Please use this identifier to cite or link to this item: https://repositorio.insper.edu.br/handle/11224/3987
Type: Artigo Científico
Title: Network centrality and multiplexity: a study of sales performance
Author: Claro, Danny Pimentel
Claro, Priscila Borin de Oliveira
Gonzalez, G. R.
Publication Date: 2012
Original Abstract: Network literature suggests that individual embeddedness leads to performance. The authors argue that resources from intra-firm social networks are critical for gaining advantages. The contribution of the paper lies at the performance impact of the network position. Previous studies have considered two alternative views, degree and closeness, of network centrality that have been shown to impact job promotion, innovation diffusion, and wage increase. To our knowledge no work has been done to identify the specific impact of the network on sales performance. Moreover, two different types of network relations were focused on in order to analyze the multiplexity of ties: friendship and advice. Conceptual work has suggested the impact of overlapping ties on performance, however elaborated empirical evidence is lacking. Estimates from a sample of salespeople in a focal firm of input supplies reveal that having many direct ties (degree centrality) and multi-dimensional relations (advice and friendship) positively influences a salesperson’s performance. The results demonstrate that salespeople can structure intra-firm ties in order to leverage firm resources and enhance individual performance.
Keywords in original language : networks
centrality
multiplexity
B2B suppliers
performance
Language: Inglês
CNPq Area: Ciências Exatas e da Terra
URI: https://www.wageningenacademic.com/doi/10.3920/JCNS2012.x208
Copyright: O 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 EDITOR
Notes: Trabalho Completo
Appears in Collections:Coleção de Artigos Científicos

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