Social Networks and Sales Performance

Social Networks and Sales Performance

This paper argues that an informal network can itself be a basis for the increase in a sales manager’s performance. Informal networks create a structure that surpasses the formal hierarchical structure defined by the firm. We concentrated on the advice network and considered two different views of n...

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Bibliographic Details
Main Authors: Danny Pimentel Claro, Sílvio Abrahão Laban Neto
Format: Article
Language:English
Published: Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD) 2011-05-01
Series:RAC: Revista de Administração Contemporânea
Subjects:
networks
sales management
performance
centrality.
Online Access:http://www.anpad.org.br/periodicos/arq_pdf/a_1191.pdf

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