Sales managers’ performance and social capital: the impact of an advice network

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorLaban Neto, Sílvio Abrahão
dc.coverage.cidadeCuritibapt_BR
dc.coverage.paisBrasilpt_BR
dc.creatorLaban Neto, Sílvio Abrahão
dc.date.accessioned2022-12-21T17:31:30Z
dc.date.available2022-12-21T17:31:30Z
dc.date.issued2009
dc.description.notesTexto completopt_BR
dc.description.otherThe aim of this study is to research a sales manager’s social network and demonstrate that sales managers who are central in closure structures of an advice network achieve high sales performance. Considering the results obtained and the discussion provided in the hypotheses presentation, we argue that sales managers must have accurate perceptions of their network. Two different networks were analyzed: friendship and advice; and we also considered two different views of network structure that claim to make an impact on performance and, to explore this claim, we examined whether sales managers, in order to improve sales performance, develop either a highly cohesive network or one containing structural holes. Census data was collected from over 500 personnel of an agricultural input retailer with 23 divisions. Estimates from a sample of 101 sales managers demonstrated, in the advice network, how important a highly cohesive structure is to a sales manager’s performance. These results suggest that firms should encourage contacts among their personnel to disseminate and share technical and commercial information. By stimulating cohesive structures of contacts for the purpose of receiving advice, firms create an environment for sales managers to develop relationships of trust in which social norms prevail.pt_BR
dc.format.extentp. 316-330pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn1807-7692pt_BR
dc.identifier.issue4pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5132
dc.identifier.volume6pt_BR
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofBrazilian Administration Review (BAR)pt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.subject.keywordsNetworkspt_BR
dc.subject.keywordsSocial capitalpt_BR
dc.subject.keywordsSales performancept_BR
dc.subject.keywordsRelationship marketingpt_BR
dc.titleSales managers’ performance and social capital: the impact of an advice networkpt_BR
dc.typejournal article
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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