EFFECT OF TEAM TRUST ON KNOWLEDGE SHARING AMONG PHARMACEUTICAL SALES PERSONS IN KOGI WEST SENATORIAL DISTRICT

This study examined the effect of team trust on knowledge sharing among pharmaceutical salespersons in Kogi West Senatorial District, with specific emphasis on affect-based trust, cognition-based trust, competence-based trust, and integrity-based trust. The study adopted a survey research design, and data were collected from 266 pharmaceutical salespersons selected through purposive and convenient sampling techniques. A structured questionnaire measured the dimensions of team trust and their influence on knowledge-sharing behaviours. Descriptive statistics (frequency and percentage) were used to summarize respondents’ perceptions, while inferential statistics (regression analysis) were employed to test the relationships between variables. The findings revealed that team trust significantly influences knowledge sharing among pharmaceutical salespersons. Affect-based trust was found to strengthen interpersonal bonds that facilitate the exchange of work-related ideas and experiences. Cognition-based and competence-based trust positively enhanced willingness to share customer information, product knowledge, and market insights, as salespersons were more comfortable sharing knowledge with colleagues who demonstrated logical reasoning and professional skill. Overall, the study established that higher levels of team trust lead to more effective knowledge-sharing practices within the pharmaceutical sales environment. The study recommends that pharmaceutical firms in Kogi West should promote trust-building strategies, including team-building exercises, transparent communication, recognition of employee competence, and ethical workplace culture. Managers should also encourage collaboration over competition to improve the sharing of sales intelligence, enhance team performance, and strengthen organizational productivity.

0 19 Dec, 2025

pg: 16

JBMIC PORTAL SYSTEM

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