Have a personal or library account? Click to login
The Impact of Internal Knowledge Sharing on Sales Department’s Innovativeness and New Product Commercialization Cover

The Impact of Internal Knowledge Sharing on Sales Department’s Innovativeness and New Product Commercialization

By: Erik Ružić and  Dragan Benazić  
Open Access
|Jul 2021

References

  1. Abbasi, S.G., Shabbir, M.S., Abbas, M, Tahir, M.S. (2020). HPWS and knowledge sharing behavior: The role of psychological empowerment and organizational identification in public sector banks. Journal Public Affairs, Article e2512. https://doi.org/10.1002/pa.251210.1002/pa.2512
  2. Ahearne, M., Rapp, A., Hughes, D. E. & Jindal, R. (2010). Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions. Journal of Marketing Research, 47(4), 764-776. https://doi.org/10.1509%2Fjmkr.47.4.76410.1509/jmkr.47.4.764
  3. Ahmed, P. K. & Rafiq, M. (2006). Internal Marketing: Tools and Concepts for Customer-Focused Management. Oxford: Butterworth-Heineman
  4. Al-Omari,Z.,S., Alomari K., A.,A., & Aljawarneh N.,M., (2020). The role of empowerment in improving internal process, customer satisfaction, learning and growth. Management Science Letters, 10, 841-848. http://doi.org/10.5267/j.msl.2019.10.01310.5267/j.msl.2019.10.013
  5. Arfi W. B., Enstrom R., Sahut J.M., & Hikkerova L. (2019). The significance of knowledge sharing platforms for open innovation success, Journal of Organizational Change Management, 32(5), 496-516. http://doi.org/10.1108/JOCM-09-2018-025610.1108/JOCM-09-2018-0256
  6. Bock G., Zmud R., Kim Y., & Lee J. (2005). Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate. MIS Quarterly, 29 (1), 87-111. http://doi.org/10.2307/2514866910.2307/25148669
  7. Borghl M., & Schepers J., (2017), Are conservative approaches to new product selling a blessing in disguise?. The Journal of the Academy Marketing Science, 46, 857-878. http://doi.org/10.1007/s11747-017-0521-110.1007/s11747-017-0521-1
  8. Caloghirou Y., Kastelli I., & Tsakanikas A. (2004). Internal capabilities and external knowledge sources: complements or substitutes for innovative performance? Technovation, 24, 29-39. http://doi.org/10.1016/S0166-4972(02)00051-210.1016/S0166-4972(02)00051-2
  9. Crawford, M., & DiBenedetto, A. (2011). New Product Management. (10th ed.). New York, NY: McGraw-Hill Irwin
  10. Chen H., Fan H. & Tsai C. (2014). The Role of Community Trust and Altruism in Knowledge Sharing: An Investigation of a Virtual Community of Teacher Professionals. Journal of Educational Technology & Society, 17(3), 168-179.
  11. Conger J.A. & Kanungo R.N. (1988). The Empowerment Process: Integrating Theory and Practice. The Academy of Management Review, 13 (3), 471-482. https://doi.org/10.5465/amr.1988.430698310.5465/amr.1988.4306983
  12. Grošelj, M., Černe M., Penger S. & Grah B. (2020). Authentic and transformational leadership and innovative work behaviour: the moderating role of psychological empowerment. European Journal of Innovation Management, 1460 - 1060. https://doi.org/10.1108/EJIM-10-2019-029410.1108/EJIM-10-2019-0294
  13. De Clercq D., Thongpapanl N. & Dimov D. (2013). Organizational Social Capital, Formalization, and Internal Knowledge Sharing in Entrepreneurial Orientation Formation, Entrepreneurship Theory and Practice, 37(3), 505-537. https://doi.org/10.1111/etap.1202110.1111/etap.12021
  14. Fornell, C. & Larcker, D.F., (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39-50. https://doi.org/10.2307/315131210.2307/3151312
  15. Gressgård L. J. (2015). Antecedents of Knowledge Exchange Systems Usage: Motivational and Work Environment Factors. Knowledge and Process Management. 22(2), 112–125. https://doi.org/10.1002/kpm.147110.1002/kpm.1471
  16. Hair, J.F., Ringle, M. C. & Sarstedt, M. (2012). Partial Least Squares: The better approach to structural equation modeling? Long Range Planning, 45(5-6), 312-319. http://dx.doi.org/10.1016/j.lrp.2013.01.00110.1016/j.lrp.2013.01.001
  17. Hair, J.F., Hult, M. T., Ringle, M. C. & Sarstedt, M. (2014). A Primer on Partial Least Squares Structural Equation Modeling. CA: SAGE Publications Ltd.
  18. Hair, J.F., Sarstedt, M., Risher, J.J. & Ringle, M. C. (2019). When to use and how to report the results of PLS-SEM. European Business Review, 31 (1), 2-2410.1108/EBR-11-2018-0203
