Entwicklung eines Modells zum Austausch von Marktwissen in internationalen Hersteller-Handels-Beziehungen im Rahmen des Wissensmanagements aus der Perspektive der österreichischen Maschinenbaubranche

A recommended way to establish oneself as a machine manufacturer on international markets without significant fixed costs is to establish contact with international trading partners. The choice of sales channels and organs is one of the most important sales strategy decisions a company can make. In the machinery industry, many manufacturers therefore work together with external sales partners in international sales.

Initially, the thesis deals intensively with the inter-organisational exchange of knowledge from the perspective of knowledge management. The framework for these exchange processes is formed by international manufacturer-trade relations. By focusing on the international machinery industry, industry-specific characteristics are taken into account in the exchange of knowledge.

The main objective of the dissertation is the design of a theoretically sound and empirically tested solution concept for the exchange of market knowledge in international manufacturer-trade relationships within the framework of knowledge management from the perspective of the Austrian machinery industry.

In order to answer the first theoretical research objective, the state of research on the exchange of knowledge between companies is surveyed. The literature is prepared with regard to the criteria "antecedents", "process" and "outcomes".

To answer the second theoretical research goal, a concept for the exchange of market knowledge is created. First, the special features of manufacturer-trade relationships as well as the machinery industry are discussed. Based on this, a concept for knowledge exchange running over several phases is presented on the basis of a strategic planning process.

In order to answer the empirical research question, an exploratory research project is to be implemented. For this purpose, a qualitative study is chosen in order to determine the most diverse and in-depth findings possible on the topic.

By combining the results from the theoretical and empirical parts, the final model for knowledge exchange can be created. The implementation of the knowledge sharing strategy can be divided into the phases of strategy, planning, testing, roll-out, and execution and improvement.