The result of this study also leads to some interesting questions for future research. Further research could be done with the comparison of sales skill, marketing ability and strategical capabilities on knowledge creation. In addition to that, future research could also examine effects of motivation on individual salesperson for knowledge creation, such as dynamic capabilities based on self-competence.
In this thesis, qualitative analysis has applied, however, future researcher could implement quantitative analysis. They could use sample from various countries and test the result in the international context. The researchers could also test the model using data from emerging and developed markets, it is said that different level of economic development influences on strategy formulation process.
Furthermore, it would be great to explore social media influences on sales strategy. In addition to that the upcoming technological advancement like 5G and sales culture via various online platform could be suitable to explore for further research on psychological and behavioral aspect of salesperson’s strategy making. Such research could open up new avenue for business researchers to predict future of sales process.
53
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Appendices
1. Could you please tell me about you and your profession?
2. Are you using precious experience into present job?
3. How do you use your present knowledge and past experiences?
4. Presently you are having IBS course at UEF, is this course helping you to build up your knowledge? Or better than previous knowledge?
5. Are you developing your individual knowledge?
6. What is your future strategy by now?
7. Do you share your knowledge within organization, such as technical knowledge, cultural experience, communication method for
integration of knowledge with co-worker? If yes could you, please describe me some of your ways of doing?
8. Do you get any support from organization in order to have better performance, such as training, skill development or motivation skills?
9. Adaptive motivation helps in better performance? Do you have such motivation (Smarter way to work better and harder for better
performance and knowledge building)?
10. How do you practice knowledge grafting process in the strategy building?