Sales Cross-Functional Collaboration with Marketing and Customer Service: Optimal Interaction Patterns for Different Network Goals

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorCARLA SOFIA DIAS MOREIRA RAMOS
dc.coverage.cidadePorto Alegrept_BR
dc.coverage.paisBrasilpt_BR
dc.date.accessioned2022-12-23T00:41:43Z
dc.date.available2022-12-23T00:41:43Z
dc.date.issued2018
dc.description.notesEvidênciapt_BR
dc.description.otherThis article integrates sales management and social network perspectives to develop and test a model that incorporates sales-marketing and sales-customer service cross-functional collaboration with objective sales performance. Network data from salespeople working for a chemical manufacturer show the positive effect on salesperson performance stemming from fewer and stronger ties with colleagues in marketing as well as more and weaker ties with colleagues in customer service. The authors demonstrate the moderating effects of delivering solution initiatives of customer relationship management. Findings suggest that salespeople gain from network steering capabilities when managing cross-functional contacts. In addition, sales managers benefit from a set of intrafirm network interventions that improve sales force effectivenesspt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn2177-2401pt_BR
dc.identifier.issn2177-238Xpt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5144
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofEMA - Encontro de Marketingpt_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.titleSales Cross-Functional Collaboration with Marketing and Customer Service: Optimal Interaction Patterns for Different Network Goalspt_BR
dc.typeconference paper
dspace.entity.typePublication
local.description.eventEncontro de Marketing da Anpad - EMA, 2018pt_BR
local.typeTrabalho de Eventopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublicationa5e47b3d-97ba-4dfc-9e50-a5a788713577
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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