Abstract In a context of buyer-supplier relationship exchange, the paper analyzes the role of formal and informal mechanisms to transfer knowledge and the direct and moderating effect of trustworthiness, as relational dimensions, to understand how customer acquires knowledge from its supplier. Results, related to a sample of 105 customers belonging to an Italian medium-sized manufacturer’s customer portfolio, show that both formal and informal transfer mechanisms positively impact on knowledge acquisition.Trustworthiness moderates positively the effect of informal transfer mechanisms and negatively the effect of formal transfer mechanisms on knowledge transfer.

Knowledge transfer in the context of buyer-supplier relationship exchange: an analysis on supplier’s customers portfolio / Vignola, Marina; Marchi, Gianluca; Balboni, Bernardo. - (2016), p. 82. ((Intervento presentato al convegno 32nd Annual IMP Conference – Change and Transformation of Markets, Network and Relationships tenutosi a Department of International Marketing together with Department of Marketing Strategies of Poznan University of Economics and Business nel 30.08-3.09.2016.

Knowledge transfer in the context of buyer-supplier relationship exchange: an analysis on supplier’s customers portfolio

VIGNOLA, Marina;MARCHI, Gianluca;BALBONI, Bernardo
2016

Abstract

Abstract In a context of buyer-supplier relationship exchange, the paper analyzes the role of formal and informal mechanisms to transfer knowledge and the direct and moderating effect of trustworthiness, as relational dimensions, to understand how customer acquires knowledge from its supplier. Results, related to a sample of 105 customers belonging to an Italian medium-sized manufacturer’s customer portfolio, show that both formal and informal transfer mechanisms positively impact on knowledge acquisition.Trustworthiness moderates positively the effect of informal transfer mechanisms and negatively the effect of formal transfer mechanisms on knowledge transfer.
32nd Annual IMP Conference – Change and Transformation of Markets, Network and Relationships
Department of International Marketing together with Department of Marketing Strategies of Poznan University of Economics and Business
30.08-3.09.2016
82
Vignola, Marina; Marchi, Gianluca; Balboni, Bernardo
Knowledge transfer in the context of buyer-supplier relationship exchange: an analysis on supplier’s customers portfolio / Vignola, Marina; Marchi, Gianluca; Balboni, Bernardo. - (2016), p. 82. ((Intervento presentato al convegno 32nd Annual IMP Conference – Change and Transformation of Markets, Network and Relationships tenutosi a Department of International Marketing together with Department of Marketing Strategies of Poznan University of Economics and Business nel 30.08-3.09.2016.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11380/1108686
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