Gaining access to intrafirm knowledge: An internal market perspective on knowledge sharing

Willem Verbeke, Frank D. Belschak, Richard P. Bagozzi, Stefan Wuyts

Research output: Contribution to journalArticle

6 Citations (Scopus)

Abstract

This study explores how account managers-employees who operate as entrepreneurial customer boundary spanners-obtain intrafirm knowledge (organizational and expertise knowledge) from diverse colleagues so as to develop tailor-made solutions for their customers. Access to intrafirm knowledge is obtained through two independent knowledge-based exchanges within internal knowledge markets: account managers invest in different activities in order to signal communal and deal-maker reputations. In exchange, colleagues share organizational and expertise knowledge that ultimately contribute to account managers' performance. The types of knowledge shared by colleagues depend on the reputations of account managers.

Original languageEnglish (US)
Pages (from-to)205-230
Number of pages26
JournalHuman Performance
Volume24
Issue number3
DOIs
StatePublished - Jul 1 2011

Fingerprint

Knowledge sharing
Managers
Internal market
Expertise
Employees
Knowledge market
Organizational knowledge
Boundary spanners
Knowledge-based
Shared knowledge

All Science Journal Classification (ASJC) codes

  • Applied Psychology
  • Psychology(all)
  • Organizational Behavior and Human Resource Management

Cite this

Verbeke, Willem ; Belschak, Frank D. ; Bagozzi, Richard P. ; Wuyts, Stefan. / Gaining access to intrafirm knowledge : An internal market perspective on knowledge sharing. In: Human Performance. 2011 ; Vol. 24, No. 3. pp. 205-230.
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Gaining access to intrafirm knowledge : An internal market perspective on knowledge sharing. / Verbeke, Willem; Belschak, Frank D.; Bagozzi, Richard P.; Wuyts, Stefan.

In: Human Performance, Vol. 24, No. 3, 01.07.2011, p. 205-230.

Research output: Contribution to journalArticle

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