Journal of Korean Society of Industrial and Systems Engineering (산업경영시스템학회지)

Society of Korea Industrial and System Engineering (한국산업경영시스템학회)
권호 표지
DOI QR코드

DOI QR Code

A Study on the Impact of Knowledge Management Activities on Business Performance in the Sales Organization of ICT Companies

ICT 기업의 영업조직에서 지식경영 활동이 경영성과에 미치는 영향 연구

  • Ok-Hyun Yu (Department of Business Administration, Tech University Of Korea) ;
  • Sun-Jung Yoon (Department of Business Administration, Tech University Of Korea) ;
  • Jong-Hyen Seo (Department of Business Administration, Tech University Of Korea)
  • Received : 2024.02.01
  • Accepted : 2024.03.06
  • Published : 2024.03.31
Download PDF
⟨ Previous Next ⟩

Abstract

Maintaining the permanence of a company in the current rapidly changing business environment is not an easy task. Rather, the lifespan of a company can be said to be gradually decreasing. As such, the author of this paper, which describes the current market environment, is the sales organization of a large company. While leading the company, I thought about how to overcome the rapidly changing market and create an organization that continues to grow. As a result, I succeeded in creating an organization that continued to grow over the past two years, and the main activity of this result was the use of sales computer. It was clear that it was an information sharing activity. This can be said to be a result of proving that a series of activities to create and share information is important for the sales organization of ICT companies to actively respond to the rapidly changing market environment. Therefore, this study attempted to examine the relationship between knowledge management and business performance in the sales field of ICT companies, which has not been covered so far. Knowledge management is a four-stage activity from a process perspective, divided into knowledge creation, knowledge storage, knowledge transfer, and knowledge utilization. did. As a result of the study, first, knowledge management activities, such as knowledge creation and knowledge storage, were found to have a significant impact on financial performance. Second, knowledge management activities such as knowledge creation, knowledge storage, knowledge transfer, and knowledge utilization were all found to have an impact on non-financial performance. In the end, this study confirmed that efforts to turn tacit knowledge into knowledge in order to respond to the ever-changing ICT market are ultimately an important factor in growing a company.

