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Purpose This study aims to determine the contributing factors to technical knowledge valuation at the related quadruple levels of commercialisation, including the idea, benchtop technical knowledge, prototype technical knowledge and commercialised technical knowledge, and then classify the factors by the valuation objectives. Design/methodology/approach The study method is descriptive-causal, and documentation tools of published scientific research articles in authentic local and international journals were used to extract the contributing factors to technical knowledge valuation. Moreover, the Likert spectrum-based questionnaire is used to determine the weight of each determined component. On the other hand, hierarchical analysis is used based on the extracted results from the distributed classification questionnaire among scholars to determine the allocable weight of each component. Findings The results indicate that at the idea step, the highest ranks among the contributing factors to technical knowledge valuation are for the indicators of innovation rate enhancement, novelty, creation of new products, profitability growth and dependence decline. In the benchtop technical knowledge step, the indicators of profitability growth, product quality enhancement, novelty, production risk drop, innovation rate enhancement, production costs drop, product price competitiveness and independence from rare machinery have the highest impact coefficients on valuation. Moreover, the prioritisation of factors in prototype technical knowledge shows that the indicators of productive risk decline, infrastructure, decrease in product delivery time, productivity growth and profitability growth are the most critical factors in technical knowledge valuation. Finally, profitability growth factors, production cost drop, productive risk drop, creating a new product, product price competitiveness and dependence decline determine the most valuable technical knowledge in the commercialisation phase. Research limitations/implications The most salient innovation of the study involves the development levels of technical knowledge in the commercialisation cycle for determining the contributing factors to technical knowledge valuation and using multivariate decision-making methods to classify the so-called factors. The major limitation can be the context of the study because the paper was carried out by Iranian assessors and specialists using the experiences, opinions and approaches of opinion leaders based on the dominant social, cultural and accounting background of a developing country, not a developed one. Originality/value This paper is applicable because it elucidates the technical knowledge valuation factors for managers and owners of technological and knowledge-based companies to facilitate value determination and register the technical knowledge of innovative products in financial statements for the logical presentation of available intangible assets in the economic unit. Besides, in the high-tech area, collecting information from the contributing factors to technical knowledge valuation provides an opportunity to support intellectual property rights and facilitate transaction processes. Finally, in legal areas, in cases of breaching intellectual property rights relative to technical knowledge, the determination of technical knowledge value provides a solid basis for estimating the damage rate.

Social research on the transition to renewable energies has focused on understanding public policies and social movements. Energy knowledge plays an important practical, normative, and social role that influences actors’ approaches to this transition, which has been scarcely studied at local or community levels, let alone in the Global South. A comparative methodology is used to study cases of communes in Argentina and Chile. The results are presented using a variety of data sources to explore the frameworks of the energy matrix and energy projects, revealing the role of technical knowledge in building local agency. This article presents a theoretical discussion and conclusions that include proposals for the future development of a more local, inclusive, committed and deliberative transition process, based on local technical expertise in renewable energies. La investigación social sobre la transición hacia las energías renovables se ha enfocado en conocer las políticas públicas y los movimientos sociales relacionados. El conocimiento energético tiene un importante papel práctico, normativo y social que influye en la manera en que los actores asumen esta transición, lo que ha sido escasamente estudiado a nivel de localidades o comunas, y aún menos en el Sur Global. A través de una metodología comparativa, se estudian casos de comunas en Argentina y Chile. La presentación de los resultados utiliza una variedad de fuentes de datos para explorar los enmarques de la matriz energética y de los proyectos energéticos, y así revela el papel del conocimiento técnico en la construcción de la agencia local. Este artículo presenta una discusión teórica y conclusiones que incluyen propuestas para el desarrollo futuro de un proceso de transición más local, inclusivo, comprometido y deliberativo, que se basa en la experiencia técnica local en energías renovables. A pesquisa social sobre a transição para as energias renováveis concentrou-se em conhecer políticas públicas e movimentos sociais relacionados. O conhecimento energético tem um importante papel prático, normativo e social que influencia a maneira pela qual os atores assumem essa transição, que pouco foi estudada no nível das localidades ou comunas e menos no Sul Global. Seguindo uma metodologia comparativa, são estudados casos de comunas na Argentina e no Chile. A apresentação dos resultados usando uma variedade de fontes de dados para explorar os limites da matriz energética e dos projetos energéticos revela o papel do conhecimento técnico na construção da agência local. Este artigo apresenta uma discussão teórica e conclusões que incluem propostas para o desenvolvimento futuro de um processo de transição mais local, inclusivo, comprometido e deliberativo, baseado na experiência técnica local em energia renovável.

