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. Preprints2020, 2020030136. https://doi.org/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. https://doi.org/10.20944/preprints202003.0136.v1
Noh, Q.; Lee, H. Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers. Preprints2020, 2020030136. https://doi.org/10.20944/preprints202003.0136.v1
APA Style
Noh, Q., & Lee, H. (2020). Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers. Preprints. https://doi.org/10.20944/preprints202003.0136.v1
Chicago/Turabian Style
Noh, Q. and Hyoungtark Lee. 2020 "Strategy for Sustained Growth with Enhancing Facility Experts’ Knowledge-Sharing Intention with Purchasing Decision-Makers" Preprints. https://doi.org/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.
Keywords
knowledge-sharing intention; B2B marketing; expertise; tie strength
Subject
Business, Economics and Management, Business and Management
Copyright:
This is an open access article distributed under the Creative Commons Attribution License which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.
