Agents-based model of knowledge sharing among personnel with varying learning rate in products cross-selling: Case of Indonesia national bank

In a bank industry cross-selling performed by bank personnel is relied on the personnel customers and market tacit knowledge exchanges. Knowledge sharing is known as a method for managing personnel´s tacit-knowledge. Many studies have found that knowledge sharing effectiveness is affected by individual factors, organizational factors, and technological factors. Those factors determine the intention and behavior of people to engage in knowledge sharing. The agent-based knowledge sharing model and simulation developed in this study describes how individual factors (trust and intellectual) and organizational factors (leadership, organizational structure, reward, and time) influence personnel´s intention and behavior to engage in knowledge sharing and cross-selling activities as learning process to enhance their performance.