Relational mechanisms, market contracts and cross‐enterprise knowledge trading in the supply chain

Purpose – The purpose of this paper is to study the effects of relational mechanisms and market contracts on cross‐enterprise knowledge trading in supply chain and to examine the role of market contracts. Relational mechanism is categorized into indirect and direct relational mechanism in this paper. Cross‐enterprise knowledge trading is categorized into explicit and tacit knowledge trading. The indirect relational mechanism is mainly expressed by knowledge brokers, while the direct relational mechanism consists of shared goals and trust. Design/methodology/approach – Multiple regression analysis was performed on questionnaire data from 256 Chinese manufacturing enterprises in supply chain in order to assess the relationships between relational mechanisms, market contracts and cross‐enterprise knowledge trading. Findings – The results show that knowledge brokers and market contracts have significant and positive effects on explicit knowledge trading, but the effects on tacit knowledge trading are not significant. Shared goals and trust have significant and positive effects not only on explicit knowledge trading but also on tacit knowledge trading, while trust has a stronger positive effect on tacit knowledge trading than explicit knowledge trading. Finally, the moderating effects of market contracts are proven in the relationships between relational mechanisms and knowledge trading, excluding the relationship between knowledge brokers and tacit knowledge trading. Originality/value – Previous studies about the cross‐enterprise knowledge trading in supply chain focused on theoretical research which did not match with reality, especially in China, where the relational mechanism in trading activities is strong. Based on relational exchange theory and transaction cost theory, a conceptual model for the effects of relational mechanisms and market contracts on cross‐enterprise knowledge trading in supply chain is proposed in this paper, and then empirically tested using the data collected from 256 Chinese manufacturing enterprises in supply chain with multiple regression models. The findings provide a theoretical basis for knowledge trading participants selecting an appropriate governance mechanism to promote knowledge trading, and these also guide the knowledge trading among members of supply chain in practice.