Intrinsic and extrinsic knowledge-sharing motivations as microfoundations of marketing capabilities and firm performance

Purpose This study aims to examine the impact of intrinsic and extrinsic knowledge-sharing motivations on marketing capabilities such as pricing and distribution and the effects of these capabilities on firm performance. In addition, it explores the mediating role of marketing capabilities in the relationship between intrinsic-extrinsic knowledge-sharing motivations and firm performance. Design/methodology/approach This research was conducted using quantitative methods. Data were collected through a survey administered to 2,590 firm managers in Türkiye’s manufacturing and service industries and analyzed using Smart PLS4 software and Structural Equation Modeling. Findings The findings indicate that intrinsic and extrinsic knowledge-sharing motivations positively influence pricing and promotion capabilities. The authors also found that pricing and promotion capabilities positively affect firm performance. Furthermore, they confirmed that pricing and promotion capabilities mediate the relationship between intrinsic and extrinsic knowledge-sharing motivations and firm performance. Originality/value To the best of the author’s knowledge, this is the first study to investigate the roles of intrinsic-extrinsic knowledge-sharing motivations as a psychological construct in the microfoundations of marketing capabilities and firm performance and the mediating role of marketing capabilities in the relationship between these motivations and firm performance.