People usually have favorable evaluations when incoming information matches with their self view, which has been evidenced in cross-cultural research on advertisement appeals. However, the current paper demonstrates a counterintuitive finding in a retailing context. Results show that when an interdependent self-construal is made salient situationally, individually focused persuasion attempts (i.e. uniqueness) have a more positive impact on consumers’ trustworthiness toward the salesclerk and need for uniqueness than interpersonally focused persuasion attempts (i.e. connectedness). However, when an independent self-construal is activated situationally, persuasion attempts used by a salesclerk have no influence on consumers’ perceptions of trustworthiness toward the salesclerk and need for uniqueness. Five studies are presented that test these propositions and investigate their underlying processes. Study 1 conducted in Canada supported the hypothesized effects. Study 2 provided evidence for the robustness of the effect observed in Study 1 by conducting a similar experiment in China. Study 3, a field study, further supported the propositions when measuring self-construal as an individual difference. Study 4 provided support for the proposed underlying mechanism. That is, the observed effect in Study 1, 2 & 3 is due to persuasion knowledge through deliberate processing. Study 5 extended this result by recruiting participants from four different countries (France, Canada, China, and Israel).

This research aims to improve the effective utilisation of experiential design knowledge by supporting the extraction and subsequent use of knowledge from a store of design experiences. Current computational approaches that support the utilisation of experiential knowledge promote the regurgitation of knowledge from pre-defined viewpoints reflecting knowledge engineers' perspectives of designers' knowledge needs. However, from an investigation into the application of experiential knowledge, it is argued that designers can generate numerous viewpoints according to their own particular perspectives. Consequently, the perspectives imposed by current approaches may be of little use in design if they do not map onto those needed by a designer. A new approach, called 'customised viewpoint', is presented in this thesis as one that promotes the application of more relevant knowledge by generating appropriate viewpoints according to designers' perspectives. Numerical design is pre sented as a well-defined problem area within which this approach is developed, tested and evaluated. The PERSPECT system is the realisation of a 'customised viewpoint' tool developed by integrating and extending the functionality of three relevant existing systems: DESIGNER (a numerical design system), S-PLUS (an extensive data analysis package), and ECOBWEB (a concept formation system). PERSPECT provides valuable assistance; it supports a designer to (a) render new numerical domain models or check and update existing ones in the light of new design experiences, and (b) develop a design solution by (i) supporting the opportunistic utilisation of empirical equations and generalisations from generated customised viewpoints and (ii) reducing design complexity via the abstraction of an existing domain model. However, further work is required to improve PERSPECT's ability to support numerical design. The 'customised viewpoint' approach has been shown to compliment the CAD philosophy of "design assistance" but extensive work is still required to realise an ideal 'customised viewpoint' tool that fully supports the needs of practising designers.

Knowledge is often tacit and "sticky", i.e. highly context-specific and therefore costly to transfer to a different setting. This paper examines the methods used by firms to facilitate cross-site knowledge sharing by "thinning" knowledge, that is, by stripping knowledge of its contextual richness. An interview-based study of cross-site knowledge sharing in three industries (consulting, industrial materials, and high-tech products) indicated that highly developed knowledge-sharing systems do not necessarily involve extensive codification and recombination of personalized knowledge. Many multinational firms evidently conceive their knowledge-sharing systems with more modest objectives in mind than any large-scale "learning spirals" featuring iterative conversion of personalized knowledge into codified knowledge and vice-versa. A typology of knowledge-thinning systems was derived by interpreting the field study results from the perspective of knowledge-thinning methods used in earlier eras of history. The typology encompasses topographical, statistical and diagrammatic knowledge-thinning systems. (authors' abstract)

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Knowledge is a very important asset for organizations; it is one of the best sources of competitive advantage. Knowledge Management is used to effectively capture and apply knowledge in organizations. This task is usually carried out with the help of knowledge management systems, which serve for the creation, transfer, application and storage/retrieval of knowledge. Currently in Mexico the level of KM in organizations is not at the level that it could be. It seems that organizations are having a hard time applying the practices and level of KM that organizations in first world countries have achieved. The purpose of this study is to understand what factors drive employees in Mexico to adopt knowledge management systems. With these results organizations will know what factors they should pay close attention to, and it will shed light into what actions or interventions they should take in order to increase the adoption level of KMS. In order to do this, a research framework was designed based on a review of theoretical models used to study the adoption of technology, as well as previous KM adoption studies. And by applying a survey questionnaire, which received a total of 953 valid responses, through which several hypotheses were tested, it was found that subjective norm and efficiency gains have a significant positive influence over perceived usefulness, which in turn has a significant positive influence on the intention to use and attitude towards use of KMS. Subjective norm also influences image, which itself also influences perceived usefulness. It was also found that perceived ease of use has a positive influence on attitude towards use, perceived usefulness and attitude towards use. Finally voluntariness influences attitude towards use which in turn influences intention towards use, which is the primary factor that we wish to influence for usage behavior. The most important factors that organizations in Mexico, particularly in Monterrey, should pay attention to when seeking to increase the level of adoption of KMS are the following, in order of relevance: perceived usefulness, perceived ease of use, subjective norm, efficiency gains, voluntariness and image.