IDEAS home Printed from https://ideas.repec.org/a/inm/ororsc/v18y2007i1p71-88.html
   My bibliography  Save this article

A Multilevel Investigation of the Motivational Mechanisms Underlying Knowledge Sharing and Performance

Author

Listed:
  • Narda R. Quigley

    (Villanova School of Business, Villanova University, 800 Lancaster Avenue, Villanova, Pennsylvania 19085)

  • Paul E. Tesluk

    (Robert H. Smith School of Business, University of Maryland, College Park, Maryland 20742)

  • Edwin A. Locke

    (Robert H. Smith School of Business, University of Maryland, College Park, Maryland 20742)

  • Kathryn M. Bartol

    (Robert H. Smith School of Business, University of Maryland, College Park, Maryland 20742)

Abstract

This study draws on three different, yet complementary, theories of motivation, which we combine in an interactive manner, to explain the mechanisms that underlie the exchange between knowledge providers and recipients and ultimately impact performance. More specifically, we use incentive, goal-setting-social cognitive, and social motivation theories to examine knowledge sharing within dyads and its influence on individual performance. One hundred and twenty participants functioning as interdependent manager dyads completed a strategic decision-making simulation. Hierarchical regression and random coefficient modeling techniques were used to test hypothesized relationships. Results demonstrated that the effect of group-oriented incentive systems on the knowledge provider was enhanced when more positive norms for knowledge sharing existed among dyad members. The recipient’s self-efficacy had a stronger relationship with performance goals when the recipient trusted the provider. Finally, self-set goals and knowledge sharing had both direct and interactive effects on individual performance. We argue that these findings constitute a useful advance in middle-range motivation (Landy and Becker 1987, Pinder 1984) theory pertaining to knowledge sharing and utilization.

