Natalie David, enseignant-chercheur à l’EM Strasbourg, a publié récemment un article dans "Human Resource Management", en collaboration avec un enseignant-chercheur de l'Université de Liverpool et un professeur de l’Université Albert-Ludwig de Fribourg-en-Brisgau.
Natalie David (HuManiS, EM Strasbourg), Julia Brennecke (Université de Liverpool) et Olaf Rank (Université Albert-Ludwig de Fribourg-en-Brisgau) ont co-écrit l'article "Extrinsic motivation as a determinant of knowledge exchange in sales teams: A social network approach".
This paper investigates extrinsic motivation as a determinant of knowledge exchange among employees in sales teams. Applying a socialnetwork approach, we study different forms of knowledge‐exchange behaviors from the perspective of a focal employee and from theperspective of the dyad. From the focal employees' perspective, we disentangle knowledge seeking from knowledge providing, and arguethat these two behaviors are affected differently by employees' extrinsic motivation. From the dyad perspective, we take similarity inmotivation of tied‐to employees and reciprocity of exchange ties into account. To test our hypotheses, we apply exponential random graphmodels to data gathered from 138 employees in five different sales teams distributed across three companies in Central Europe. Theresults of our analysis from the focal employees' perspective show that extrinsically motivated employees generally engage in lessknowledge exchange. The dyad perspective further highlights that sales employees proceed purposefully when they exchange knowledgewith coworkers. For instance, two employees' relative levels of extrinsic motivation determine their willingness to engage in reciprocalknowledge exchange. We discuss the implications of our findings for research on the microfoundations of organizational knowledgemanagement and draw conclusions concerning HRM practices used to foster extrinsic motivation, thereby affecting knowledge exchange.
Covering the broad spectrum of contemporary human resource management, Human Resource Management provides academics andpracticing managers with the latest concepts, tools, and information for effective problem solving and decision making in this field. Broad inscope, it explores issues of societal, organizational, and individual relevance. Journal articles discuss new theories, new techniques, casestudies, models, and research trends of particular significance to practicing HR managers.