Considering the receiver in knowledge sharing: when the receiver seems ready the sharer appears

The knowledge needs and knowledge-related behaviours of receivers are among the most crucial, yet of ten overlooked, aspects of successful knowledge-sharing. This research examines how sharers consider receivers' knowledge needs and knowledge-related behaviours when choosing whether to share their knowledge and which channels to use for the transmission of that knowledge. A new theory of knowledge sharing - Receiver Theory - is introduced, and a receiver-based model of knowledge sharing is developed from existing literature. Two exploratory case studies are conducted using the model as a guiding framework. A key finding shows that perceived receiver knowledge needs and behaviours are Important motivators and inhibitors in sharer choices in intra-organisational knowledge sharing. This finding was suggested for both personalised and codified knowledge sharing strategies. The study suggests that for companies to realise more effective knowledge sharing, they should develop better ways to connect potential sharers with receivers' real knowledge needs. The study also suggests that sharing on a need-to know basis impedes change In organisational power structures and prevents the integration of isolated pockets of knowledge that may yield new value.

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