The Effect of Knowledge Sharing Practices on Employees’ Knowledge and Capabilities in the Hotel Industry in Sri Lanka

Danthanarayana, Chathuri Piumika; Kumara, P.H.T.; Wijesundara, W.G.S.R.; Sutha, J.

doi:10.1007/978-981-10-7068-6_11

Cited by 1 publication

(1 citation statement)

References 28 publications

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“…Adequate rewards should be made available to encourage people to share their knowledge (Sharma & Garg, 2020;Danthanarayana et al, 2020;Disester, 2003;Szulanski, 1996;Nguyen et al, 2019). According to Osterloh and Frey (2000) motivation to share knowledge is based on cost-benefit analyses.…”

Section: Factors That Can Influence Knowledge Flowsmentioning

confidence: 99%

Sequential Coherence as a Success Factor in Personal Selling

Yapa¹,

Senathiraja²,

Poesche³

et al. 2020

IJMS

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Personal selling, especially in knowledge intensive contexts, demands effective knowledge transfer between all the parties involved. In our study, we have developed a new conceptual model of sequential coherence that helps to better understand knowledge flows in personal selling. The model describes how social capital, contact intensity, trust and rewards influence sequential coherence. Sequential coherence refers to the reciprocal result of the pushing effects induced by individuals of a teaching firm and the pulling effects induced by individuals of a learning firm that enables knowledge to flow across the boundaries of firms (Yapa et al., 2019). The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. Our contribution is useful to both scholars and practitioners.The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. We first present a literature review by highlighting scholarly work of prior researchers to establish connections between knowledge transfer and personal selling success. Next, we describe sequential coherence and its measurable dimensions. Factors that can influence sequential coherence in the context of personal selling are highlighted as the final section of the literature review. Then, we present a conceptual model with a brief note on operationalization followed by a discussion and a conclusion.

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