives can help with
the selection of the appropriate training methods.
1. a) Learning outcomes:
• Greeting customers effectively
• Assisting customers (and solving customer problems)
• Providing courteous, friendly service
b) Learning from learning theories:
• Conditioning theory suggests learning is a change in behaviour in
response to a stimulus. In the case of the training, the reward/punishment
contingencies were not strong enough, or overpowered by the realities of
the customer contact situations. More emphasis on generalization during
the training might have helped.
• Social cognitive theory suggests that learning is social and occurs through
observation. While the trainees observed “good” and “bad” customer
service through watching videos, this was not enough to improve their
self-efficacy or their ability to self-regulate when it came to delivering good
service under pressure. Adding realistic role plays to the training may
have helped.
• Adult learning theory suggests adults need to know why they are learning,
have input into the training, and be able to draw on their own experiences.
Based on the information provided, it does not appear that the training
design took many of the primary adult learning principles into account.
c) Motivation theories:
• Needs theories suggest that people will act to meet various needs
according to a hierarchy. Safety needs often translate into avoidance of
conflict or inappropriate/ineffective responses to conflict, which should
have been taken into account in the training design.
d) Role of training motivation:
• Goal-setting and training motivation theories do not appear to have been
factored in, perhaps explaining some of the examples of poor performance
in dealing with challenging customers (e.g., no clear goals were
established to provide the motivation to provide effective service).
2. a) Active practice:
• Most of the training was passive, as it consisted of listening to lectures
and watching videos. Even though there was some discussion and a test,
it was not enough to constitute active practice. The addition of role plays
could have significantly enhanced this type of training.
b) Conditions of practice:
• It does not appear that much thought went into establishing the conditions
of active practice (see Table 5.3 on page 155). While there was some
attentional advice, no metacognitive strategies were used, nor does the
case reveal any evidence of the use of advance organizers, goal
orientation, preparatory information, or pre-practice briefs. The conditions
of practice during training were also apparently lacking (massed or
distributed practice, whole or part learning, overlearning, task sequencing,
and feedback and knowledge of results—although most trainees did
Direct students to Table 7.1, On-the-Job Training Methods, on page 206. It is very
likely that students will identify coaching as the most appropriate on-the-job
training method for this situation. Some might conclude that coaching could
augment or supplement (but not replace) the off-the-job training described in the
case. Again, as it is likely that at least a few of the students in your class will have
had retail sales experience, it would be good to ask them if they have received any
on-the-job coaching.
2. Students may suggest that off-the-job training methods including lecture, case
study/case incident, discussion, simulations, and perhaps other instructional
methods could all be valid. They should be able to explain why they feel this way.
Chorus:
7. When they’re coming too strong, and you find you’re in wrong,
In trouble at sea or on land,
There’s just one man to see and his name’s F. T. E.,[6]
To clear out the gear box of sand.
FOOTNOTES:
[4] A Year in the Navy. Houghton Mifflin Co.
[5] H. B. Wilson.
[6] Commander Frank T. Evans, U.S.N.
CHAPTER X
THE CORSAIR STANDS BY