  19. Hass M. R. & Morten T. Hansen (2007) Different Knowledge, Different Benefits: Toward a Productivity Perspective on Knowledge Sharing in Organizations. Strategic Management Journal, 28 (11), 1133-1153. https://doi.org/10.1002/smj.63110.1002/smj.631
  20. Healy, M., Cleary, P. & Walsh, E. (2018). Innovativeness and accounting practices: an empirical investigation. Qualitative Research in Accounting & Management, 1176-6093 https://doi.org/10.1108/QRAM-06-2017-004710.1108/QRAM-06-2017-0047
  21. Helmy I., Adawiyah W.,R. & Banani A. (2019). Linking Psychological Empowerment, Knowledge Sharing, and Employees. Innovative Behavior in Indonesian SMEs. The Journal of Behavioral Science. 14(2), 66-79. Retrieved from https://so06.tci-thaijo.org/index.php/IJBS/article/view/172180
  22. Homburg C., Hohenberg S. & Hahn A. (2019). Steering the Sales Force for New Product Selling: Why Is It Different, and How Can Firms Motivate Different Sales Reps?, Journal of Product Innovation management, 36(3), 282-304. https://doi.org/10.1111/jpim.1247610.1111/jpim.12476
  23. Huang Ch-M., Chang J. & Henderson S. (2008) Knowledge Transfer Barriers Between Research and Development and Marketing Groups Within Taiwanese Small- and Medium-Sized Enterprise High-Technology New Product Development Teams. Human Factors and Ergonomics in Manufacturing, 18 (6), 621–657. https://doi.org/10.1002/hfm.2013010.1002/hfm.20130
  24. Hume C. & Hume M. (2015).The Critical Role of Internal Marketing in Knowledge Management in Not-for-Profit Organizations. Journal of Nonprofit & Public Sector Marketing, 27, 23–47. https://doi.org/10.1080/10495142.2014.93456710.1080/10495142.2014.934567
  25. Kang Y.,J., Lee J., Y. & Kim H., W. (2017). A psychological empowerment approach to online knowledge sharing. Computers in Human Behavior 74, 175 – 18. http://dx.doi.org/10.1016/j.chb.2017.04.03910.1016/j.chb.2017.04.039
  26. Kim S. & Lee H. (2006). The Impact of Organizational Context and Information Technology on Employee Knowledge-Sharing Capabilities. Public Administration Review, 66(3), 370-385. https://doi.org/10.1111/j.1540-6210.2006.00595.x10.1111/j.1540-6210.2006.00595.x
  27. Matsuo M., (2018). Sales management: Learning and innovationin Japan, Journal of Marketing Channels, 25(4), 241-244, https://doi.org/10.1080/1046669X.2019.165801410.1080/1046669X.2019.1658014
  28. Matsuo, M. (2005). The Influence of Sales Management Control on Innovativeness of Sales Departments. The Journal of Personal Selling and Sales Management, 29(4), 321-333. https://doi.org/10.2753/PSS0885-313429040210.2753/PSS0885-3134290402
  29. Mu J., Thomas E., Peng G. & Di Benedetto A. (2017). Strategic orientation and new product development performance:The role of networking capability and networking ability, Industrial Marketing Management, 64(July), 187-201. http://dx.doi.org/10.1016/j.indmarman.2016.09.00710.1016/j.indmarman.2016.09.007
  30. Mulyana M., Hendar H.,Zulfa M. & Ratnawati A. (2020). Marketing Innovativeness on Marketing Performance: Role of Religio-Centric Relational Marketing Strategy. Journal of Relationship Marketing, 19(1), 52-74. https://doi.org/10.1080/15332667.2019.166486910.1080/15332667.2019.1664869
  31. Noorderhaven N. & Harzing A. (2009). Knowledge-Sharing and Social Interaction within MNEs. Journal of International Business Studies, 40(5), 719-741. Retrieved from http://www.jstor.org/stable/4026280610.1057/jibs.2008.106
  32. Podsakoff P.M., MacKenzie S.B, Lee J-Y. & Podsakoff N. (2003). Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies. Journal of Applied Psychology, 88(5), 879–903 https://doi.org/10.1037/0021-9010.88.5.8793410.1037/0021-9010.88.5.879
  33. Prokop V. & Stejskal J. (2017). The Influence of Information Sharing and Collaboration on the Extent of Innovation activities. International Conference on Knowledge Engineering and Applications. https://doi.org/10.1109/ICKEA.2017.816990710.1109/ICKEA.2017.8169907
  34. Petrariu I., R., Bumbac R. & Ciobanu R. (2013). Innovation: a path to competitiveness and economic growth. The case of CEE countries. Theoretical and Applied Economics. 5(582), 15-26.
