Obtaining customer knowledge represents a key task across all firms given its importance for potential competitive advantage, improving service quality and achieving long-term relationships with agents. However, despite the fact that the interaction between customers and frontline employees during service encounters is considered a valuable source of customer knowledge, our understanding of the role of frontline employees as brokers in this respect remains embryonic. The purpose and motivation of this research are to explore the factors-namely, enablers and barriers-that influence frontline employees' motivation to serve as knowledge brokers. The process through which knowledge brokers transfer customer knowledge during service encounters is also considered important. This study further contributes to the theory of knowledge management by formulating a valid conceptual framework that illustrates the process of knowledge-brokering during these service encounters. This thesis adopted a qualitative research approach using an in-depth multiple case study analysis. In total, 30 semi-structured interviews with different informants (i.e. managers and employees) from three top commercial banks in Jordan were undertaken. In addition, other data sources, including documents and observations, were also informed the primary data collection. Contextually, Jordan's service-oriented economy combined with its developing nature provided a rich research environment for exploring these issues. The study reveals that frontline employees engage in knowledge-brokering during service encounters transfer through three types of customer knowledge, namely, knowledge about customers, knowledge for customers, and knowledge from customers. Furthermore, the main findings demonstrate four critical sets of factors facilitating or impeding knowledge-brokering during these events, i.e.; organisational-level factors (e.g. organisational culture, organisational structure, and organisational support), individual-level factors (e.g. job experience, prior customer knowledge, ability to understand customer knowledge, self-efficacy, and workload), technological-level factors (e.g. bank information system and a lack of a customer-relationship management system) and knowledge-level factors (e.g. tacit or explicit). It was also found that the process of knowledge-brokering during service encounters is accomplished in two ways: knowledge-brokering for the customer and knowledge-brokering for the organisation. This study also reports a set of managerial implications that provide a better understanding of the influential factors inherent in establishing and seeking to succeed in knowledge-brokering during the course of frontline bank employees' interactions during service encounters. Keywords: knowledge-brokering, frontline employees, customer knowledge, service encounters.

The change from mere product supply to customer solutions, integrated and customized offerings (including e.g. products, software and services), has been argued to be a route to success in the 21st century. However, current literature offers little support for leaders who must manage the customer solutions business’ need for bridging the diverging business logics of products and consulting. The thesis addresses this organizational challenge and aims for an understanding of the phenomenon corporate consulting, consulting businesses in product-based organizations. More specifically, the author investigates whether, and if so how, corporate consulting can be a general way of providing customer solutions. The author was formerly a marketing director of just such a corporate consultancy, and has remained a part-time employee throughout the research project. An in-depth study from within the organization enabled the collection of a rich set of longitudinal empirical data through self-ethnography and insider action research. It also led to a marked emphasis on aspects relevant to both academy and industry. A subsequent broader study into other corporate consultancies helped to generalize the findings further. The thesis investigates corporate consulting using two levels of analysis. The subsequent findings indicate firstly that, within the consulting unit, the simultaneous existence of consulting logic and product logic can lead to dual organizational identities (a consultant- and a staff identity) in corporate consultancies. The importance of managing these identities through conscious rhetoric is emphasized. Secondly, on an overall company level, the relation between the product business and the consulting business is in focus. The main conclusion here is that, despite a consulting unit’s responsibility for customized offerings, customer-orientation cannot be delegated to corporate consultancies in order to enable the traditional product business to carry on with “business as usual.” In a customer solutions business, top management must, instead, infuse a general customer-orientation into the whole organization, and the corporate consultancy must be handled as an integral part, rather than a mere extension for customization. / <p>Diss. (sammanfattning) Stockholm : Handelshögskolan, 2003</p>

