Academic Journal
Knowledge Hiding by Salespeople in a B2C Context.
| Τίτλος: | Knowledge Hiding by Salespeople in a B2C Context. |
|---|---|
| Συγγραφείς: | Mondego, Clarisse Cordeiro Medeiros1 (AUTHOR), Mainardes, Emerson Wagner2 (AUTHOR) |
| Πηγή: | Knowledge & Process Management. May2026, p1. 17p. 1 Illustration. |
| Θεματικοί όροι: | *Sales personnel, *Client relations, *Nondisclosure, *Corporate culture, *Leadership, *Retail industry, *Qualitative research |
| Περίληψη: | ABSTRACT This study sought to explore the possible reasons why salespeople hide knowledge from customers in a business‐to‐consumer context (B2C). Based on the existing literature on knowledge hiding at the individual, organizational, and sales levels, an exploratory methodology with a qualitative approach was adopted. Interviews were conducted with 16 customers and 24 salespeople from different sectors. Based on the content analysis, a theoretical model was developed consisting of three categories that together explain the reasons for knowledge hiding by salespeople. Individual factors indicate that salespeople show intentional behavior, on a personal level, to hide knowledge requested by customers. At the organizational level, culture, leadership, and organizational climate can lead to knowledge hiding. Finally, in relational terms, knowledge hiding can occur in the interaction between salespeople and customers, a phenomenon that has not yet been identified in literature. The results provide input for improving sales practices and strategies, as well as enhancing value propositions for customers. Understanding the reasons behind knowledge hiding can contribute to better management and training of sales staff. [ABSTRACT FROM AUTHOR] |
| Copyright of Knowledge & Process Management is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) | |
| Βάση Δεδομένων: | Business Source Index |
| FullText | Text: Availability: 0 CustomLinks: – Url: https://resolver.ebsco.com/c/fiv2js/result?sid=EBSCO:bsx&genre=article&issn=10924604&ISBN=&volume=&issue=&date=20260521&spage=1&pages=1-17&title=Knowledge & Process Management&atitle=Knowledge%20Hiding%20by%20Salespeople%20in%20a%20B2C%20Context.&aulast=Mondego%2C%20Clarisse%20Cordeiro%20Medeiros&id=DOI:10.1002/kpm.70108 Name: Full Text Finder (for New FTF UI) (ns324271) Category: fullText Text: Full Text Finder MouseOverText: Full Text Finder |
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| IllustrationInfo | |
| Items | – Name: Title Label: Title Group: Ti Data: Knowledge Hiding by Salespeople in a B2C Context. – Name: Author Label: Authors Group: Au Data: <searchLink fieldCode="AR" term="%22Mondego%2C+Clarisse+Cordeiro+Medeiros%22">Mondego, Clarisse Cordeiro Medeiros</searchLink><relatesTo>1</relatesTo> (AUTHOR)<br /><searchLink fieldCode="AR" term="%22Mainardes%2C+Emerson+Wagner%22">Mainardes, Emerson Wagner</searchLink><relatesTo>2</relatesTo> (AUTHOR) – Name: TitleSource Label: Source Group: Src Data: <searchLink fieldCode="JN" term="%22Knowledge+%26+Process+Management%22">Knowledge & Process Management</searchLink>. May2026, p1. 17p. 1 Illustration. – Name: Subject Label: Subject Terms Group: Su Data: *<searchLink fieldCode="DE" term="%22Sales+personnel%22">Sales personnel</searchLink><br />*<searchLink fieldCode="DE" term="%22Client+relations%22">Client relations</searchLink><br />*<searchLink fieldCode="DE" term="%22Nondisclosure%22">Nondisclosure</searchLink><br />*<searchLink fieldCode="DE" term="%22Corporate+culture%22">Corporate culture</searchLink><br />*<searchLink fieldCode="DE" term="%22Leadership%22">Leadership</searchLink><br />*<searchLink fieldCode="DE" term="%22Retail+industry%22">Retail industry</searchLink><br />*<searchLink fieldCode="DE" term="%22Qualitative+research%22">Qualitative research</searchLink> – Name: Abstract Label: Abstract Group: Ab Data: ABSTRACT This study sought to explore the possible reasons why salespeople hide knowledge from customers in a business‐to‐consumer context (B2C). Based on the existing literature on knowledge hiding at the individual, organizational, and sales levels, an exploratory methodology with a qualitative approach was adopted. Interviews were conducted with 16 customers and 24 salespeople from different sectors. Based on the content analysis, a theoretical model was developed consisting of three categories that together explain the reasons for knowledge hiding by salespeople. Individual factors indicate that salespeople show intentional behavior, on a personal level, to hide knowledge requested by customers. At the organizational level, culture, leadership, and organizational climate can lead to knowledge hiding. Finally, in relational terms, knowledge hiding can occur in the interaction between salespeople and customers, a phenomenon that has not yet been identified in literature. The results provide input for improving sales practices and strategies, as well as enhancing value propositions for customers. Understanding the reasons behind knowledge hiding can contribute to better management and training of sales staff. [ABSTRACT FROM AUTHOR] – Name: AbstractSuppliedCopyright Label: Group: Ab Data: <i>Copyright of Knowledge & Process Management is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.) |
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| RecordInfo | BibRecord: BibEntity: Identifiers: – Type: doi Value: 10.1002/kpm.70108 Languages: – Code: eng Text: English PhysicalDescription: Pagination: PageCount: 17 StartPage: 1 Subjects: – SubjectFull: Sales personnel Type: general – SubjectFull: Client relations Type: general – SubjectFull: Nondisclosure Type: general – SubjectFull: Corporate culture Type: general – SubjectFull: Leadership Type: general – SubjectFull: Retail industry Type: general – SubjectFull: Qualitative research Type: general Titles: – TitleFull: Knowledge Hiding by Salespeople in a B2C Context. Type: main BibRelationships: HasContributorRelationships: – PersonEntity: Name: NameFull: Mondego, Clarisse Cordeiro Medeiros – PersonEntity: Name: NameFull: Mainardes, Emerson Wagner IsPartOfRelationships: – BibEntity: Dates: – D: 21 M: 05 Text: May2026 Type: published Y: 2026 Identifiers: – Type: issn-print Value: 10924604 Titles: – TitleFull: Knowledge & Process Management Type: main |
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