Salespeople LinkedIn Effects on Opportunity Wins

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorMiranda, Fabio Carvalho
dc.contributor.authorLaban Neto, Silvio Abrahao
dc.coverage.cidadeSão Paulopt_BR
dc.coverage.paisBrasilpt_BR
dc.creatorMiranda, Fabio Carvalho
dc.creatorLaban Neto, Silvio Abrahao
dc.date.accessioned2022-12-23T01:05:12Z
dc.date.available2022-12-23T01:05:12Z
dc.date.issued2019
dc.description.notesEvidênciapt_BR
dc.description.otherThe use of social networks for business purposes (e.g., LinkedIn, Twitter) has grown significantly in the sales context. Such results make salespeople consider using social networks to improve sales performance. Previous sales research has documented several benefits of business social networks. However, no previous research has ever documented the effects of key social network activities on winning opportunities. The authors aim to study the effects of LinkedIn activities performed by salespeople on the evolution of their sales opportunities. Hypotheses are tested with LinkedIn and firm records data from all 163 salespeople of a regional business unit of a leading global IT firm in one business year. Authors unveil positive effects of social network access, searching new contacts, and adding contacts to the network on winning larger opportunities. Salespeople also benefit from social network access and communication to close opportunities more quickly. This study is the first study, to our knowledge, to gather data from a public business social network platform and match it with data from a firm CRM system. We expect to contribute to the sales literature and provide guidance to sales management.pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn2177-2576pt_BR
dc.identifier.issn2177-2568pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5148
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofEnANPAD - Encontro da ANPADpt_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.keywordssales managementpt_BR
dc.subject.keywordssales performancept_BR
dc.subject.keywordssales funnelpt_BR
dc.subject.keywordssaçes networkspt_BR
dc.titleSalespeople LinkedIn Effects on Opportunity Winspt_BR
dc.typeconference paper
dspace.entity.typePublication
local.description.eventXLIII Encontro da ANPAD - EnANPAD 2019pt_BR
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeTrabalho de Eventopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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