Preprint Article Version 1 Preserved in Portico This version is not peer-reviewed

Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers

Version 1 : Received: 7 March 2020 / Approved: 8 March 2020 / Online: 8 March 2020 (09:24:54 CET)

How to cite: Noh, Q.; Lee, H. Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers. Preprints 2020, 2020030136 (doi: 10.20944/preprints202003.0136.v1). Noh, Q.; Lee, H. Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers. Preprints 2020, 2020030136 (doi: 10.20944/preprints202003.0136.v1).

Abstract

This research focuses on the knowledge-sharing intention of an expert with the purchasing decision-maker in a company as a marketing point for business-to-business transactions, where a company’s facilities expert connects the company’s purchasing decision-maker with the supplier. By providing information about the supplier’s products and companies to this decision-maker, the expert plays an important role in the purchasing decision-maker’s knowledge on suppliers. Therefore, this study aims to improve expert word-of-mouth (WOM) intentions and examines the strategies that influence them. Statistical verification is employed by considering the answers of 103 engineering experts, and a hierarchical multiple-regression analysis is used to test this study’s hypotheses. As a strategy for influencing expert WOM intentions, both the supplier’s and purchasing decision-maker’s expertise and the tie strength with the supplier are examined; the tie strength with the purchasing decision-maker is considered as the moderating variable. Three of the four hypotheses are supported. This paper gives advices to the facility suppliers who want sustained growth. they should not only appeal their expertise to the facility experts who visit their exhibition booth, but also specify who the visitors are and manage the relations with them personally with a long term perspective.

Subject Areas

knowledge-sharing intention; B2B marketing; expertise; tie strength

Comments (0)

We encourage comments and feedback from a broad range of readers. See criteria for comments and our diversity statement.

Leave a public comment
Send a private comment to the author(s)
Views 0
Downloads 0
Comments 0
Metrics 0


×
Alerts
Notify me about updates to this article or when a peer-reviewed version is published.
We use cookies on our website to ensure you get the best experience.
Read more about our cookies here.