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4. Sales Cross-Functional Collaboration with Marketing and Customer Service: Optimal Interaction Patterns for Different Network Goals

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

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