Whom do you talk to? Peer Salesperson Knowledge Sharing and Performance

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dc.contributor.authorDANNY PIMENTEL CLARO
dc.contributor.authorGIULIANA ISABELLA
dc.coverage.cidadeCuritibapt_BR
dc.coverage.paisBrasilpt_BR
dc.date.accessioned2022-12-23T00:51:10Z
dc.date.available2022-12-23T00:51:10Z
dc.date.issued2018
dc.description.notesEvidênciapt_BR
dc.description.otherSales managers recognize that greater understanding of products and customers enhance salesperson performance. This article seeks to enrich this understanding by addressing the challenge of gaining the most of peer salesperson knowledge sharing. As part of an ongoing project, in our first experimental study, we investigate if the salesperson knowledge can be shared with another salesperson impacting positively on the performance. We set the condition as the peer salesperson who is more knowledgeable in the product category to teach the learner salesperson. We also manipulated the expertise of the learner salesperson - either being an expert or non-expert in another category. Preliminary empirical evidence shows the importance of learner salesperson finding an expert salesperson in the field of need.pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn2177-2576pt_BR
dc.identifier.issn2177-2568pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5146
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.titleWhom do you talk to? Peer Salesperson Knowledge Sharing and Performancept_BR
dc.typeconference paper
dspace.entity.typePublication
local.description.eventEnANPAD 2018pt_BR
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeTrabalho de Eventopt_BR
relation.isAuthorOfPublication4d0421e0-4cc8-4fb3-846a-581a48c752f5
relation.isAuthorOfPublication394598a8-fe04-4eb9-b54d-adbf1979d28b
relation.isAuthorOfPublication.latestForDiscovery4d0421e0-4cc8-4fb3-846a-581a48c752f5

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