This study contributes an original, practice-based analysis of knowledge brokering in inter-organisational communities of practice in the not-for-profit sector. Defining characteristics of the not-for-profit sector include its social values, principles and practices. Existing literature understates or overlooks the significance of values and principles that are manifested in and enlivened through every day social practices and practitioner encounters. The study contributes by presenting knowledge brokering as a knowledge sharing intervention which integrates people, processes, values and principles into practice. Knowledge brokering and other practice interventions in the not-for-profit sector have to align with its social mission, if they are to be compatible and effective. This is especially so in multi-agency partnerships and inter-organisational communities of practice where collaboration and co-existence rather than assimilation are the primary objectives. This study finds that values-compatible knowledge brokering interventions, boundary bridging, co-creation, common artefacts and knowledge sharing, enable inter-organisational communities of practice to evolve without sacrificing individual autonomy. Foundational knowledge brokering literature emphasises the structural position of the knowledge broker, their knowledge superiority and the benefits they accrue by operating on the periphery of a social network. The study contributes by arguing that knowledge brokering processes and roles can be examined through an alternative practice lens with the knowledge broker as an internal co-practitioner located within a network. The study was carried out in a new, time-limited multi-agency partnership project in the not-for-profit sector. The partnership constituted an inter-organisational community of practice comprising advice, information and support agencies that had agreed to work collaboratively to improve local services. The author was employed as the project s Knowledge Management Officer and carried out the study over a two year period using an insider action research approach. As an insider practitioner-researcher, the author contributed to the project s objectives, worked collaboratively with practitioners and gathered rich data. Action and research occurred simultaneously and the iterative processes enabled the cumulative learning to inform, develop and analyse the practice. The combination of using insider action research approach, an examination of knowledge brokering as a practice intervention and a multi-agency, not-for-profit setting, makes this a unique practice-based study untapping knowledge management lessons from the not-for-profit sector.

Syfte:                           Syftet är att analysera intermediärens funktion i en svensk kontext för att öka kunskapen kring vilka roller en intermediär kan tillskrivas och varför de existerar. Syftet är vidare att analysera huruvida ett förtroende gentemot intermediären förelåg och vad detta förtroende baserades på. Detta för att skapa ett bidrag till befintlig forskning och öka kunskapen kring förtroendeskapande gentemot intermediärer.     Metod: Fallstudie av Stiftelsen Flemingsberg Science och dess projekt Kraftcentrum Flemingsberg. Semi-strukturerade intervjuer med respondenter vilka varit involverade i projekt drivna av Kraftcentrum Flemingsberg.   Teori Transaktionskostnadsteori, strukturella hål, kunskapsöverföring, medling och förtroende.                                  Slutsatser                  Intermediärerna fyllde en funktion utöver de traditionella ”brokering” och ”knowledge brokering” funktionerna genom att de även fungerade som operativa projektledare och stöd. Förtroende existerade i ett tidigt stadie och baserades på intermediärens kompetens och meriter.  Vidare baserades förtroendet även på organisationen vilken intermediären representerade och förmedlades genom, där organisationens finansiär och syfte även var betydelsefullt.

