20.500.12556/DKUM-96290 The impact of internal knowledge sharing on sales department’s innovativeness and new product commercialization Vpliv interne izmenjave znanja na inovativnost oddelka prodaje in komercializacijo izdelkov Background and Purpose: Innovativeness and new product commercialization are highly important for companies. Therefore, a deep understanding of the impact of all potentially influential drivers of success is critical. The purpose of the paper is to explore the impact of internal knowledge sharing on new product selling and sales innovativeness as well as the impact of empowerment on internal knowledge sharing and, indirectly, on new product selling and sales innovativeness. Design/Methodology/Approach: The research encompassed 101 salespeople working at the top 1000 value added creators in Croatia. The questionnaire was developed and adapted using four scales, to assess internal knowledge sharing, new product selling, sales innovativeness, and empowerment. The data was analyzed by using the PLS-SEM method to examine the relationships between constructs. Results: As evidenced by the survey results, internal knowledge sharing positively impacts new product selling and sales department’s innovativeness, and empowerment is positively linked to internal knowledge sharing and, indirectly, to new product selling and sales department’s innovativeness. Conclusion: Managers should underpin different activities in order to enhance empowerment and internal knowledge sharing with the aim to affect companies’ performance in commercialization of a new product and sales department’s innovativeness. Future research could include moderator variables between the empowerment construct and the internal knowledge sharing construct and deepen the insight into the type of information shared, the dynamics of sharing and the barriers in the process, and other factors that positively affect knowledge sharing. Ozadje in namen: Inovativnost in trženje novih izdelkov sta za podjetja zelo pomembni. Zato je dobro razumevanje vpliva vseh potencialno vplivnih dejavnikov uspeha ključnega pomena. Namen prispevka je raziskati vpliv notranje izmenjave znanja na prodajo novih izdelkov in prodajno inovativnost ter vpliv opolnomočenja na notranjo izmenjavo znanja in posredno na prodajo novih izdelkov in prodajno inovativnost. Oblikovanje / metodologija / pristop: Raziskava je zajela 101 prodajalca, ki so delali pri enem od 1000 podjetij z najboljšo dodano vrednostjo na Hrvaškem. Vprašalnik je bil razvit in prilagojen s štirimi lestvicami za oceno notranje izmenjave znanja, prodaje novih izdelkov, prodajne inovativnosti in opolnomočenja. Podatki so bili analizirani z uporabo metode PLS-SEM za preučevanje povezav med konstrukti. Rezultati: Notranja izmenjava znanja pozitivno vpliva na inovativnost oddelka za prodajo in prodajo novih izdelkov, opolnomočenje pa je pozitivno povezano z notranjo izmenjavo znanja in posredno z inovativnostjo oddelka za prodajo in prodajo novih izdelkov. Zaključek: Menedžerji bi morali podpirati različne dejavnosti, da bi okrepili opolnomočenje in notranjo izmenjavo znanja, da bi vplivali na uspešnost podjetij pri komercializaciji novega izdelka in inovativnosti oddelka prodaje. Prihodnje raziskave bi lahko vključevale moderatorske spremenljivke med konstruktom opolnomočenja in konstruktom notranje izmenjave znanja ter poglobile vpogled v vrsto izmenjanih informacij, dinamiko izmenjave in ovire v procesu ter druge dejavnike, ki pozitivno vplivajo na izmenjavo znanja. management prodaja trženje prenos znanja true true true Angleški jezik Slovenski jezik Neznano 2025-12-16 09:12:43 2025-12-16 09:12:43 2025-12-17 03:14:49 0000-00-00 00:00:00 2021 0 0 str. 147-161 no. 2 Vol. 54 2021 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 2021-01-01 005:001.101 125647875 10.2478/orga-2021-0010 1318-5454 https://organizacija.fov.um.si/index.php/organizacija/article/view/685 1 0123d20a-da57-11f0-8768-00155d580e02 https://dk.um.si/Dokument.php?lang=slv&id=201465 RAZ_Ruzic_Erik_2021.pdf RAZ_Ruzic_Erik_2021.pdf 1 071089F76354F11CA5663FD53B6041A4 e82855df3085cbfdcd09a0107682a1b7e1101fd4a3cdad92086c1374385fe12d 2b7b607a-da57-11f0-8768-00155d580e02 https://dk.um.si/Dokument.php?lang=slv&id=201466 Fakulteta za organizacijske vede Organizacija 0 0 0