Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio

Bernardo Balboni, Gianluca Marchi and Marina Vignola

Journal of Business Research, 2017, vol. 80, issue C, 277-287

Abstract: In the context of buyer–supplier relationship, the present study will not only analyse the role of formal and informal mechanisms to transfer knowledge but also the direct and moderating effect of trustworthiness, as relational dimensions, to understand how customers acquire knowledge from suppliers. The results related to a sample of 105 customers belonging to a medium-sized Italian manufacturer's customer portfolio show that both formal and informal transfer mechanisms positively impact knowledge acquisition. Trustworthiness positively moderates the effect of informal transfer mechanisms and negatively moderates the effect of formal transfer mechanisms on knowledge transfer. Some considerations regarding the customer portfolio are suggested to enhance our understanding of the effectiveness of knowledge transfer mechanisms in relation to different trustworthiness contexts.

Keywords: Buyer-supplier relationship; Knowledge transfer; Formal and informal transfer mechanisms; Trustworthiness; Customer portfolio (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:80:y:2017:i:c:p:277-287

DOI: 10.1016/j.jbusres.2017.06.022

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