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Despite managers’ investments in facilitating knowledge sharing, knowledge hiding remains prevalent in organizations. Existing studies shed light on the antecedents and consequences of knowledge hiding from the hider’s perspective. This study, the first, aims to examine the consequences of perceived knowledge hiding on the performance of knowledge seekers individually and organizations more broadly.

The authors develop a theoretical framework, drawing on self-determination theory (SDT) and social exchange theory (SET). The framework is tested empirically via hierarchical regression analyses, using survey data collected from salespersons (n = 296) and supervisors (n = 83) employed by one of the largest distribution and market expansion companies in Myanmar.

Consistent with SDT, the results show that perceived knowledge hiding exerts a positive effect on knowledge seekers’ individual sales performance, although this relationship is moderated by social interaction. Conversely, the results show a negative relationship between perceived knowledge hiding and team viability, which is moderated by reward structure, consistent with SET.

The results have several strategic implications, including on the type of reward structures (i.e. individual vs team-based) that most effectively mitigate the negative consequences of perceived knowledge hiding.

This is the first empirical study of the consequences of perceived knowledge hiding. This model integrates two theoretical perspectives which highlight positive and negative consequences of perceived knowledge hiding.

This study aims to investigate whether or not the two facets of pride, hubristic and authentic, are associated with knowledge hiding.

This study collects survey data (N = 343) from one of the leading information technology (IT) companies in Myanmar at two stages with a two-month interval. This study uses multiple regression analyses to test this study’s hypotheses.

Results reveal that hubristic pride is positively related to knowledge hiding, whereas the relationship between authentic pride and knowledge hiding is negative. These relationships are contingent upon the level of employees’ self-efficacy.

This study suggests that managers should include measures for moral emotions in their recruitment and selection criteria. Furthermore, the authors suggest that managers should design strategies to induce moral emotions at the workplace and enhance personal resources (e.g. self-efficacy), which have an instrumental effect in maximizing the prosocial facet of pride (i.e. authentic pride) as well as minimizing adverse experiences of the antisocial facet of pride (i.e. hubristic pride), thereby reducing knowledge hiding.

The findings shed light on the significance of the inclusion of emotional variables in understanding employees’ knowledge hiding. To the best of the authors’ knowledge, this study is the first empirical study to examine the combined effect of emotive and cognitive variables in predicting knowledge hiding by demonstrating that hubristic pride only mitigates knowledge hiding behavior among high self-efficacious employees.

This study aims to examine the positive and negative consequences of relationship closeness between salespersons and their business customers in a B2B sales context: sales performance and salesperson passive opportunism.

Drawing on the social exchange theory, the authors develop a conceptual model of positive and negative consequences of relationship closeness. The authors empirically test the model using matched survey data from 269 salesperson-sales supervisor dyads and individual sales performance ratings from one of the largest distribution and market expansion companies in Myanmar.

Results provide evidence of positive (i.e. sales performance) and negative (i.e. salesperson passive opportunism) consequences of salesperson’s perceived relationship closeness. These relationships are, however, contingent on organization-level and employee-level factors. High extent of supervision enhances the effects of salesperson’s perceived relationship closeness on sales performance but attenuates its influence on salesperson passive opportunism. The effect of salesperson’s perceived relationship closeness on salesperson’s passive opportunism is stronger for salespersons with a promotion (vs prevention) focus.

The results offer guidelines to firms seeking to optimize the efficacy of close relationships between their salespersons and customers. For example, higher levels of supervision could increase the likelihood of positive outcomes of relationship closeness while minimizing its negative consequences.

To the best of the authors’ knowledge, this study is the first to demonstrate not only the benefits of relationship closeness between salespersons and customers but also its dark side: the relationship closeness paradox.

This study aims to examine how three types of information technology (IT) capability (supplier technological capability, customer technology-sensing capability and relatedness of IT infrastructure) facilitate knowledge acquisition by the customer when the supplier is dominant in the supplier-customer relationship.

The unit of analysis was project. The authors designed two different questionnaires that were responded by the project manager of an enterprise resource planning (ERP) software supplier and the contact person of the customer organization in the same project, respectively. The two questionnaires were matched by means of project name. The final sample included a total of 136 projects. The authors used ordinary least squares to test the research hypotheses.

The authors found that supplier power advantage negatively influenced knowledge acquisition by the customer. The three types of IT capability did not have direct impacts on knowledge acquisition. The moderating effect of customer technology-sensing capability was not significant either. However, supplier technological capability and relatedness of IT infrastructure attenuated the negative effect of supplier power advantage on knowledge acquisition, indicating that both factors promoted knowledge acquisition.

