Please use this identifier to cite or link to this item:
https://repositorio.insper.edu.br/handle/11224/5144
Type: | Trabalho de Evento |
Title: | Sales Cross-Functional Collaboration with Marketing and Customer Service: Optimal Interaction Patterns for Different Network Goals |
Author: | Claro, Danny Pimentel Ramos, Carla Sofia Dias Moreira |
Publication Date: | 2018 |
Abstract: | This article integrates sales management and social network perspectives to develop and test a model that incorporates sales-marketing and sales-customer service cross-functional collaboration with objective sales performance. Network data from salespeople working for a chemical manufacturer show the positive effect on salesperson performance stemming from fewer and stronger ties with colleagues in marketing as well as more and weaker ties with colleagues in customer service. The authors demonstrate the moderating effects of delivering solution initiatives of customer relationship management. Findings suggest that salespeople gain from network steering capabilities when managing cross-functional contacts. In addition, sales managers benefit from a set of intrafirm network interventions that improve sales force effectiveness |
Language: | Inglês |
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: | Evidência |
Appears in Collections: | Coleção de Trabalhos Apresentados em Eventos |
Files in This Item:
File | Description | Size | Format | |
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R_Evento_2018_Sale cross functional_TC.pdf | R_Evento_2018_Sale cross functional_TC | 305.64 kB | Adobe PDF | View/Open |
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