Keywords

References

  1. Ahn, S.M. and Park, C.W., An empirical study on eliciting a competency required by salespeople: Differentiating B2B salespeople and B2C salespeople, Journal of Distribution Science, 2016, Vol. 14, No. 11, pp. 103-115. https://doi.org/10.15722/jds.14.11.201611.103
  2. Alavi, M. and Leidner, D., Knowledge management systems: issues, challenges, and benefits, Communications of the Association for Information Systems, 1999, Vol. 1, No. 1, p. 7.
  3. Cheon, D.H., Kang, I.W., and Park, C.W., A study on the impact of knowledge sharing environmental factors of travel agencies on knowledge sharing and performance, Knowledge Management Research, 2010, Vol. 11, No. 3, pp. 47-58. https://doi.org/10.15813/kmr.2010.11.3.004
  4. Elhajjar, S., Yacoub, L., and Ouaida, F., The present and future of the B2B sales profession, Journal of Personal Selling & Sales Management, 2023, pp. 1-14.
  5. Gang, Y.S. and Jo, B.Y., The impact of corporate knowledge management activities on financial performance: Focusing on the mediating effect of corporate recovery capabilities, Knowledge Management Research, 2021, Vol.22, No. 1, pp. 139-154.
  6. Gupta, A.K. and Govindarajan, V., Knowledge management's social dimension: Lessons from Nucor Steel, MIT Sloan Management Review, 2000, Vol.42., No.1, p. 71.
  7. Gupta, Mr Sanjeev, et al., eds., Digital revolutions in public finance, International Monetary Fund, 2017.
  8. Han, S.L., Research trends and future research directions in domestic B2B marketing, Marketing Research, 2014, Vol. 29, No. 6, pp. 93-119. https://doi.org/10.15830/kmr.2014.29.6.93
  9. Hyeon, Y.R., Factors influencing knowledge sharing and utilization through 'cultural portal', 2011.
  10. Inkpen, A.C., Creating Knowledge Through Collaboration1, Knowledge, Groupware and the Internet. Routledge, 2009, pp. 317-335.
  11. Irma Becerra-Fernandez, R.S., Organizational knowledge management: A contingency perspective, Journal of Management Information Systems, 2001, Vol. 18, No. 1, pp. 23-55. https://doi.org/10.1080/07421222.2001.11045676
  12. Jang, S.I. and Jang, K.S., A study on the impact of managerial characteristics of small and medium-sized business CEOs on innovation performance and management performance, KBM Journal (K Business Management Journal), 2020, Vol. 4, No. 2, pp. 43-67. https://doi.org/10.51858/KBMJ.2020.12.4.2.43
  13. Jeong, C.S., Eom, H.S., and Ahn, S.S., The impact of small business managers' leadership types and knowledge management on business performance, Journal of Information Technology Applications & Management, 2023, Vol. 30, No. 1, pp. 97-114.
  14. Jeong, D. and Yang, J., An empirical comparative analysis of the impact of knowledge management activity factors on perceived corporate performance of Korean and Chinese small and medium-sized enterprises, Journal of Management Education, 2008, Vol. 52, No. 1, pp. 321-351.
  15. Jeong, K.Y., Song, Y.R., and J, Y.S., "Influence of knowledge management factors in the construction industry on knowledge management activities and management performance: Focusing on the response effect of innovative behavior." Journal of Computerized Accounting 14.1 (2016): 39-63.
  16. Jeong, M.S., Analysis of competitiveness in the information and communication industry using standard patents: Focusing on trends and network analysis, Journal of the Korean Society of Industrial-Academic Technology, 2021, Vol. 22, No. 6, pp. 534-541.
  17. Jeong, S.H., A study on the relationship between knowledge management process and business performance, Journal of Management Education, 2007, Vol. 12, pp. 131-149.
  18. Jeon, J.H., A study on the impact of knowledge management activities on business performance: targeting leading companies in Busan, Knowledge Management Research, 2010, Vol. 11, No. 2, pp. 37-56. https://doi.org/10.15813/kmr.2010.11.2.003
  19. Ji, G.J., The impact of knowledge management activities and quality management activities on business performance, [Domestic Master's Thesis], [Gyeongsangnam-do, Korea]: Changwon National University, 2015.
  20. Kang, B.Y. and Kim, E.J., A study on the impact of knowledge management success factors on knowledge management activities and management performance - Focusing on domestic manufacturing and non-manufacturing companies, Information Systems Research, 2007, Vol. 16, No. 2, pp. 145-169.
  21. Kianto, A., Vanhala, M., and Heilmann, P., The impact of knowledge management on job satisfaction, Journal of Knowledge Management, 2016, Vol. 20, No. 4, pp. 621-636. https://doi.org/10.1108/JKM-10-2015-0398
  22. Kim, C.J., Theoretical study on the success factors of knowledge management, Human Resources Development Research, 2003, Vol. 5, No. 2, pp. 35-62.
  23. Kim, G.Y., The impact of cooperative competition in tourism companies on core competencies, competitive strategies, and management performance, 2017.
  24. Kim, S.H. and Jeong, D.Y., Non-face-to-face healthcare technology trends based on ICT convergence, Journal of the Korean Society of Communications (Information and Communication), 2020, Vol. 37, No. 9, pp. 77-84.
  25. Kim, T., The impact of hotel employees' organizational fairness on knowledge sharing and knowledge utilization, Tourism Research, 2015, Vol. 40, No. 4, pp. 41-59.
  26. Koo, J.W., A case study on the importance of sales factors and sales activity characteristics in the B2B sales stage of IT companies, Journal of Business and Innovation, 2020, Vol. 43, No. 4, pp. 25-50.
  27. Kosklin, R., Lammintakanen, J., and Kivinen, T., Knowledge management effects and performance in health care: A systematic literature review, Knowledge Management Research & Practice, 2023, Vol. 21, No. 4, pp. 738-748.
  28. Kotler, P. and Pfoertsch, W., Being known or being one of many: the need for brand management for business-to-business (B2B) companies, Journal of Business & Industrial Marketing, 2007, Vol. 22, No. 6, pp. 357-362.
  29. Kwon, S.J., Choi, M. G., Kwon, J.M., & Baek, Y.S., An empirical study on factors promoting knowledge sharing, Korean Society of Personnel Management, 2003, Vol.2003, No. 5, pp. 24-53.
