The enhancing impact of friendship networks on sales managers’ performance

Página do item simplificado
dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorSILVIO ABRAHAO LABAN NETO
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.coverage.cidadeRio de Janeiropt_BR
dc.coverage.paisBrasilpt_BR
dc.date.accessioned2022-12-15T22:34:03Z
dc.date.available2022-12-15T22:34:03Z
dc.date.issued2013
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 amplify the effect of sales forces’ professional networks on new product sales as well as on prospecting and converting new deals. Our results offer important insights into the socio-cognitive perspective of sales management literature and suggest that firms should encourage managers to improve their friendships in order to access valuable information that will enhance customer knowledge and support their sales efforts.pt_BR
dc.format.extentp. 158-175pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn1807-7692pt_BR
dc.identifier.issue2pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/4991
dc.identifier.volume10pt_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 DO USUÁRIO VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITOR.pt_BR
dc.subjectNetworkspt_BR
dc.subjectSalespt_BR
dc.subjectRelationship Marketingpt_BR
dc.titleThe enhancing impact of friendship networks on sales managers’ performancept_BR
dc.typejournal article
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.subject.cnpqMultidisciplinarpt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication7bec83a5-640e-4e7a-b1e1-17aa0e4a0308
relation.isAuthorOfPublicationa9dfdc30-4af3-4fa9-a901-9c4417a062ed
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5
Arquivos
Pacote Original
Agora exibindo 1 - 2 de 2
N/D
Nome:
R_Artigo_2013The enhancing impact.pdf
Tamanho:
681.61 KB
Formato:
Adobe Portable Document Format
Descrição:
R_Artigo_2013The enhancing impact.pdf
Baixar
Imagem de Miniatura
Nome:
Acesso_Primeira Pagina_The Enhancing Impact of Friendship Networks on Sales Managers’ Performance.pdf
Tamanho:
155.58 KB
Formato:
Adobe Portable Document Format
Baixar
Licença do Pacote
Agora exibindo 1 - 1 de 1
N/D
Nome:
license.txt
Tamanho:
282 B
Formato:
Item-specific license agreed upon to submission
Descrição:
Baixar
Coleções
Coleção de Artigos Acadêmicos