B2b Customer Knowledge Transfer Impact Study Of The Factors

In the era of knowledge economy of 21st century, knowledge has been gradually replacing traditional factors of production such as capital, labor and land to be the chief resource. Using and acquiring knowledge is one of the ways to gain and keep competitive advantages. Today the role of being accepted production and service of customer has changed to co-create value. In order to adapt such change, enterprises regard the customer as the important source of resource. It must be transferred customer knowledge. Customer knowledge transfer has become an efficient path for gaining competition and co-creating value for customer and enterprises.On the view of enterprises, the main purpose of this article is discussing the main affecting factors and performance indexes of B2B customer knowledge transfer, and studying the relation between the affecting factors and indexes. This article starts with review of abundant literature. It summarizes the concepts of customer, knowledge and customer knowledge, reviews KM and CKM, and concludes the meaning, models and research achievement of affecting factors of knowledge transfer and the meaning, process research achievement of affecting factors of knowledge transfer, the research achievement of affecting factors and performance indexes of customer knowledge transfer, and then points out the deficiency of previous researches according to the status quo of previous researches. On the basis of academic analyses and the characteristics of customer knowledge transfer, the article gives the eleven-factor research model and hypotheses, makes investigation with questionnaire all over the country and analyzes the investigation results with SPSS.According to the result of investigation and data analysis, several important research results are drawn and the model and hypotheses are adjusted. The results are: the customer knowledge articulability and transfer frequency is negative;and the relationship between the knowledge distance of the two parties and transfer performance is negative;there is no marked affecting relation between the customer articulability and transfer performance;and there is no notable affecting relation between the source of the customer knowledge and transfer performance.Besides, in accordance with the research results and the concrete circumstance of enterprises, the article provides advices for improving customer knowledge transfer performance and expects the future research.