Abstract

This study examined the relationship between the sales force knowledge domain and knowledge conversion as predictors of firm innovation performance and the mediation role of inter-functional coordination in those respective relationships. It was based on a sample of 273 small and medium enterprises, where data was collected, using a self-administered questionnaire. Correlation and hierarchical regression analyses were conducted to test for relationships between the predictor variables and the dependent variable and the contribution of the sales-force knowledge domain, knowledge conversion, and inter-functional coordination to change in firm innovation performance, among small and medium enterprises (SMEs) in Uganda. Using SPSS 25 computer package to analyze data collected, the results study found that sales-force domain and knowledge conversion were, each, significantly associated with firm innovation performance. The analysis also revealed that inter-functional coordination mediates the relationship between the sales-force knowledge domain and firm innovation performance and that between knowledge conversion and firm innovation performance, respectively. This study will contribute to knowledge regarding the prediction of innovation performance in the context of a developing economy.

Key words: Sales-force knowledge domain, knowledge conversion, inter-functional coordination, innovation performance, small and medium enterprises.