Mitigating the unwillingness to exchange knowledge: a focus on exporters’ networks

Abstract

Purpose This paper aims to explain the unwillingness to exchange export knowledge by members of exporters’ networks and provides potential solutions to this problem. Design/methodology/approach This study uses data from a survey of 301 members of a French exporter’s network to test a set of hypotheses with partial least squares structural equation modeling. Findings Network participants’ export experience and age have a negative influence on their willingness to exchange knowledge. However, positive attitudes toward the network (perception of network quality, commitment) can mitigate those negative links. Practical implications Network members’ unwillingness to exchange knowledge represents a major challenge that threatens the existence of knowledge networks. The findings suggest solutions to this issue for network managers. Originality/value This study views knowledge exchange in a network as a risky behavior. It explains why members do not participate in networks. The model shows how contrary forces work and interact to deter or foster knowledge exchange.