The enhancing impact of friendship networks on sales managers’ total sales, new product sales, prospecting and the closing of new deals

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.contributor.authorLaban Neto, Silvio Abrahao
dc.coverage.cidadeAustin, Texaspt_BR
dc.coverage.paisEstados Unidospt_BR
dc.creatorLaban Neto, Silvio Abrahao
dc.date.accessioned2022-08-17T19:16:20Z
dc.date.available2022-08-17T19:16:20Z
dc.date.issued2011
dc.description.otherThis paper examines how relationships with friends moderate the impact of professional networks on sales performance. Based on a sample of 204 sales managers in a professional service company, this study presents evidence that friendship networks increase the impact of sales force’s professional networks on new product sales as well as in prospecting and closing new deals. Our results offer important insights into the socio-cognitive perspective of the sales management literature and suggest that firms should encourage managers to improve their friendship relationships in order to access valuable information that will enhance customer knowledge and support their sales efforts.pt_BR
dc.format.extentp. 357-364pt_BR
dc.format.mediumFísicopt_BR
dc.identifier.isbn9781620000000pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/4025
dc.identifier.volume22pt_BR
dc.language.isoInglêspt_BR
dc.publisherAmerican Marketing Association (AMA)pt_BR
dc.relation.ispartofseriesAMA Educators Proceedingspt_BR
dc.relation.isreferencedbyEducators Conference. AMA Winter. 2011. Marketing Theory And Applicationspt_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.keywordsFriendship networkspt_BR
dc.subject.keywordsSalesperson performancept_BR
dc.subject.keywordssales managementpt_BR
dc.titleThe enhancing impact of friendship networks on sales managers’ total sales, new product sales, prospecting and the closing of new dealspt_BR
dc.typebook part
dspace.entity.typePublication
local.identifier.sourceUrihttps://www.proceedings.com/12360.html
local.subject.capesCiências Sociais Aplicadaspt_BR
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeCapítulo de Livropt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
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