When using knowledge can hurt performance : (Record no. 15642)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02008naa a2200241uu 4500 |
| 001 - CONTROL NUMBER | |
| control field | 6041809462521 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190211161050.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 060418s2006 xx ||||gr |0|| 0 eng d |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) | |
| Koha Dewey Subclass [OBSOLETE] | PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | HAAS, Martine R. |
| 9 (RLIN) | 16683 |
| 245 10 - TITLE STATEMENT | |
| Title | When using knowledge can hurt performance : |
| Remainder of title | the value of organizational capabilities in a management consulting company |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | UK : |
| Name of publisher, distributor, etc. | Wiley, |
| Date of publication, distribution, etc. | January 2005 |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc. | This paper explores the possibility that utilizing the firm's knowledge resources to complete important tasks can backfire and undermine competitive performance. Drawing on organizational capabilities and knowledge-sharing research, we develop a situated performance view that holds that the value of obtaining and using knowledge within a firm depends on the task situation. Using a data set of 182 sales proposals for client work in a management consulting company, we show that sales teams that had varying needs to learn and differentiate themselves from competitors derived different levels of value from obtaining and using electronic documents and advice from colleagues. Highly experienced teams were more likely than inexperienced teams to lose the sales bids if they utilized such knowledge. Teams that had a high need to differentiate themselves from competitors also had a lower chance of winning if they utilized electronic documents. There were situations, however, where teams performed better if they utilized the firm's knowledge resources. These results suggest that competitive performance depends not on how much firms know but on how they use what they know. |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Knowledge sharing |
| 9 (RLIN) | 24031 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Knowledge transfer |
| 9 (RLIN) | 17554 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Organizational capabilities |
| 9 (RLIN) | 17327 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Management consulting |
| 9 (RLIN) | 18434 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Competitive bidding |
| 9 (RLIN) | 20233 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | HANSEN, Morten T. |
| 9 (RLIN) | 4583 |
| 773 08 - HOST ITEM ENTRY | |
| Title | Strategic Management Journal |
| Related parts | 26, 1, p. 1-24 |
| Place, publisher, and date of publication | UK : Wiley, January 2005 |
| International Standard Serial Number | ISSN 0143-2095 |
| Record control number | |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Periódico |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| -- | 20060418 |
| Operator's initials, OID (RLIN) | 0946^b |
| Cataloger's initials, CIN (RLIN) | Natália |
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