Optimisation of knowledge sharing behaviour capability among sales executives: application of SEM and fsQCA


Rahman, Muhammad Sabbir and Hussain, Bashir and Hassan, Hasliza and Synthia, Ishrat Jahan (2022) Optimisation of knowledge sharing behaviour capability among sales executives: application of SEM and fsQCA. VINE Journal of Information and Knowledge Management Systems, 52 (4). pp. 531-554. ISSN 2059-5891

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Purpose This study aims to empirically investigate the effects of supportive, innovative and information technology (IT)-driven organisational culture on the optimisation of knowledge-sharing behaviour capability (KSBC) among sales executives. The authors propose that such effects are mediated by the sense of well-being (SWB) and IT-driven absorptive capacity (ITAC) among sales executives. Design/methodology/approach A conceptual model was developed. Survey data were based on a sample of 323 sales executives of different manufacturing and service-intensive (i.e. business to consumers) firms. The data analyses were conducted by structural equation modelling (SEM) and fuzzy-set qualitative comparative analysis (fsQCA) methods. Findings Results from SEM support all the direct relationships. Supportive and innovative organisational culture has a significant and positive influence on the optimisation of KSBC among sales executives, and these effects are mediated by their SWB. Moreover, the ITAC of sales executives mediated the relationships between IT-driven organisational culture and optimisation of KSBC among them. Results from fsQCA with the same data show that ITAC and SWB among sales executives are necessary conditions for the optimisation of KSBC. In addition, ten combinations of these variables were explored, where three sufficient conditions significantly influenced the outcome variable.

Item Type: Article
Uncontrolled Keywords: Knowledge sharing behaviour capability
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28-70 Management. Industrial Management > HD30.2 Electronic data processing. Information technology. Including artificial intelligence and knowledge management
Divisions: Faculty of Management (FOM)
Depositing User: Ms Nurul Iqtiani Ahmad
Date Deposited: 07 Oct 2022 02:37
Last Modified: 07 Oct 2022 02:39
URII: http://shdl.mmu.edu.my/id/eprint/10504


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