| Summary: | Adult education pervades the workplace in many different ways. Corporate training, in
particular, is one of the most significant forms of adult education in terms of activity and
funding. North American companies spend billions of dollars delivering training programs
annually, but it is not clear whether training programs are effective and how they influence their
sponsors. The objectives of this qualitative case study research are to: understand how the
context of a Canadian pharmaceutical company shapes its' training initiatives; determine
whether, how and why a pharmaceutical sales training program (New Representative Training)
was perceived to be effective; and assess the influence of these factors on the company's
performance.
Results from this study suggest that New Representative Training was perceived, by study
participants, to be effective because it helped enhance pharmaceutical sales representative work
performance (e.x., more focussed and organized physician details) due to improved confidence
and indirectly, the company philosophy (e.x., a different attitude and appreciation for the
company and its employees). Nevertheless, an improved understanding of the philosophy,
assumptions, and processes of this company suggest that training is only one part of an integrated
system that affects performance, regardless of its' efficacy. Therefore, training, like workplace
learning and evaluation, cannot claim sole or specific responsibility for the performance
improvement of the company
Research findings contribute to workplace learning, training, and evaluation literature by
elucidating how the context surrounding an organization shaped its' learning and performance. === Education, Faculty of === Educational Studies (EDST), Department of === Graduate
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