Using TRA Theory to Study the Influences of Motivation,Value Assessment, Human Relation on the Knowledge Sharing Intention - The case of salesmen of the Electronic Companies

• Main Authors: Mei-LingHsieh, 謝美玲
• Other Authors: Ming-Tien Tsai
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/56468068404838429875

碩士 === 國立成功大學 === 高階管理碩士在職專班 === 99 === Through the quantitative empirical study on the factors which has influenced the first line sales force’s knowledge sharing behavior of The Electronic Companies, the present study designs each factor’s indicator system to make a questionnaire, and then small-sample questionnaire investigation and the data analysis are made to ensure the reliability and validity of each indicator. Finally, the formal questionnaire is accomplished to investigate first line sales force’s knowledge sharing behavior many fields. After dealing with the big-sample data, the influencing factors’ hypothetic relationship is analyzed through the structural equation model (SEM). The research results show that the individual’s sharing attitudes dimension toward the intention and behavior has played an important role among those factors. Knowledge sharing attitude dimension has significant positive influence on the knowledge sharing intention and behavior, and the subjective norms dimension has indirect influences on the intention and behavior through the attitude dimension. Besides, motivation dimension have significant positive influences on the first line sales force’s knowledge sharing attitude dimension. At the same time, knowledge sharing value assessment and interpersonal relationship dimension has indirect influences on the attitude dimension through the subjective normal dimension. Furthermore, motivation dimension influence knowledge sharing intention and behavior. Finally, the research makes the explanation on the theory, and provides some suggestions and measures to facilitate the first line sales force’s knowledge sharing behavior of The Electronic Companies. This article uses the theory of reasoned action to analyze the first line sales force’s knowledge sharing behavior of The Electronic Companies, and it also adds the interpersonal relationship dimension with traditional Chinese culture. Therefore, other factors which have influences on the knowledge sharing attitude dimension and subjective normal dimension can be discussed to enrich the content of the study. The conclusion of the present study will do some help for the further research in the same field.