What's mine is mine: A study of salesperson knowledge withholding & hoarding behavior
Tài liệu tham khảo
Aldrich, 1977, Boundary spanning roles and organization structure, Academy of Management Review, 2, 217, 10.5465/amr.1977.4409044
Auh, 2013, Knowledge sharing behaviors of industrial salespeople: An integration of economic, social psychological, and sociological perspectives, European Journal of Marketing, 47, 1333, 10.1108/03090561311324354
Barrick, 1991, The big five personality dimension and job performance: A meta-analysis, Personnel Psychology, 44, 1, 10.1111/j.1744-6570.1991.tb00688.x
Blau, 1964
Bock, 2005, Behavioral intention formation in knowledge sharing: Examining the roles of extrinsic motivators, social-psychological forces & organizational climate, MIS Quarterly, 21, 123
Bowen, 2003, Spirals of silence: The dynamic effects of diversity on organizational voice, Journal of Management Studies, 40, 1393, 10.1111/1467-6486.00385
Brown, 1998, Effects of trait competitiveness and perceived intraorganizational competition on salesperson goal setting and performance, Journal of Marketing, 62, 88, 10.2307/1252289
Cabrera, 2002, Knowledge sharing dilemmas, Organizational Studies, 23, 687, 10.1177/0170840602235001
Carson, 2001, Deception and withholding information in sales, Business Ethics Quarterly, 11, 275, 10.2307/3857750
Chang, 2002, Materialism as an attempt to cope with uncertainty, Psychology and Marketing, 19, 389, 10.1002/mar.10016
Clark, 1940, Toward a concept of workable competition, The American Economic Review, 30, 241
Cohen, 1990, Absorptive capacity: A new perspective on learning and innovation, Administrative Science Quarterly, 35, 128, 10.2307/2393553
Colbert, 2004, Interactive effects of personality and perceptions of the work situation on workplace deviance, Journal of Applied Psychology, 89, 599, 10.1037/0021-9010.89.4.599
Connelly, 2012, Knowledge hiding in organizations, Journal of Organizational Behavior, 33, 64, 10.1002/job.737
Constant, 1994, What's mine is ours, or is it? A study of attitudes about information sharing, Information Systems Research, 5, 400, 10.1287/isre.5.4.400
Cooper, 2013, I'm number one! Does narcissism impair ethical judgement even for the highly religious?, Journal of Business Ethics, 112, 167, 10.1007/s10551-012-1239-0
Cron, 1984, Industrial salesperson development: A career stages perspective, Journal of Marketing, 48, 41, 10.2307/1251509
Cross, 2001, Sales force activities and marketing strategies in industrial firms: Relationships and implications, Journal of Personal Selling & Sales Management, 21, 199
Digman, 1990, Personality structure: Emergence of the five-factor model, 41, 417
Elwyn, 2007, Sticky knowledge: A possible model for investigating implementation in healthcare contexts, Implementation Science, 2, 1
Evans, 1985, The role of sales managers and salespeople in a marketing information system, Journal of Personal Selling & Sales Management, 5, 49
Evans, 2015, Withholding the ace: The individual- and unit-level performance effects of self-reported and perceived knowledge hoarding, Organization Science, 26, 494, 10.1287/orsc.2014.0945
Fornell, 1981, Evaluating structural equation models with unobservable variables and measurement error, Journal of Marketing Research, 18, 39, 10.2307/3151312
Frost, 1993, The hoarding of possessions, Behaviour Research and Therapy, 31, 367, 10.1016/0005-7967(93)90094-B
Frost, 1995, The value of possessions in compulsive hoarding: Patterns of use and attachment, Behaviour Research and Therapy, 33, 897, 10.1016/0005-7967(95)00043-W
Furby, 1978, Possession in humans: An exploratory study of its meaning and motivation, Social Behavior and Personality: An International Journal, 6, 49, 10.2224/sbp.1978.6.1.49
Geno, 2005, 2, 170
Goldberg, 1992, The development of markers for the big-five factor structure, Psychological Assessment, 4, 26, 10.1037/1040-3590.4.1.26
Hair, 2009
Holten, 2016, Knowledge hoarding: Antecedent or consequent of negative acts? The mediating role of trust and justice, Journal of Knowledge Management, 20, 215, 10.1108/JKM-06-2015-0222
House, 1981
Husted, 2002, Diagnosing and fighting knowledge-sharing hostility, Organizational Dynamics, 31, 60, 10.1016/S0090-2616(02)00072-4
Ingram, 2008, Structure, affect and identity as bases of organizational competition and cooperation, The Academy of Management Annals, 2, 275, 10.1080/19416520802211578
Jain, 2012, Knowledge hoarding: A bottleneck to organizational success, The Indian Journal of Industrial Relations, 47, 750
John, 1984, An empirical investigation of some antecedents of opportunism in a marketing channel, Journal of Marketing Research, 21, 278, 10.2307/3151604
John, 2008, Paradigm shift to the integrative big-five trait taxonomy: History, measurement, and conceptual issues, 114
Jones, 2005, The changing environment of selling and sales management, Journal of Personal Selling & Sales Management, 25, 105
Judge, 1998, The power of being positive: The relation between positive self-concept and job performance, Human Performance, 11, 167, 10.1080/08959285.1998.9668030
Kang, 2016, Knowledge withholding: Psychological hindrance to the innovation diffusion within an organisation, Knowledge Management Research and Practice, 14, 144, 10.1057/kmrp.2014.24
Kirkman, 2002, Five challenges to virtual team success: Lessons from Sabre, Inc., Academy of Management Executive, 16, 67, 10.5465/AME.2002.8540322
