The knowledge broker: a strategic orientation and an organizational capability for competing in global markets

Denicolai, Stefano, Zucchella, Antonella and Strange, Roger (2013) The knowledge broker: a strategic orientation and an organizational capability for competing in global markets. In: 55th Annual Meeting of the Academy of International Business (AIB), 3-6 Jul 2013, Istanbul, Turkey.

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This study analyses the knowledge broker, defined as a knowledge intensive type of intermediation among dispersed expertise at the global level - upstream - and client's needs or latent opportunities - downstream -. Hargadon in 1998 introduced this concept setting a promising research agenda, but then focused mainly on the technology brokering activity. After 15 years this model calls for further investigation. The aim of this contribution is to provide a better understanding about knowledge brokering: which are the differences from other strategic orientations, the key capabilities needed to support effectively this activity and the business practices in the actual scenario, its impact on the competitive advantage. The study proposes a case study survey concerning three companies: Accenture, Alessi, ENI. Evidences support knowledge broker as a 'creator' and not purely carrier of knowledge between disconnected domains. The geographic dimension emerges in all the analyzed cases. The knowledge broker is characterized by a global orientation of upstream (technology, design, ...) and downstream (customers, distributors, ... ) markets and by a multilocal understanding of where and how the needed specific knowledge can be found. Literature review and empirical evidences also permit to clarify analogies and differences compared to related constructs.

Item Type: Conference or Workshop Item (Paper)
Additional Information: Conference theme: Bridging the divide: linking IB to complementary disciplines and practice
Schools and Departments: University of Sussex Business School > Business and Management
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Depositing User: Stacey Goldup
Date Deposited: 31 Oct 2016 15:20
Last Modified: 31 Oct 2016 15:20
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