Training, Performance Management, and Marketing Fundamentals

Vocabulary flashcards covering employee training, performance appraisal methods, and marketing management fundamentals from the lecture notes.

Employee Training

The process of creating learning opportunities for employees.

Programmed Learning

Formalized learning that occurs within a structured training framework.

Informal Learning

Frequent, on-the-job learning picked up naturally over time; common, but not predictable or reliable.

Employee Development

A future-oriented approach focused on how organizations work with and grow employees over time.

Human Capital Theory

A framework justifying training and development as direct investments in human capital to generate competitive advantage.

Negligent Training

A failure to conduct training in a good-faith manner, such as taking shortcuts or providing test answers to inflate pass rates.

Community of Practice

An informal organizational structure where employees actively encourage one another to learn and grow.

Needs Analysis

The diagnostic assessment determining whether training is required and identifying the specific type of training needed.

Task Analysis

The component of a needs analysis that identifies job content (TDRs), context, and the required proficiency and performance levels.

On-The-Job Training

Training that occurs while an employee performs the actual job ("learning by doing"); it is paid and distinct from informal learning.

Cross-Training

A team training approach where employees learn different roles and skill sets (TDRs) to fill in for one another.

Distributed Learning

An instructional technique that breaks training content down into smaller, digestible parts over time rather than mass-dumping it all at once.

Transfer of Training

The degree to which training leads to substantive and sustainable positive changes in on-the-job employee behaviours.

Overlearning

Practicing behaviours and responses beyond initial mastery until they become second nature.

Kirkpatrick Model

A four-tier training evaluation framework that measures Reactions, Learning, Behaviour, and Organizational Results.

Task Performance

The component of employee performance directly related to executing formal job-specific duties, tasks, and responsibilities (TDRs).

Contextual Performance

The evaluation of an employee's output quantity and quality when assessed in comparison to other employees.

Alternation Ranking

A comparative appraisal technique that alternates between selecting the highest- and lowest-performing employees to analyze strengths versus weaknesses.

Graphic Rating Scale

A performance tool used to evaluate job-relevant employee attributes using a standardized scoring continuum.

Critical Incident Method

An episodic performance evaluation approach that uses specific, recorded examples of employee conduct to evaluate broader job behaviour.

Behavioural Observation Scale (BOS)

An assessment tool that tracks the frequency of observable, job-relevant behaviours, frequently utilized in manufacturing environments.

Behaviorally Anchored Rating Scale (BARS)

An evaluation instrument that rates the quality of specific employee behaviours against qualitative behavioural anchors, commonly used in white-collar roles.

360 Degree Performance Appraisal

A comprehensive evaluation method collecting performance feedback across multiple perspectives, including managers, peers, self, direct reports, and customers.

Marketing

The complete set of activities, institutions, and processes for creating, communicating, delivering, and exchanging offerings that deliver value to stakeholders and society.

Theory of Touchpoints

A framework developed by Homburg asserting that every customer interaction with a brand must actively amplify perceived value.

Customer Lifetime Value

The total projected financial value and number of commercial transactions an individual customer generates over their entire relationship with a brand.

Production Orientation

An early marketing era (around the 1890s) focused on securing competitive advantage by mastering the efficient production of a narrow product line.

Societal Marketing

A strategic orientation where an organization's core corporate identity and actions directly align with consumer social values and community well-being.

Nano-Influencer

An online influencer possessing 10,000 followers or fewer, distinguished by higher consumer trust, strong congruence, and robust personal engagement.

Discretionary Income

The remaining personal income available for leisure, vacations, and luxuries after accounting for both taxes and necessary living expenses.

Lipstick Index

An economic tendency during periods of financial anxiety where consumers economize on major expenditures while continuing to buy smaller luxury items.

Greenwashing

A deceptive marketing practice that falsely portrays products or practices as environmentally friendly.

Explanatory Research

Quantitative, causal market research designed to establish and explain cause-and-effect relationships between specific variables.

Netnography

An empirical online ethnographic research technique pioneered by Kozinets to examine consumer interactions within digital communities and forums.

Psychographic Segmentation

Segmenting a market by psychological criteria, including personality traits, self-values, self-concept, and lifestyle patterns.

Market Positioning

The specific perceptual space an offering or brand occupies in the mind of the target consumer relative to competing options.