Sellers transfer knowledge to buyers for a future benefit, perhaps access to knowledge held by the seller or a service that the buyer can provide to the seller when he needs it. Gaining a reputation for sharing precious information can make a seller a valuable member of an organization, someone worthy of promotion or a pay raise. Altruism is a reward for dedicated personnel who are committed to their organization's success. Trust is essential to the transfer of knowledge within an organization. No written contracts exist in the knowledge market.
Trust starts with managers who recognize and reward knowledge sharers.
Managers who take advantage of the expertise of others in order to consolidate their own positions retard knowledge transfer. Managers must sometimes tolerate and trust some non-work activities. Davenport and Prusak have observations that are relevant to librarians. The authors noticed that corporate librarians often play the vital role of knowledge brokers within their organizations because they know who is working on which project. The authors demonstrate how status affects the value of a seller's product.