Extrinsic motivation as a determinant of knowledge exchange in sales teams: A social network approach
Abstract
This paper investigates extrinsic motivation as a determinant of knowledge exchange among employees in sales teams. Applying a social network approach, we study different forms of knowledge‐exchange behaviors from the perspective of a focal employee and from the perspective of the dyad. From the focal employees' perspective, we disentangle knowledge seeking from knowledge providing, and argue that these two behaviors are affected differently by...
Paper Details
Title
Extrinsic motivation as a determinant of knowledge exchange in sales teams: A social network approach
Published Date
Nov 3, 2019
Journal
Volume
59
Issue
4
Pages
339 - 358
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