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

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  • Balboni, Bernardo
  • Marchi, Gianluca
  • Vignola, Marina

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.

Suggested Citation

  • Balboni, Bernardo & Marchi, Gianluca & Vignola, Marina, 2017. "Knowledge transfer in the context of buyer–supplier relationship: An analysis of a supplier's customer portfolio," Journal of Business Research, Elsevier, vol. 80(C), pages 277-287.
    • Handle: RePEc:eee:jbrese:v:80:y:2017:i:c:p:277-287
    DOI: 10.1016/j.jbusres.2017.06.022
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    Cited by:

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    2. Lou, Zhukun & Ye, Ailin & Mao, Jinye & Zhang, Chuan, 2022. "Supplier selection, control mechanisms, and firm innovation: Configuration analysis based on fsQCA," Journal of Business Research, Elsevier, vol. 139(C), pages 81-89.
    3. Imranul Hoque & Mohammad B. Rana, 2020. "Buyer–supplier relationships from the perspective of working environment and organisational performance: review and research agenda," Management Review Quarterly, Springer, vol. 70(1), pages 1-50, February.
    4. Kim, Dong W. & Trimi, Silvana & Hong, Soon G. & Lim, Seongbae, 2020. "Effects of co-creation on organizational performance of small and medium manufacturers," Journal of Business Research, Elsevier, vol. 109(C), pages 574-584.

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