IDEAS home Printed from https://ideas.repec.org/a/hur/ijarbs/v4y2014i9p121-137.html
   My bibliography  Save this article

The Study of Impact Tacit Knowledge Exchange between Sales and Marketing on Improving Marketing Performance Case Study: Isfahan Mobarakeh Steel

Author

Listed:
  • Hassan Ghorbani
  • Khosro Fakhri

Abstract

The present study was aimed to investigate the effect of implicit knowledge sharing between sales and marketing on the marketing performance improvement. This study has been done in Mobarake Steel Company in Isfahan. For this purpose, a main hypothesis and two secondary hypotheses have been developed and tested. This study is a practical research from purpose view and is a co relational-survey one from research methodology perspective. The statistical population of this study includes sales and marketing managers and professionals in Mobarake Steel Company. The population consists of 80 members. The consensus has been used for collecting the research data rather than sampling, as the population is limit. For this purpose, a self-administrated questionnaire with 46 items has been used. The validity of this questionnaire was acknowledged by supervisor and advisor professors and management experts. Also, the reliability of this questionnaire was supported by Cronbach's Alpha of 98%. Study questionnaire includes demographic questions and main questions for testing hypotheses. From 80 distributed questionnaires 72were back (return rate= 82/5%). In addition, collected data were analyzed by statistical tests using AMOS and SPSS software in two levels including descriptive tests: frequency, percent cumulative percentage, mean and standard deviation and perceptive tests: regression modeling, ANOVA, nonparametric test of Kolmogorov-Smirnov and nonparametric test of Friedman. Regarding the outputs of structural equations, DF and GFI, the goodness of fit indices, were appropriate. Based on study findings all of hypotheses were supported. Finally, the results showed that implicit knowledge sharing in marketing and sales influences marketing innovation, productivity ratio, and effectiveness significantly. The results of this study indicated that the seventh hypothesis (the effect of implicit knowledge sharing between sales and marketing on the productivity ratio) has the most path coefficient (0.94) and the third hypothesis (the effect of social opportunities on the implicit knowledge sharing between sales and marketing) has the least path coefficient (0.004). Based on the results of this study, it can be said that implicit knowledge sharing between sale and marketing influences marketing performance significantly.

Suggested Citation

  • Hassan Ghorbani & Khosro Fakhri, 2014. "The Study of Impact Tacit Knowledge Exchange between Sales and Marketing on Improving Marketing Performance Case Study: Isfahan Mobarakeh Steel," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 4(9), pages 121-137, September.
    • Handle: RePEc:hur:ijarbs:v:4:y:2014:i:9:p:121-137
    as

    Download full text from publisher

    File URL: http://hrmars.com/hrmars_papers/The_Study_of_Impact_Tacit_Knowledge_Exchange_Between_Sales_and_Marketing_on_Improving_Marketing_Performance1.pdf
    Download Restriction: no
    File URL: http://hrmars.com/hrmars_papers/The_Study_of_Impact_Tacit_Knowledge_Exchange_Between_Sales_and_Marketing_on_Improving_Marketing_Performance1.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Zlatko Nedelko & Vojko Potocan, 2013. "The role of management innovativeness in modern organizations," Journal of Enterprising Communities: People and Places in the Global Economy, Emerald Group Publishing Limited, vol. 7(1), pages 36-49, March.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dabić, Marina & Stojčić, Nebojša & Simić, Marijana & Potocan, Vojko & Slavković, Marko & Nedelko, Zlatko, 2021. "Intellectual agility and innovation in micro and small businesses: The mediating role of entrepreneurial leadership," Journal of Business Research, Elsevier, vol. 123(C), pages 683-695.
    2. Firas Rifai & Abdul Sattar H. Yousif, 2016. "The Effect of Management Policy & Process on Adopting Entrepreneurship Aspects by Jordanian Universities," Journal of Management and Sustainability, Canadian Center of Science and Education, vol. 6(3), pages 127-134, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hur:ijarbs:v:4:y:2014:i:9:p:121-137. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Hassan Danial Aslam (email available below). General contact details of provider: http://hrmars.com/index.php/pages/detail/IJARBSS .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.