Knowledge acquisition is important for the success of software implementation in the supplier-customer relationship. There is limited evidence in the literature on how to apply externally oriented IT capability to enhance knowledge management, improve knowledge acquisition and manage the business relationship that is typically dominated by the software supplier. The authors provide evidence to examine related issues.

Previous studies suggest that competitive psychological climate at workplace may influence employee's attitudes and behaviors. The purpose of this paper is to explore whether competitive psychological climate leads to increased knowledge-hiding behavior.

Drawing upon the conservation of resources theory, we developed a conceptual model which we empirically tested using survey data collected from 296 salespersons from one of the largest distribution market expansion companies in Myanmar.

We performed hierarchical regression analyses on the data obtained from 296 salespersons to confirm our hypotheses: competitive psychological climate is positively related to knowledge hiding. This relationship becomes weaker when there is high level of organizational justice and high level of optimism.

The findings shed light on the dark side of competitive psychological climate, such that it translates into knowledge hiding, which is not beneficial for favorable organizational outcomes. To mitigate that, management needs to focus on promoting organizational justice and recruit more optimistic employees.

Although there are many previous studies on competitive psychological climate and its positive and negative impacts, this paper, to the authors' best knowledge, is the first to study its specific effect on knowledge hiding in the sales context.

This study aims to identify the key factors that influence household pro-environmental behaviors (HPEBs) and explore the differences caused by the same influencing factors between household waste management behavior (HWM) and household energy-saving behavior (HES).

A meta-analysis was conducted on 90 articles about HPEBs published between 2009 and 2023 to find the key factors. HPEBs were further categorized into HWM and HES to investigate the difference influenced by the above factors on two behaviors. The correlation coefficient was used as the unified effect size, and the random-effect model was adopted to conduct both main effect and moderating effect tests.

The results showed that attitude, subjective norms, and perceived behavioral control all positively influenced intention and HPEBs, but their effects were stronger on intention than on HPEBs. Intention was found to be the strongest predictor of HPEBs. Subjective norms were found to have a more positive effect on HES compared to HWM, while habits had a more positive effect on HWM. Furthermore, household size was negatively correlated with HWM but positively correlated with HES.

The same variables have different influences on HWM and HES. These results can help develop targeted incentives to increase the adoption of HPEBs, ultimately reducing household energy consumption and greenhouse gas emissions and contributing to the mitigation of global warming.

Predicting commodity futures trading volumes represents an important matter to policymakers and a wide spectrum of market participants. The purpose of this study is to concentrate on the energy sector and explore the trading volume prediction issue for the thermal coal futures traded in Zhengzhou Commodity Exchange in China with daily data spanning January 2016–December 2020.

The nonlinear autoregressive neural network is adopted for this purpose and prediction performance is examined based upon a variety of settings over algorithms for model estimations, numbers of hidden neurons and delays and ratios for splitting the trading volume series into training, validation and testing phases.

A relatively simple model setting is arrived at that leads to predictions of good accuracy and stabilities and maintains small prediction errors up to the 99.273th quantile of the observed trading volume.

The results could, on one hand, serve as standalone technical trading volume predictions. They could, on the other hand, be combined with different (fundamental) prediction results for forming perspectives of trading trends and carrying out policy analysis.

This study seeks to assess the mediating role of financial service branding on investment decisions from the perspective of financial service investors.

Field data were obtained from 403 individuals and corporate investors in financial service institutions who invested savings and pensions funds into short to medium term financial instruments from an emerging market in sub-Saharan Africa (SSA). Data were analysed using the partial least squares structural equation modelling technique (PLS-SEM).

Branding significantly mediates return on investment (ROI) decisions. However, the ROI did not have a significant direct effect on investment decisions. ROI has a significant indirect effect on investment decisions due to branding influence on investors.

Data collected was cross sectional. Future research can use longitudinal data for better long term planning. Study can also be done in other emerging economies to determine how the financial sector characteristics for each country can be a source of difference from branding and investment standpoint.

Although consumer investment decisions are logically influenced largely by ROI, investors place savings and pensions into financial instruments largely managed by reliable corporate brands with solid reputation known as safe havens for hedging lifetime investments.

This study covers the research gap in brand power and the reputation of financial service institutions as well as the investment decisions of financial service investors in emerging Sub-Saharan African.