Title: The Influence of Relational Capital on Knowledge Sharing and Performance of Semen Gresik Distributors Moderated by Perceptions of Producer Opportunism

Author: Ratri Amelia Aisyah

Item Type : Thesis (Thesis)

Affiliations: Master of Management Science Study Program, Faculty of Economics and Business, Universitas Airlangga , Surabaya, Indonesia

Publisher: Universitas Airlangga

 

Abstract

National economic growth continues to increase based on national economic growth targets resulting in an increase in domestic cement demand. Semen Gresik's success in becoming a successful producer with the highest sales volume and excelling in controlling market share in Indonesia cannot be separated from the quality of its good relationships, interacting quite well with its distributors. The closeness of the relationship between one party and another that is built through a history of interaction is known as relational capital. With this good relationship, Semen Gresik and Distributors can carry out good communication so that this business relationship is expected to improve the process of sharing knowledge from distributors to Semen Gresik and is also expected to improve distributor performance. This research argues that relational capital will have a positive effect on knowledge sharing and distributor performance. Furthermore, this influence will weaken if distributors have a high perception of opportunism carried out by Semen Gresik and strengthen if the conditions are the opposite. Using a survey conducted on distributors on the island of Java. The questionnaire was processed using the PLS analysis tool. The results of the analysis show that there is a positive and significant influence of relational capital on knowledge sharing and knowledge sharing fully mediates the influence of relational capital on distributor performance. This research shows that relational capital does not significantly influence distributor performance. The results of further analysis show that perceptions of opportunism do not moderate the influence of relational capital on knowledge sharing and distributor performance.

Keywords: relational capital, knowledge sharing, distributor's performance, opportunism perceptions

 

Sources: http://repository.unair.ac.id/33606/