The relationship between manufacturer and distributorsknowledge transfer and performance

Resumo

This study explored the relationship between knowledge transfer from manufacturer to distributor. The research question is related to knowledge transfer from the manufacturer to distributor and potential improvement in the performance of the last. This issue is important for companies that are expanding their markets. A survey was conducted in business units that belong to the transport equipment sector. The study's sample comprised 199 companies. Measuring instrument followed a rigorous sequence of methodological procedures. Measurements were validated by confirmatory factor analysis, and hypotheses were tested using structural equation modeling. Results suggested positive effects of the manufacturer's performance monitoring and knowledge transfer on the distributor's performance. By having formal and informal mechanisms to follow distributor activities, it is possible to identify operational activities performed by the manufacturer that might improve distributor performance.

Ficha do documento

Tipo

Artigo científico

Ano

2015

Instituição

ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração

Fonte

Repositório da FGV

Idioma

Inglês

Acesso

Acesso aberto

DOI

10.1590/1807-7692bar2015150049

Identificador

oai:repositorio.fgv.br:10438/20991

Palavras-chave

Knowledge transferManufacturer-distributors integrationOperational performanceSurveyAdministração de empresasGestão do conhecimentoAprendizagem organizacional