Purpose Although the role of self-leadership is important, it remains understudied in business-to-business (B2B) selling context. This study aims to provide insights into the drivers and outcomes of behavioral self-leadership tested through a sample working in pharmaceutical sales in an emerging economy. In accord, the authors investigate the relationships between self-efficacy, behavioral self-leadership, adaptive selling and ultimately sales performance. This study also investigates the moderating role of technical knowledge. Design/methodology/approach Data were gathered from 208 salespeople working in pharmaceutical industry. AMOS 21.0 and SmartPLS3.0 were utilized to test the conceptual framework. Findings The study finds that self-efficacy is positively related to behavioral self-leadership that in turn is positively related to adaptive selling and sales performance. In addition, counter intuitive findings were uncovered related to salesperson’s technical knowledge. Those with high technical knowledge exhibited weaker relationship between self-efficacy and behavioral self-leadership, behavioral self-leadership and adaptive selling and that between behavioral self-leadership and sales performance than their counterparts with low technical knowledge. Research limitations/implications This study extends work on self-leadership by exploring the effect of self-efficacy and behavioral self-leadership on sales performance. This study also extends the theory on salesperson’s knowledge by proposing the counter-intuitive effect of knowledge and self-efficacy and knowledge and behavioral self-leadership on adaptive selling and sales performance. Practical implications Sales managers should consider that not all employees indulging in behavioral self-leadership would reap benefits from the same. As such, sales managers should assess the level of technical knowledge of the salesforce and when determining their training programs that develop such self-leadership skills. Originality/value The study is one of the first to consider the drivers and outcomes of behavioral self-leadership and technical knowledge in a B2B sales context. By focusing on the interplay between knowledge and self-efficacy and knowledge and behavioral self-leadership, this study provides greater understanding of the effects of behavioral self-leadership than previously expected by sales researchers.

Purpose Drawing upon the resource-based view of the firm, this paper aims to develop and empirically validate a model that examines the relationships between technical knowledge management infrastructure (TKMI), social KM infrastructure (SKMI) and competitive advantage provided by KM (CAPKM). The authors argue that KM process capabilities account for the direct effects of TKMI and SKMI on CAPKM. Design/methodology/approach The study used partial least squares —structural equating modelling (SEM) to empirically test the hypotheses using a sample of 251 firms from an emerging economy. The results were then confirmed using the bias-corrected bootstrap procedure. The study also conducted two robustness checks including examining a competing moderation model and performing fuzzy-set qualitative comparative analysis (fsQCA), a set–theoretic method that examines how causal conditions combine into all possible configurations of binary states to explain the desired outcome. Findings The findings show that TKMI and SKMI have positive effects on CAPKM. In addition, KM process capabilities mediate the direct effects of TKMI and SKMI on CAPKM. Originality/value This paper complements and advances previous research in several ways. Firstly, the paper develops a conceptual model that depicts the interrelationships between TKMI, SKMI, KM process capabilities and CAPKM. Secondly, this paper suggests the critical role of the “action” component (i.e. KM process capabilities) that capitalises on the KM resources in the creation of CAPKM.

