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KCI등재 학술저널

The Effects of Knowledge Assets on the Performances of Startup Firms

This study examined the effects of startup firm s knowledge assets on the effectiveness of their sales strategies, efficiency of sales activities, and management performance, after categorizing these assets into customer knowledge assets and technology knowledge assets. Furthermore, the moderating effects of promotion focus by CEOs and sales managers of startup firms were analyzed. For the analysis, dyadic questionnaire surveys were conducted targeting the CEOs and sales managers of startup firms established at the Gyeongnam Technopark and the KAIST Technology Business Incubation Center in Korea. Hypotheses were verified through structural equation modeling, and moderating effects were identified through ANOVA. CEO s customer knowledge asset strengthened their effectiveness of sales strategies, and sales manager s technology knowledge asset strengthened the efficiency of their sales activities. Also, CEO s effectiveness of sales strategies and sales manager s efficiency of sales activities have been found to enhance startup firm s management performance. Meanwhile, the moderating effect of promotion focus strengthened CEO s effectiveness of sales strategies through CEO s customer knowledge asset and interaction as CEO s promotion focus level increased, but promotion focus of sales managers did not have any significant interaction effect. This study provides implications by offering empirical evidence on startup firms with regard to knowledge assets.

1. Introduction

2. Theoretical Background

3. Hypotheses Development

4. Research Methodology

5. Data Analysis and Result

6. Conclusion

References

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