Supplier motivation to share knowledge: an experimental investigation of a social exchange perspective

Abstract

PurposeThis paper draws on social exchange theory to theorise supplier motivation to share knowledge. It examines the effects of supplier anticipated future dependence on their motivation to share knowledge with a buyer, mediated by economic, relational and learning motives. It also examines the conditional effects imposed by the current embeddedness of the relationship.Design/methodology/approachThe study tested the proposed moderated mediation model using a scenario-based experimental method.FindingsThe results show that supplier anticipated future dependence increases their motivation to share knowledge, mediated by relational and learning motives. The results also show that current embeddedness has negative moderation effects on economic and learning but not relational motives.Originality/valueThe study deepens our understanding of supplier motivation to share knowledge as social exchange and offers insights on buyer-supplier relationship embeddedness.