The Enhancing Impact of Friendship Networks on Sales Managers’ Performance

The Enhancing Impact of Friendship Networks on Sales Managers’ Performance

This paper examines how relationships with friends moderate the impact of professional networks on sales performance. Based on a sample of 204 sales managers in a professional service company, this study presents evidence that friendship networks amplify the effect of sales forces’ professional netw...

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Bibliographic Details
Main Authors: Danny Pimentel Claro, Silvio Abrahão Laban Neto, Priscila Borin de Oliveira Claro
Format: Article
Language:English
Published: Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD) 2013-04-01
Series:BAR: Brazilian Administration Review
Subjects:
networks
sales
relationship marketing.
Online Access:http://www.anpad.org.br/periodicos/arq_pdf/a_1388.pdf

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