| Summary: | 碩士 === 國立東華大學 === 企業管理學系 === 103 === The definition of knowledge sharing includes donating knowledge and obtaining knowledge. Most members in organizations are hostile toward knowledge sharing. Therefore, in this study, we attempt to identify factors that influence an individual’s
willingness to share knowledge, using the dyadic level as an analyzing unit, and we seek to understand if two individuals’ interaction is influenced by their social comparison of themselves with each other. In our study, we use two sales teams from an insurance firm as our sample. On team 1, we have 14 members. On team 2, we have 20 members. Our valid sample size is 562. According to our findings, friendship enhances focal individual’s willingness to share knowledge with the target individual. In addition, a focal individual who engages in a downward comparison of job performance is more willing to share knowledge with the target individual. A focal individual who engages in an upward comparison of educational level is less willing to share knowledge with the target individual. Managerial contributions in this study are as follows: A downward comparison enhances a focal individual’s willingness to share knowledge with the target individual, but an upward comparison discourages a focal individual’s willingness to share knowledge with the target individual.
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