Le Bon, 2006, The impact of individual and managerial factors on salespeople’s contribution to marketing intelligence activities, International Journal of Research in Marketing, 23, 395, 10.1016/j.ijresmar.2006.10.002
Lerner, 1995, The effects of goal setting, self-efficacy, competition, and personal traits on the performance of an endurance task, Journal of Sport and Exercise Psychology, 17, 138, 10.1123/jsep.17.2.138
Li, 2009, The impact of knowledge stickiness on knowledge transfer implementation, internalization, and satisfaction for multinational corporations, International Journal of Information Management, 29, 425, 10.1016/j.ijinfomgt.2009.06.004
Lindell, 2001, Accounting for common method variance in cross-sectional research designs, Journal of Applied Psychology, 86, 114, 10.1037/0021-9010.86.1.114
Liu, 2007, Salespeople as information gatherers: Associated success factors, Industrial Marketing Management, 36, 565, 10.1016/j.indmarman.2006.02.006
Locke, 1985, The application of goal setting to sports, Journal of Sport Psychology, 7, 205, 10.1123/jsp.7.3.205
Madhavaram, 2010, Knowledge-based sales management strategy and the grafting metaphor: Implications for theory and practice, Industrial Marketing Management, 39, 1078, 10.1016/j.indmarman.2009.12.009
Marshall, 2007, Workplace isolation: Exploring the construct and its measurement, Psychology and Marketing, 24, 195, 10.1002/mar.20158
Menguc, 2011, Salespeople's knowledge sharing behaviors with coworkers outside the sales unit, Journal of Business Research, 31, 103
Michailova, 2003, Knowledge-sharing hostility in Russian firms, California Management Review, 45, 59, 10.2307/41166176
Morgan, 1994, The commitment-trust theory of relationship marketing, Journal of Marketing, 58, 20, 10.2307/1252308
Morrison, 2000, Organizational silence: A barrier to change and development in a pluralistic world, Academy of Management Review, 25, 706, 10.5465/amr.2000.3707697
Motowidlo, 1997, A theory of individual differences in task and contextual performance, Human Performance, 10, 71, 10.1207/s15327043hup1002_1
Mount, 2005, Higher-order dimensions of the big five personality traits and the big six interest types, Personnel Psychology, 58, 447, 10.1111/j.1744-6570.2005.00468.x
Mount, 2006, Relationship of personality traits and counterproductive work behaviors: The mediating effects of job satisfaction, Personnel Psychology, 59, 591, 10.1111/j.1744-6570.2006.00048.x
Nowlin, 2015, Salesperson resistance to sharing market intelligence in sub-Saharan Africa, Journal of Marketing Channels, 22, 1, 10.1080/1046669X.2015.1018075
Organ, 1995, Personality, satisfaction, and organizational citizenship behavior, The Journal of Social Psychology, 135, 339, 10.1080/00224545.1995.9713963
Pass, 2004, Sales force involvement in CRM information systems: Participation, support, and focus, Journal of Personal Selling & Sales Management, 24, 229
Podsakoff, 1986, Self-reports in organizational research: Problems and prospects, Journal of Management, 12, 531, 10.1177/014920638601200408
Roberts, 2005, Materialism and the family structure–stress relation, Journal of Consumer Psychology, 15, 183, 10.1207/s15327663jcp1502_10
Saucier, 1994, Mini-markers: A brief version of Goldberg's unipolar big-five markers, Journal of Personality Assessment, 63, 506, 10.1207/s15327752jpa6303_8
Siemsen, 2007, Incentives that induce task-related effort, helping and knowledge sharing in workgroups, Management Science, 53, 1533, 10.1287/mnsc.1070.0714
Szulanski, 1996, Exploring internal stickiness: Impediments to the transfer of best practice within the firm, Strategic Management Journal, 17, 27, 10.1002/smj.4250171105
Szulanski, 2000, The process of knowledge transfer: A diachronic analysis of stickiness, Organizational Behavior and Human Decision Processes, 82, 9, 10.1006/obhd.2000.2884
Szulanski, 2003, Stickiness: Conceptualizing, measuring, and predicting difficulties in the transfer of knowledge within organizations, 513
Vinchur, 1998, A meta-analytic review of predictors of job performance for salespeople, Journal of Applied Psychology, 83, 586, 10.1037/0021-9010.83.4.586
von Hippel, 1994, “Sticky Information” and the locus of problem solving: Implications for innovation, Management Science, 40, 429, 10.1287/mnsc.40.4.429
Wang, 2014, What drives students' knowledge-withholding intention in management education? An empirical study in Taiwan, Academy of Management Learning & Education, 13, 547, 10.5465/amle.2013.0066
Wang, 2014, Motivating knowledge sharing in knowledge management systems: A quasi-field experiment, Journal of Management, 40, 978, 10.1177/0149206311412192
Webster, 2008, Beyond knowledge sharing: Withholding knowledge at work, 27, 1
Weitz, 1999, Personal selling and sales management: A relationship marketing perspective, Journal of the Academy of Marketing Science, 27, 241, 10.1177/0092070399272008
Wiesenfeld, 2001, Organizational identification among virtual workers: The role of need for affiliation and perceived work-based social support, Journal of Management, 27, 213, 10.1177/014920630102700205
Williamson, 1975
Wolfe, 2008, Knowledge sharing: The effects of incentives, environment, and person, Journal of Information Systems, 22, 53, 10.2308/jis.2008.22.2.53
Yilmaz, 2001, Salesperson cooperation: The influence of relational, task, organizational, and personal factors, Journal of Academy of Market Science, 29, 335, 10.1177/03079450094207
Zhou, 2001, When job dissatisfaction leads to creativity: Encouraging the expression of voice, Academy of Management Journal, 44, 682, 10.2307/3069410
Zoltners, 2011, How to manage forced sales rankings