Gaze behaviour, motivational factors, and knowledge sharing

Despite the development and implementation of knowledge management systems, the translation from individual knowledge to organisational knowledge is not an easy or automatic process. Co-worker knowledge sharing is an important step in such a translation. This paper examines co-worker knowledge-sharing via an experiment. Specifically, the relationships between gaze behaviour and knowledge sharing, as well as the mediating factors convincingness, power, and attractiveness, are investigated. Behaviour of the sender and receiver of a knowledge sharing request is examined using eye tracking technology and subjective responses. The results of the study indicate that direct eye contact from the sender of a request increases the willingness to adhere to the request, but we do not find evidence that the gaze behaviour of the receiver influences knowledge sharing behaviour. Perceived convincingness and attractiveness were identified as partial mediators, while no mediating relationship was found for power.