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| Author: | Haas, M.R. Hansen, M.T. |
| Title: | When using knowledge can hurt performance: the value of organizational capabilities in a management consulting company |
| Journal: | Strategic Management Journal
2005 : JAN, VOL. 26:1, p. 1-24 |
| Index terms: | knowledge management consulting performance appraisal |
| Language: | eng |
| Abstract: | The article explores the possibility that utilizing the company's knowledge resources to complete important tasks can backfire and undermine competitive performance. Drawing on organizational capabilities and knowledge-sharing research, a situated performance view that holds that the value of obtaining and using knowledge within a company depends on the task situation. A data set of 182 sales proposals for client work in a management consulting company is used to 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. |
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