  30. Lee, H.J. and Kang, J.S., A study on learning community operation for effective knowledge management, Korean Journal of Policy Science, 2005, Vol. 9, No. 4, pp. 1-23.
  31. Lee, J.C., Shiue, Y.C., and Chen, C.Y., Examining the impacts of organizational culture and top management support of knowledge sharing on the success of software process improvement, Computers in Human Behavior, 2016, Vol. 54, pp. 462-474. https://doi.org/10.1016/j.chb.2015.08.030
  32. Lee, J.D., The impact of core competencies and competitive strategies of small and medium-sized enterprises on business performance, [Doctoral thesis], [Soeul, Korea]: Konkuk University Graduate School, 2015.
  33. Lee, J.G. and Kim, S.W., Study on the factors influencing knowledge management activities of organizations: Focusing on comparison between private enterprises and public enterprise organizations, Korea Management Association Convergence Conference, 2009, pp. 1-12.
  34. Lee, J.G. and Lee, J.H., Current status and development direction of "sustainable management" research: Focusing on ESG evaluation indicators, Strategic Management Research, 2020, Vol. 23, No. 2, pp. 65-92.
  35. Lee, Y.C., The causal relationship between social capital, knowledge management, and organizational performance, Information Systems Research, 2007, Vol. 16, No. 4, pp. 223-242.
  36. Lim, J.H., An exploratory review of domestic B2B sales research: Focusing on the research perspective of US and European B2B sales literature, Journal of Marketing, 2016, Vol. 24, No. 2, pp. 151-182. https://doi.org/10.21191/jms.24.2.08
  37. Min, Y.J. and Choi, C.Y., ICT Industry and Policy Trend Analysis in the 4th Industrial Revolution, Global e-Business Association, 2020, Vol. 21., No. 2, pp. 103-118. https://doi.org/10.20462/TeBS.2020.04.21.2.103
  38. Moore, C.R., Performance Measures for Knowledge, Knowledge Management Handbook, 1999.
  39. Nelson, K.M. and Cooper, J.G., The contribution of shared knowledge to IS group performance, MIS quarterly, 1996, pp. 409-432.
  40. Nonaka, I., A dynamic theory of organizational knowledge creation, Organization Science, 1994, Vol. 5, No. 1, pp. 14-37. https://doi.org/10.1287/orsc.5.1.14
  41. Nonaka, I. and Konno, N., The concept of "Ba": Building a foundation for knowledge creation, California Management Review, 1998, Vol.40, No.3, pp. 40-54. https://doi.org/10.2307/41165942
  42. Nonaka, l. and Takeuchi, H., and Umemoto, K., A theory of organizational knowledge creation, International Journal of Technology Management, 1996, Vol. 11, No. 7-8, pp. 833-845.
  43. Park, C.B. and Kim, J.H., The impact of entrepreneurial spirit of start-up companies on innovation capabilities, innovation behavior, and management performance, Journal of Distribution Management, 2019, Vol. 22, No. 4, pp. 33-45.
  44. Park, G.Y., The Effects of CEO Leadership and Organizational Culture on the Organizational Performance in Local Public Corporations: Focusing on Mediation Effect of Empowerment, 2018.
  45. Park, S.H. and Han, S.S., A study on the impact of buyer perception on long-term business relationships in the B2B industry, Management History, [Korean Society of Management History, 2010, Vol. 25, No. 2.
  46. Park, Y.H., Knowledge management of public institutions in the era of the 4th industrial revolution after COVID-19, (No Title), 2020.
  47. Paschen, J., Pitt, L., and Kietzmann, J. H., Emerging technologies and value creation in business and industrial marketing, Journal of Business and Industrial Marketing, 2019, p. 20.
  48. Ravikumar, T. and Sriram, M., Differences in perceptions of employees towards knowledge management strategies in selected information technology companies in Bangalore, AIP Conference Proceedings, 2020, Vol. 2207, No. 1. AIP Publishing.
  49. Sa, J.M., Analysis of local public officials' perception of knowledge management: Focusing on Gangwon-do, Proceedings of the Korean Society of Regional Information Chemistry Conference, 2002, pp. 178-198.
  50. Sadq, Z., Othman, B., and Mohammed, H., Attitudes of managers in the Iraqi Kurdistan region private banks towards the impact of knowledge management on organizational effectiveness, Management Science Letters, 2020, Vol. 10, No. 8, pp. 1835-1842. https://doi.org/10.5267/j.msl.2019.12.035
  51. Seol, H.D., An empirical study on knowledge sharing among financial institution members, Knowledge Management Research, 2006, Vol. 7, No. 2, pp. 97-122.
  52. Shin, D.J. and Shin, Y.S., The impact of hotel companies' knowledge management activities on knowledge management performance, Journal of Tourism Research, 2009, Vol.23, No.3, pp. 343-358.
  53. Son, E.H. and Kim, G.H., The impact of the fit between core competencies and competitive strategies on management performance: Focusing on the hotel industry: Focusing on the hotel industry, Hotel Management Research, 2007, Vol.16, No.5, pp. 93-111.
  54. Stein, E.W. and Zwass, V., Actualizing organizational memory with information systems, Information Systems Research, 1995, Vol. 6, No. 2, pp. 85-117. https://doi.org/10.1287/isre.6.2.85
  55. Taghavifard, M.T. and MehrdadKhodaverdian, I.R., Effective Factors in Successful Establishment of Knowledge Management in Information and Communication Technology Companies, Turkish Journal of Computer and Mathematics Education (TURCOMAT), 2021, Vol. 12, No. 1, pp. 446-459.
  56. Taherdoost, H. and Madanchian, M., Artificial Intelligence and Knowledge Management: Impacts, Benefits, and Implementation, Computers, 2023, Vol. 12, No. 4, p. 72.
  57. Yoo, K.S. and Ha, D.H., The impact of human capital of hotel companies on knowledge management and business performance: Focusing on the moderating effect of entrepreneurship, Tourism Management Research, 2021, Vol. 101, pp. 247-267. https://doi.org/10.18604/tmro.2021.25.1.13
  58. Wiig, K.M., Knowledge management: where did it come from and where will it go?, Expert systems with applications, 1997, Vol. 13, No. 1, pp. 1-14. https://doi.org/10.1016/S0957-4174(97)00018-3