Identifying Determinants Of Intention To Sharing Knowledge Among Sales People

Abstract

This article examines role of various economic, socio-psychological and organizational factors that influence a salesperson’s intention to share knowledge with others. The Theory of Reasoned Action was used as the theoretical framework for the study. Results indicate that subjective norm towards KS has the strongest influence on salesperson’s intention to share knowledge. Among the factors that affect attitude towards KS, Perceived Reputation Enhancement was found to have the strongest relationship, followed by Perceived Loss of Knowledge Power. This testifies that before engaging in KS employees carefully weigh in the benefits and costs involved in the process.