More effective transfer of competitor and customer intelligence: Mediating roles of common knowledge sharing and source credibility

Abstract

This research study examines the antecedents of competitor and customer intelligence transfer process between front-line and support personnel. Using structural equation analysis, the authors analyzed relationships among seven constructs-ties, motivation, supportive corporate culture, inter-departmental relationship, perception of common knowledge sharing, source credibility, and a transfer of competitor and customer intelligence. Hypotheses were tested among business executives and managers in four organizations in Thailand. The findings support the partially mediating effects of perception of common knowledge sharing and source credibility on a relationship between the antecedents and a transfer of competitor and customer intelligence.