Suggested Citation

  • Narda R. Quigley & Paul E. Tesluk & Edwin A. Locke & Kathryn M. Bartol, 2007. "A Multilevel Investigation of the Motivational Mechanisms Underlying Knowledge Sharing and Performance," Organization Science, INFORMS, vol. 18(1), pages 71-88, February.
    • Handle: RePEc:inm:ororsc:v:18:y:2007:i:1:p:71-88
    DOI: 10.1287/orsc.1060.0223
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/orsc.1060.0223
    Download Restriction: no
    File URL: https://libkey.io/10.1287/orsc.1060.0223?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Sirkka L. Jarvenpaa & Dorothy E. Leidner, 1999. "Communication and Trust in Global Virtual Teams," Organization Science, INFORMS, vol. 10(6), pages 791-815, December.
    2. John Seely Brown & Paul Duguid, 2001. "Knowledge and Organization: A Social-Practice Perspective," Organization Science, INFORMS, vol. 12(2), pages 198-213, April.
    3. Joel A. C. Baum & Paul Ingram, 1998. "Survival-Enhancing Learning in the Manhattan Hotel Industry, 1898--1980," Management Science, INFORMS, vol. 44(7), pages 996-1016, July.
    4. Morton Deutsch & Yakov Epstein & Donnah Canavan & Peter Gumpert, 1967. "Strategies of inducing cooperation: an experimental study," Journal of Conflict Resolution, Peace Science Society (International), vol. 11(3), pages 345-360, September.
    5. Linda Argote & Bill McEvily & Ray Reagans, 2003. "Managing Knowledge in Organizations: An Integrative Framework and Review of Emerging Themes," Management Science, INFORMS, vol. 49(4), pages 571-582, April.
    6. Stephen P. Borgatti & Rob Cross, 2003. "A Relational View of Information Seeking and Learning in Social Networks," Management Science, INFORMS, vol. 49(4), pages 432-445, April.
    7. Akbar Zaheer & Bill McEvily & Vincenzo Perrone, 1998. "Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance," Organization Science, INFORMS, vol. 9(2), pages 141-159, April.
    8. Bill McEvily & Vincenzo Perrone & Akbar Zaheer, 2003. "Trust as an Organizing Principle," Organization Science, INFORMS, vol. 14(1), pages 91-103, February.
    9. Durham, Cathy C. & Knight, Don & Locke, Edwin A., 1997. "Effects of Leader Role, Team-Set Goal Difficulty, Efficacy, and Tactics on Team Effectiveness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(2), pages 203-231, November.
    10. Kurt T. Dirks & Donald L. Ferrin, 2001. "The Role of Trust in Organizational Settings," Organization Science, INFORMS, vol. 12(4), pages 450-467, August.
    11. Sirkka L. Jarvenpaa & Thomas R. Shaw & D. Sandy Staples, 2004. "Toward Contextualized Theories of Trust: The Role of Trust in Global Virtual Teams," Information Systems Research, INFORMS, vol. 15(3), pages 250-267, September.
    12. Bruce Kogut & Udo Zander, 1996. "What Firms Do? Coordination, Identity, and Learning," Organization Science, INFORMS, vol. 7(5), pages 502-518, October.
    13. Linda Argote & Sara L. Beckman & Dennis Epple, 1990. "The Persistence and Transfer of Learning in Industrial Settings," Management Science, INFORMS, vol. 36(2), pages 140-154, February.
    14. Earley, P. Christopher & Perry, Brian C., 1987. "Work plan availability and performance: An assessment of task strategy priming on subsequent task completion," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(3), pages 279-302, June.
    15. Ann Majchrzak & Arvind Malhotra & Richard John, 2005. "Perceived Individual Collaboration Know-How Development Through Information Technology–Enabled Contextualization: Evidence from Distributed Teams," Information Systems Research, INFORMS, vol. 16(1), pages 9-27, March.
    16. Gee W. Bock & Young-Gul Kim, 2002. "Breaking the Myths of Rewards: An Exploratory Study of Attitudes about Knowledge Sharing," Information Resources Management Journal (IRMJ), IGI Global, vol. 15(2), pages 14-21, April.
    17. Argote, Linda & Ingram, Paul, 2000. "Knowledge Transfer: A Basis for Competitive Advantage in Firms," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 150-169, May.
    18. Szulanski, Gabriel, 2000. "The Process of Knowledge Transfer: A Diachronic Analysis of Stickiness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 9-27, May.
    19. Tanya Menon & Jeffrey Pfeffer, 2003. "Valuing Internal vs. External Knowledge: Explaining the Preference for Outsiders," Management Science, INFORMS, vol. 49(4), pages 497-513, April.
    20. Mulvey, Paul W. & Klein, Howard J., 1998. "The Impact of Perceived Loafing and Collective Efficacy on Group Goal Processes and Group Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 74(1), pages 62-87, April.
    21. Brian T. Pentland, 1995. "Grammatical Models of Organizational Processes," Organization Science, INFORMS, vol. 6(5), pages 541-556, October.
    22. Bruce Barry & J. Michael Crant, 2000. "Dyadic Communication Relationships in Organizations: An Attribution/Expectancy Approach," Organization Science, INFORMS, vol. 11(6), pages 648-664, December.
    23. Robert H. Hayes & Kim B. Clark, 1985. "Explaining Observed Productivity Differentials Between Plants: Implications for Operations Research," Interfaces, INFORMS, vol. 15(6), pages 3-14, December.
    24. Donald L. Ferrin & Kurt T. Dirks, 2003. "The Use of Rewards to Increase and Decrease Trust: Mediating Processes and Differential Effects," Organization Science, INFORMS, vol. 14(1), pages 18-31, February.
    25. Udo Zander & Bruce Kogut, 1995. "Knowledge and the Speed of the Transfer and Imitation of Organizational Capabilities: An Empirical Test," Organization Science, INFORMS, vol. 6(1), pages 76-92, February.
    26. Samer Faraj & Lee Sproull, 2000. "Coordinating Expertise in Software Development Teams," Management Science, INFORMS, vol. 46(12), pages 1554-1568, December.
    27. Gabriel Szulanski & Rossella Cappetta & Robert J. Jensen, 2004. "When and How Trustworthiness Matters: Knowledge Transfer and the Moderating Effect of Causal Ambiguity," Organization Science, INFORMS, vol. 15(5), pages 600-613, October.
