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 Customer Portfolio / Balboni, Bernardo; Marchi, Gianluca; Vignola, Marina. - ELETTRONICO. - (2016), pp. 41-41. ((Intervento presentato al convegno 7th Emac Regional Conference, Where the East kisses the West: Marketing Convergence and Divergence in the New Europe tenutosi a Sarajevo (BiH) nel 14-16 September 2016.

Knowledge Transfer in the Context of Buyer-Supplier Relationship Exchange: An Analysis on Supplier’s Customer Portfolio

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

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.
7th Emac Regional Conference, Where the East kisses the West: Marketing Convergence and Divergence in the New Europe
Sarajevo (BiH)
14-16 September 2016
41
41
Balboni, Bernardo; Marchi, Gianluca; Vignola, Marina
Knowledge Transfer in the Context of Buyer-Supplier Relationship Exchange: An Analysis on Supplier’s Customer Portfolio / Balboni, Bernardo; Marchi, Gianluca; Vignola, Marina. - ELETTRONICO. - (2016), pp. 41-41. ((Intervento presentato al convegno 7th Emac Regional Conference, Where the East kisses the West: Marketing Convergence and Divergence in the New Europe tenutosi a Sarajevo (BiH) nel 14-16 September 2016.
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Utilizza questo identificativo per citare o creare un link a questo documento: http://hdl.handle.net/11380/1110783
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