The Enhancing Impact of Friendship Networks on Sales Managers’ Performance

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorLaban Neto, Silvio Abrahao
dc.contributor.authorPRISCILA BORIN DE OLIVEIRA CLARO
dc.coverage.paisBrasilpt_BR
dc.creatorLaban Neto, Silvio Abrahao
dc.date.accessioned2022-08-15T16:10:28Z
dc.date.available2022-08-15T16:10:28Z
dc.date.issued2013
dc.description.abstractThis 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.description.notesTrabalho Completopt_BR
dc.format.extentp. 158-175pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://doi.org/10.1590/S1807-76922013000200004pt_BR
dc.identifier.issn1807-7692pt_BR
dc.identifier.issue2pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/3998
dc.identifier.volume10pt_BR
dc.language.isoInglêspt_BR
dc.publisherAnpadpt_BR
dc.relation.ispartofBrazilian Administration Reviewpt_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.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.identifier.sourceUrihttps://bar.anpad.org.br/index.php/bar/article/view/213
local.subject.cnpqCiências Sociais Aplicadaspt_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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