    28. Moreland, Richard L. & Myaskovsky, Larissa, 2000. "Exploring the Performance Benefits of Group Training: Transactive Memory or Improved Communication?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 117-133, May.
    29. Argote, Linda & Ingram, Paul & Levine, John M. & Moreland, Richard L., 2000. "Knowledge Transfer in Organizations: Learning from the Experience of Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 1-8, May.
    30. Daniel Z. Levin & Rob Cross, 2004. "The Strength of Weak Ties You Can Trust: The Mediating Role of Trust in Effective Knowledge Transfer," Management Science, INFORMS, vol. 50(11), pages 1477-1490, November.
    31. John Seely Brown & Paul Duguid, 1991. "Organizational Learning and Communities-of-Practice: Toward a Unified View of Working, Learning, and Innovation," Organization Science, INFORMS, vol. 2(1), pages 40-57, February.
    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. Joel M. Evans & Michael G. Hendron & James B. Oldroyd, 2015. "Withholding the Ace: The Individual- and Unit-Level Performance Effects of Self-Reported and Perceived Knowledge Hoarding," Organization Science, INFORMS, vol. 26(2), pages 494-510, April.
    2. Argote, Linda & Fahrenkopf, Erin, 2016. "Knowledge transfer in organizations: The roles of members, tasks, tools, and networks," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 146-159.
    3. Linda Argote & Ella Miron-Spektor, 2011. "Organizational Learning: From Experience to Knowledge," Organization Science, INFORMS, vol. 22(5), pages 1123-1137, October.
    4. Renzl, Birgit, 2008. "Trust in management and knowledge sharing: The mediating effects of fear and knowledge documentation," Omega, Elsevier, vol. 36(2), pages 206-220, April.
    5. Mäkelä, Kristiina & Andersson, Ulf & Seppälä, Tomi, 2012. "Interpersonal similarity and knowledge sharing within multinational organizations," International Business Review, Elsevier, vol. 21(3), pages 439-451.
    6. Sharath Sasidharan & Radhika Santhanam & Daniel J. Brass & Vallabh Sambamurthy, 2012. "The Effects of Social Network Structure on Enterprise Systems Success: A Longitudinal Multilevel Analysis," Information Systems Research, INFORMS, vol. 23(3-part-1), pages 658-678, September.
    7. Argote, Linda & Ingram, Paul & Levine, John M. & Moreland, Richard L., 2000. "Knowledge Transfer in Organizations: Learning from the Experience of Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 1-8, May.
    8. Sheen S. Levine & Michael J. Prietula, 2012. "How Knowledge Transfer Impacts Performance: A Multilevel Model of Benefits and Liabilities," Organization Science, INFORMS, vol. 23(6), pages 1748-1766, December.
    9. David Dreyfus & Anand Nair & Srinivas Talluri, 2020. "The Impact of Chain Organization Size on Efficiency and Quality of Affiliated Facilities—Implications for Multi‐Unit Organizational Forms," Production and Operations Management, Production and Operations Management Society, vol. 29(7), pages 1605-1623, July.
    10. A. Willem & M. Buelens, 2003. "Making Competencies Cross Business Unit Boundaries: The Interplay between Inter-Unit Coordination, Trust and Knowledge Transferability," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 03/176, Ghent University, Faculty of Economics and Business Administration.
    11. Sirkka L. Jarvenpaa & Ann Majchrzak, 2008. "Knowledge Collaboration Among Professionals Protecting National Security: Role of Transactive Memories in Ego-Centered Knowledge Networks," Organization Science, INFORMS, vol. 19(2), pages 260-276, April.
    12. Linda Argote & Sunkee Lee & Jisoo Park, 2021. "Organizational Learning Processes and Outcomes: Major Findings and Future Research Directions," Management Science, INFORMS, vol. 67(9), pages 5399-5429, September.
    13. Josef Windsperger & Nina Gorovaia, 2011. "Knowledge attributes and the choice of knowledge transfer mechanism in networks: the case of franchising," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 15(4), pages 617-640, November.
    14. Zhong, Xuepan & Huang, Qian & Davison, Robert M. & Yang, Xuan & Chen, Huaping, 2012. "Empowering teams through social network ties," International Journal of Information Management, Elsevier, vol. 32(3), pages 209-220.
    15. Simon Rodan, 2008. "Organizational learning: effects of (network) structure and (individual) strategy," Computational and Mathematical Organization Theory, Springer, vol. 14(3), pages 222-247, September.
    16. Christos Kolympiris & Sebastian Hoenen & Peter G. Klein, 2019. "Learning by Seconding: Evidence from National Science Foundation Rotators," Organization Science, INFORMS, vol. 30(3), pages 528-551, May.
    17. Daniel Tzabbar & Jeongsik (Jay) Lee & Donghwi (Josh) Seo, 2022. "Collaborative structure and post‐mobility knowledge spillovers: A dyadic approach," Strategic Management Journal, Wiley Blackwell, vol. 43(9), pages 1728-1762, September.
    18. Viju Raghupathi & Raquel Benbunan-Fich, 2020. "A Social Capital Perspective on Computer-Mediated Group Communication and Performance: An Empirical Study," Group Decision and Negotiation, Springer, vol. 29(4), pages 747-801, August.
    19. Venkatesh, Viswanath & Davis, Fred D. & Zhu, Yaping, 2022. "A cultural contingency model of knowledge sharing and job performance," Journal of Business Research, Elsevier, vol. 140(C), pages 202-219.
    20. A. Willem & M. Buelens, 2006. "Effects of Organizational Design Dimensions on Inter-unit Knowledge Sharing," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 06/384, Ghent University, Faculty of Economics and Business Administration.

    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:inm:ororsc:v:18:y:2007:i:1:p:71-88. 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: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    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.