Network centrality and multiplexity: a study of sales performance

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.contributor.authorGonzalez, G. R.
dc.coverage.paisNão Informadopt_BR
dc.creatorGonzalez, G. R.
dc.date.accessioned2022-08-15T14:38:51Z
dc.date.available2022-08-15T14:38:51Z
dc.date.issued2012
dc.description.abstractNetwork literature suggests that individual embeddedness leads to performance. The authors argue that resources from intra-firm social networks are critical for gaining advantages. The contribution of the paper lies at the performance impact of the network position. Previous studies have considered two alternative views, degree and closeness, of network centrality that have been shown to impact job promotion, innovation diffusion, and wage increase. To our knowledge no work has been done to identify the specific impact of the network on sales performance. Moreover, two different types of network relations were focused on in order to analyze the multiplexity of ties: friendship and advice. Conceptual work has suggested the impact of overlapping ties on performance, however elaborated empirical evidence is lacking. Estimates from a sample of salespeople in a focal firm of input supplies reveal that having many direct ties (degree centrality) and multi-dimensional relations (advice and friendship) positively influences a salesperson’s performance. The results demonstrate that salespeople can structure intra-firm ties in order to leverage firm resources and enhance individual performance.pt_BR
dc.description.notesTrabalho Completopt_BR
dc.format.extentp. 85 - 94pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.3920/JCNS2012.x208pt_BR
dc.identifier.issn1569-1829pt_BR
dc.identifier.issn1875-0931pt_BR
dc.identifier.issue1pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/3987
dc.identifier.volume12pt_BR
dc.language.isoInglêspt_BR
dc.publisherWageningen Academic Publisherspt_BR
dc.relation.ispartofJournal on Chain and Network Sciencept_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.subjectnetworkspt_BR
dc.subjectcentralitypt_BR
dc.subjectmultiplexitypt_BR
dc.subjectB2B supplierspt_BR
dc.subjectperformancept_BR
dc.titleNetwork centrality and multiplexity: a study of sales performancept_BR
dc.typejournal article
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.wageningenacademic.com/doi/10.3920/JCNS2012.x208
local.subject.cnpqCiências Exatas e da Terrapt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
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