The Enhancing Impact of Friendship Networks on Sales Managers’ Performance

Carregando...
Imagem de Miniatura
Orientador
Co-orientadores
Tipo de documento
Artigo Científico
Data
2013
Título da Revista
ISSN da Revista
Título do Volume
Projetos de Pesquisa
Unidades Organizacionais
Fascículo
Resumo
This 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.

Titulo de periódico
Brazilian Administration Review
Título de Livro
Idioma
Inglês
Notas
Membros da banca
Área do Conhecimento CNPQ
Ciências Sociais Aplicadas
Citação