How intrafirm intermediary salespeople connect sales to marketing and product development

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorGonzalez, Gabriel R.
dc.coverage.cidades.l.pt_BR
dc.coverage.paisEstados Unidospt_BR
dc.creatorGonzalez, Gabriel R.
dc.date.accessioned2022-12-23T00:57:29Z
dc.date.available2022-12-23T00:57:29Z
dc.date.issued2019
dc.description.notesTexto completopt_BR
dc.description.otherThis research reveals the ways that salespeople manage intrafirm relationships by acting as intermediaries, connecting intrafirm members that would otherwise be unconnected. Using a two-study, multimethod design, the authors establish that (1) salespeople act as representative intermediaries positioned between peers in sales and those in marketing and product development; (2) the effects of representative positions with marketing and product development on performance are non-linear; and (3) selling-related knowledge moderates representative effects on performance. Representative salespeople act as the exclusive connection between a peer salesperson and a non-sales contact (marketing or product development), controlling non-redundant knowledge to gain influence over their peers. This research contributes to marketing by identifying non-linear effects for how salespeople mediate relationships between their peers and others in key intrafirm functions, and showing that salespeople with high selling-related knowledge realize enhanced effects of the representative position on sales performance.pt_BR
dc.format.extentp. 795-814pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.doihttps://link.springer.com/article/10.1007/s11747-019-00656-8pt_BR
dc.identifier.issn0092-0703pt_BR
dc.identifier.issn1552-7824pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5147
dc.identifier.volume47pt_BR
dc.language.isoInglêspt_BR
dc.publisherAcademy of Marketing Sciencept_BR
dc.relation.ispartofJournal of the Academy of Marketing Sciencept_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.keywordsIntrafirm network intermediarypt_BR
dc.subject.keywordsIntrafirm relationshipspt_BR
dc.subject.keywordsNetwork theorypt_BR
dc.subject.keywordsSelling-related knowledgept_BR
dc.subject.keywordsSalesperson performancept_BR
dc.titleHow intrafirm intermediary salespeople connect sales to marketing and product developmentpt_BR
dc.typejournal article
dspace.entity.typePublication
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeArtigo Científicopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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