Menguc, B orcid.org/0000-0002-4116-3047, Auh, S, Kim, Y et al. (1 more author) (2016) The Relatıonshıp Between Goal Orıentatıon of Salespeople and Theır Knowledge Sharıng Behavıors: The Moderatıng Role of Norms. In: Proceedings of the 2016 Winter Marketing Academic Conference. 2016 Winter Marketing Academic Conference, 26-28 Feb 2016, Las Vegas, Nevada, USA. American Marketing Association , E8-E9. ISBN 9781510823679
Abstract
Despite growing academic and managerial interest in the interplay between goal orientation (i.e., learning, performance-approach, and performance-avoidance oriented) and external cues, much remains unknown. The motivation behind this study was to fill part of the gap in the literature by investigating (a) the relationship between three different types of goal orientation and knowledge sharing behaviors, and (b) how this relationship can change under the moderating role of knowledge sharing norms in the business-to-business sales context. By taking advantage of the nested structure of the dataset, the authors examined the cross-level interaction effects between goal orientation and knowledge sharing norms on salespeople’s knowledge sharing behaviors. Results indicate that norms have different moderating effects for salespeople with different goal orientations. Implications for knowledge sharing are discussed along with future research directions.
Metadata
Item Type: | Proceedings Paper |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © 2016 by American Marketing Association. This is an author produced version of a paper published in Proceedings of the 2016 Winter Marketing Academic Conference. |
Keywords: | knowledge sharing, learning orientation, performance-approach orientation, performance-avoidance orientation, knowledge sharing norms |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 25 Nov 2016 12:23 |
Last Modified: | 08 Jun 2018 18:11 |
Published Version: | https://www.ama.org/events-training/Pages/2016-Win... |
Status: | Published |
Publisher: | American Marketing Association |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:104398 |