Salespeople's knowledge-sharing behaviors with coworkers outside the sales unit

Bulent Menguc, Sei Auh, Young Chan Kim

    Research output: Contribution to journalArticle

    17 Citations (Scopus)

    Abstract

    Managers and academics alike acknowledge that salespeople can play a pivotal role in intraorganizational knowledge-sharing behaviors with coworkers outside the sales unit (i.e., finance, engineering, production, design, etc.). To this end, this study contributes to the extant sales literature by delineating how and under what conditions salespeople's knowledge-sharing behaviors are motivated. The study reports two sets of findings that contribute to the sales literature. First, in response to a strong autonomy climate, self-efficacy and coworker relationship quality mediate the relationship between autonomy climate strength and knowledge-sharing behaviors. Second, drawing on situational strength theory, the research finds that knowledge-sharing behaviors benefit from coworker relationship quality under weak but not strong norms. The hypotheses are tested by employing a multilevel modeling technique that uses a sample of 222 salespeople from 38 organizations. Implications for sales theory and practice are discussed.

    Original languageEnglish (US)
    Pages (from-to)103-122
    Number of pages20
    JournalJournal of Personal Selling and Sales Management
    Volume31
    Issue number2
    DOIs
    StatePublished - Apr 1 2011

    Fingerprint

    co-worker
    sales
    Sales
    knowledge
    production engineering
    autonomy
    climate
    Production engineering
    Finance
    self-efficacy
    finance
    Managers
    manager
    Knowledge sharing
    Salespeople
    literature
    Climate
    Autonomy
    Relationship quality

    ASJC Scopus subject areas

    • Management of Technology and Innovation
    • Human Factors and Ergonomics

    Cite this

    Salespeople's knowledge-sharing behaviors with coworkers outside the sales unit. / Menguc, Bulent; Auh, Sei; Kim, Young Chan.

    In: Journal of Personal Selling and Sales Management, Vol. 31, No. 2, 01.04.2011, p. 103-122.

    Research output: Contribution to journalArticle

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