  35. Ringle, C. M., Wende, S. & Becker, J.-M. (2015). “Smart-PLS 3.” Boenningstedt: SmartPLS GmbH, http://www.smartpls.com. Rossiter, 2002.
  36. Sharma A. & Sagar, M. (2018). New product selling challenges (key insights in the ICT sector). Journal of Indian Business Research, 10(3) 291-319. https://doi.org/10.1108/JIBR-11-2017-021610.1108/JIBR-11-2017-0216
  37. Spreitzer M., G. (1995). Psychological Empowerment In The workplace: Dimensions, Measurement And Validation. The Academy of Management Journal, 38(5), 42-1465. https://doi.org/10.2307/25686510.2307/256865
  38. Stojčić N. (2020). Collaborative innovation in emerging innovation systems: Evidence from Central and Eastern Europe. The Journal of Technology Transfer, 46, 531–562. https://doi.org/10.1007/s10961-020-09792-810.1007/s10961-020-09792-8
  39. Stojčić N., Hashi I. & Aralica Z. (2018). Creativity, innovations and firm performance in an emerging transition economy. Ekonomski Pregled, 69(3), 203-22810.32910/ep.69.3.1
  40. Švarc J. & Dabić M. (2019). The Croatian path from socialism to European membership through the lens of technology transfer policies., The Journal of Technology Transfer, 44, 1476–1504. https://doi.org/10.1007/s10961-019-09732-110.1007/s10961-019-09732-1
  41. Song M. & Parry M. (1997). The Determinants of Japanese New Product Successes. Journal of Marketing Research, 34 (1), 64-76. https://doi.org/10.2307/315206510.2307/3152065
  42. Tang Y.E & Marinova D. (2020). When less is more: the downside of customer knowledge sharing in new product development teams, Journal of the Academy of Marketing Science, 48, 288–307. https://doi.org/10.1007/s11747-019-00646-w10.1007/s11747-019-00646-w
  43. Tsai W. (2001). Knowledge Transfer in Intraorganizational Networks: Effects of Network Position and Absorptive Capacity on Business Unit Innovation and Performance, The Academy of Management Journal, 44(5), 996-1004. https://doi.org/10.2307/306944310.2307/3069443
  44. Van den Berg, W. E., Verbeke, W., Bagozzi, R. P., Worm, L., de Jong, A. & Nijssen, E. (2014). Salespersons as Internal Knowledge Brokers and New Products Selling: Discovering the Link to Genetic Makeup. The Journal of Product Innovation Management, 31(4), 695-709. https://doi.org/10.1111/jpim.1215610.1111/jpim.12156
  45. Verbeke W.J.M.I & Masih J. (2020). Evolutionary-shaped goal orientation in Homosapiens: how life sciences contribute to a better understanding of salespeople as knowledge brokers, Journal of Personal Selling& Sales Management, 40(1), 43-56, https://doi.org/10.1080/08853134.2019.165438910.1080/08853134.2019.1654389
  46. Wang S., Noe R. A. & Wang Z. (2014). Motivating Knowledge Sharing in Knowledge Management Systems: A Quasi–Field Experiment. Journal of Management, 40(4), 978-1009. https://doi.org/10.1177/014920631141219210.1177/0149206311412192
  47. Wang Z. & Wang N. (2012). Knowledge sharing, innovation and firm performance. Expert Systems with Applications, 39(10), 8908-8899. https://doi.org/10.1016/j.eswa.2012.02.01710.1016/j.eswa.2012.02.017
  48. Wieseke J., Homburg C. & Lee N. (2008). Understanding the adoption of new brands through sales people: a multilevel framework. Journal of the Academy of Marketing Science, 36(2), 278 - 291. https://doi.org/10.1007/s11747-007-0055-z10.1007/s11747-007-0055-z
  49. Yiu H. L., Ngai E.W.T. & Lei C. F. (2020). Impact of Service-Dominant Orientation on the Innovation Performance of Technology Firms: Roles of Knowledge Sharing and Relationship Learning. A Journal of Decision Sciences Institute, 51(3), 620 - 653. https://doi.org/10.1111/deci.1240810.1111/deci.12408
  50. Zhou K.Z. & Li C.B. (2009). How knowledge affects radical innovation: Knowledge base, market knowledge acquisition, and internal knowledge. Strategic Management Journal, 33(3), 1090–1102. https://doi.org/10.1002/smj.195910.1002/smj.1959
DOI: https://doi.org/10.2478/orga-2021-0010 | Journal eISSN: 1581-1832 | Journal ISSN: 1318-5454
Language: English
Page range: 147 - 160
Submitted on: Jun 2, 2020
|
Accepted on: Mar 19, 2021
|
Published on: Jul 8, 2021
Published by: University of Maribor
In partnership with: Paradigm Publishing Services
Publication frequency: 4 issues per year

© 2021 Erik Ružić, Dragan Benazić, published by University of Maribor
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.