L’utilisation des connaissances issues de la recherche (CIR) est primordiale pour informer les politiques, les interventions et les pratiques en santé, spécialement dans les pays à faible revenu où les indicateurs de santé des populations sont toujours inquiétants. Toutefois, encore peu d’études ont été réalisées pour mieux comprendre comment favoriser le transfert et l’utilisation de ces connaissances, spécialement en Afrique de l’Ouest. La présente thèse vise donc à faire avancer les connaissances en évaluant différentes stratégies de transfert de connaissances (TC) en santé publique mises en œuvre au Burkina Faso dans le cadre du programme de recherche Équité-Santé (2012-2017). Ces stratégies de TC visaient à créer des opportunités d’échanges entre les chercheurs et les utilisateurs potentiels des CIR et ainsi, réduire l’écart entre les connaissances issues de la recherche en santé et leur utilisation. Trois stratégies de TC distinctes ont été étudiées soit 1) un atelier de dissémination de la recherche, 2) un atelier incluant un processus délibératif et 3) une stratégie de courtage de connaissances. Elles ont impliqué une diversité d’acteurs tels que des chercheurs, des décideurs, des professionnels de santé et des représentants d’organisations non-gouvernementales et de la société civile. Une évaluation de la mise en œuvre et des effets a été réalisée pour les deux ateliers et une évaluation des processus de mise en œuvre a été conduite pour la stratégie de courtage de connaissances, étant donné l’arrêt de l’initiative plus tôt que prévu. Les activités d’évaluation ont mobilisé des approches méthodologiques complémentaires et divers outils pour collecter les données (entretiens qualitatifs, questionnaires d’évaluation et observations sur le terrain). Les résultats montrent que les stratégies de TC ont été appréciées par les acteurs car elles ont permis l’apprentissage de nouvelles connaissances et ont représenté une opportunité importante de réseautage afin d’apprendre les uns des autres. Cependant, ces différentes expériences ont mis en lumière plusieurs enjeux tels que le pouvoir décisionnel des acteurs parfois limité, la présence déficiente des décideurs politiques aux activités ainsi que les ressources et incitatifs organisationnels souvent restreints. La présence d’un leadership fort pour assurer une mise en œuvre efficace, le renforcement des relations de partenariat, le développement des compétences en communication et la possibilité d’offrir un accompagnement à long terme aux acteurs représentent également des défis importants pour assurer une mise en œuvre efficace des activités de transfert de connaissances. Davantage d’études sont nécessaires pour mettre en œuvre des stratégies de TC et évaluer leur efficacité. En se basant sur les résultats de la thèse, certaines recommandations générales peuvent être formulées. Par exemple, il apparait important que les stratégies de TC soient en cohérence avec les besoins et ressources des milieux, qu’elles visent le renforcement des capacités et incluent un processus évaluatif en temps réel afin que les stratégies soient adaptées au contexte. En conclusion, la thèse contribue à l’avancement des connaissances sur le TC en santé mondiale en proposant un modèle conceptuel à expérimenter pour guider le développement et la mise en œuvre des stratégies de TC. / The use of research-based evidence (RBE) is essential for informing health policies, programs and practices, especially in low-income countries where population health indicators are still alarming. However, there are still few studies to understand how to improve knowledge translation (KT) processes and research utilisation, especially in West Africa. Thus, this thesis aims to advance the body of knowledge by evaluating different KT strategies in public health implemented in Burkina Faso as part of a research program Équité-Santé (2012-2017). These KT strategies were intended to create exchange opportunities between researchers and potential RBE users and thus reduce the gap between health research knowledge and its use. Three different KT strategies were studied: 1) a research dissemination workshop, 2) a deliberative workshop and 3) a knowledge brokering strategy. They involved a diversity of health system actors such as researchers, policymakers, health professionals and representatives of non-governmental organizations and civil society. An evaluation of the implementation and effects was conducted for both workshops and only an evaluation of the implementation process was conducted for the knowledge brokering strategy, because the initiative came to an early end. Complementary methodological approaches were mobilized during evaluation and different data collection tools were used (qualitative interviews, evaluation questionnaires and field observations). The evaluation results show that stakeholders have appreciated the KT strategies because they learned new knowledge and had a networking opportunity to learn from each other. However, these experiences have brought to light several issues such as the actors’ limited decision-making authority, weak engagement of political actors as well as scarce resources and organizational incentives. The presence of a strong leadership during implementation, partnership synergy, continuous communication skills’ development and long-term support to stakeholder also represent important challenges to assure an effective implementation of KT strategies. More studies are needed to implement KT strategies and evaluate their effectiveness. Based on the results, some general recommendations can be made. For example, it appears important that KT strategies are in line with stakeholders’ needs and resources, facilitate capacity building and include a real-time evaluative process to enable KT strategies to be constantly adapted to the implementation context. In conclusion, the thesis contributes to the advancement of knowledge about KT in global health by proposing a conceptual model to be considered and experimented during KT development and implementation.