"Agents-Based Model of Knowledge Sharing Among Personnel with Varying Learning Rate in Products Cross-Selling: Case of Indonesia National Bank"

“Agents-Based Model of Knowledge Sharing Among Personnel with Varying Learning Rate in Products Cross-Selling:
Case of Indonesia National Bank”

Author		: HERIYONO LALU; 
Published on	: IEEE International Conference on Management of Inovation and Technology (Singapore)

Abstract

Cross-selling is cross-helping where customers and market tacit-knowledge are important for Banking personnels. Knowledge sharing known as a method for managing personnel???s tacit-knowledge. Many research found that knowledge sharing effectiveness affected by individual factors, organizational factors, and technological factors. Factors from that research determines intention and behavior to engage people in knowledge sharing, where from knowledge sharing activities, organization will get better performance. Beside learning by doing in direct cross-selling, we introduce knowledge sharing as a method of agents learning. Our agents-based knowledge sharing model and simulation describes how individual factors (trust and intellectual), organizational factors (leadership, organizational structure, reward, and time) influence personnels intention and behavior to engage in knowledge sharing and cross-selling activities as learning process for performance achievement.