Please use this identifier to cite or link to this item: https://repositorio.insper.edu.br/handle/11224/5144
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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.date.accessioned2022-12-23T00:41:43Z-
dc.date.available2022-12-23T00:41:43Z-
dc.date.issued2018-
dc.identifier.issn2177-2401pt_BR
dc.identifier.issn2177-238Xpt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5144-
dc.format.mediumDigitalpt_BR
dc.language.isoInglêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofEMA - Encontro de Marketingpt_BR
dc.titleSales Cross-Functional Collaboration with Marketing and Customer Service: Optimal Interaction Patterns for Different Network Goalspt_BR
dc.typeTrabalho de Eventopt_BR
dc.description.otherThis 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 effectivenesspt_BR
dc.description.notesEvidênciapt_BR
dc.relation.eventoEncontro de Marketing da Anpad - EMA, 2018pt_BR
dc.contributor.autorClaro, Danny Pimentel-
dc.contributor.autorRamos, Carla Sofia Dias Moreira-
dc.coverage.paisBrasilpt_BR
dc.coverage.cidadePorto Alegrept_BR
Appears in Collections:Coleção de Trabalhos Apresentados em Eventos

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