This is a study of the cooperative work of making steel in a contemporary steel plant. The study is, first of all, a study of the coordinative practices of a cooperative ensemble of operators controlling a time-critical transformation process, while spatially dispersed at different work stations across the plant, working under quite different and varying local constraints and requirements, with only rudimentary means of ongoing communication. Their individual and local contributions to the overall effort must be minutely synchronized to meet the strict temporal requirements of the operation as a whole. These challenges notwithstanding, the operators manage to act concertedly to produce quality steel and to do so routinely. The question is, how do they manage to do that? As the workers in the setting generally are not able to coordinate their cooperative effort discursively, it is analytically both feasible and necessary to foreground and identify the knowledge of metallurgy of steel and of the plant that enables them, as they go about their own local activities, to apprehend the problems and intentions of their colleagues as reflected in the changing state of the technical processes. The underlying thesis of the study is that in order to answer the general question of how workers engaged in cooperative work are able to heed the activities of their colleagues, and to do so routinely, we are well advised to ‘take the concept of practice seriously’.

Digitalization and interactivity of reality in Augmented and Virtual Environments represent the synergic union between current technology potentialities and smartness of users in going beyond the traditional perception of real environment. As it is well-known, touristic bodies already taken advantages of Virtual Environments as cultural and touristic promotion of historic and archaeological sites. However, the analysis of potentialities in supporting technical community and professionals are still underway. Starting from the survey of instruments and protocols in previous experiences, the work presents a methodological flow aimed to create a virtual environment using 360° images – Virtual Tour – where the first phase of technical knowledge in historic sites can be resumed. In detail, a double level of knowledge can be reached: firstly, a virtual environment containing information about the actual state of conservation, then an upgraded one with historic and technical information (e.g. reports, images, surveys, etc.) added in an interactive as well intuitive way. The protocol has been applied to the undergrounded Cryptoporticus of Egnatia, an archaeological site in Apulia Region (Italy).

Purpose This paper aims to address the need for managerial and organizational approaches to knowledge integration with customers in collaborative product development projects. The purpose is to identify the roles of customers in terms of the customer’s knowledge contribution and timing of customer collaboration in the product development process. Design/methodology/approach This study is based on a multi-case study approach, comprising four product development projects from two large international suppliers. The cases were selected following the theoretical replication logic. Data consist of interviews, workshops and secondary information. For each of the cases, a within-case analysis was performed followed by a cross-case analysis. Findings The study shows that the customer’s knowledge contribution is aligned with the specific requirements of each phase of the product development. Three specific customer roles are identified and connected to the customer’s knowledge contribution and the timing of customer collaboration. The technical capability of the customer and the locus of initiative of the product development project are affecting the prerequisites for knowledge integration with customers. Research limitations/implications The study is performed from the perspective of supplier firms. The authors have not been able to capture the perspective of the customer in detail. As it is expected that both customers and suppliers benefit from a systematic knowledge exchange, future studies could examine knowledge contributions in both directions. Practical implications The findings can be used to devise effective approaches for collaborative product development with customers related to the customer’s knowledge contribution and the timing of customer collaboration and provide guidance to firms seeking to benefit from knowledge residing at customers. Originality/value This is one of the first studies to focus on the integration of customers’ knowledge in product development processes. This paper contributes to the customer–supplier collaboration literature by presenting further insight into customers’ knowledge contributions, the timing of customer collaboration in product development processes and the prerequisites for knowledge integration with customers.

This study presents a teaching/learning framework based on parallels between problem-based learning (PBL), constructivist pedagogy, and design, which enables students to learn technical courses in a way that promotes sustainable and self-directed learning. The study used qualitative content analysis of literature surveyed from scientific databases to determine thematic codes and find the relations. The theoretical framework was implemented in a case study conducted in a second-year course in building construction technology at Tishk International University, Sulaimaniya, Iraq. The results indicate that solving ill-defined problems increased student enjoyment in learning various subjects through several teaching methods including self-directed learning. The instructor’s role is to facilitate learning rather than to provide knowledge by showing the solutions. This stimulates the students’ curiosity toward understanding problems and approaching solutions through a game-based scheme. The suggested framework can be a guide for instructors teaching technical courses of any kind. This method equips students with technical knowledge that benefits them in their studies and their professional lives after graduation, as they can integrate both their design and technical knowledge.