A study of indicators of willingness in the knowledge transfer process

The literature on knowledge transfer is confident in its assertion that a ‘stickiness’ pervades knowledge disclosure process. This phenomenon is often attributed to structural communication barriers but an equally valid explanation could stem from the individual feeling a sense of ownership of their knowledge which then engenders a reluctance to be open about their knowledge within a formal knowledge transfer process. We pursue this idea theoretically through notions of possessiveness and psychological ownership; and empirically by exploring the concept of willingness to disclose. Assuming willingness to be unidimensional a methodology is put forward that uses indicators to measures its direction. Using a sample of 1050 UK engineers we illustrate the direction of willingness on a reluctance–willing dimension. We argue that knowledge transfer requires management to examine more closely the stimuli that affect the process.