Please use this identifier to cite or link to this item:
|Title:||Synergistic effects of relationship managers’ social networks on sales performance|
|Author:||Gonzalez, Gabriel R.|
Claro, Danny Pimentel
Palmatier, Robert W.
|Abstract:||This article integrates relationship marketing and social network perspectives to develop and test a model that links objective sales performance with the informational and cooperative benefits that stem from relationship managers’ (RMs’) social capital structure (brokerage and density) and relations (formal and informal networks). The authors demonstrate the effect of cross-network and overlap-network synergies on performance. Data about both formal and informal networks of 464 employees, including 101 RMs, demonstrate that RMs’ performance improves with cross-network synergy when informational benefits from wide-reaching, nonoverlapping ties in the informal network combine with the cooperative benefits of a densely interconnected formal network. In addition, the effects of formal and informal social capital structure on performance increase significantly when RMs have a high degree of network overlap between their formal and informal networks.|
|Keywords (english terms):||Relationship marketing|
|CNPq Area:||Ciências Sociais Aplicadas|
|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|
|Appears in Collections:||Coleção de Artigos Científicos|
Files in This Item:
|R_Artigo_2014_Synergistic effects of relationship_TC.pdf||R_Artigo_2014_Synergistic effects of relationship_TC||1.08 MB||Adobe PDF||View/Open|
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.