“Give me one but not the other”: the substitution effects of supervisor’s organizational status and salesperson internal networking on performance growth trajectories

Lee, Na Young; Dugan, Riley; Rouziou, Maria; Ali, Anwar

doi:10.1080/08853134.2020.1820346

Cited by 4 publications

(2 citation statements)

References 42 publications

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“…Plouffe et al (2016) suggest that proactive types of internal work behaviors (i.e., social media advocacy) can have downstream performance impacts. Similarly, other scholars (Lee et al 2020) discuss how internal effectiveness can be beneficial for overall sales performance.…”

Section: Study 1: Quantitative Study Focusing On External Connections...mentioning

confidence: 99%

“…This is a limitation that provides an exciting possibility for future research. For example, extant research (e.g., Dugan, Rouziou, and Hochstein 2019; Lee et al 2020) has examined internal forms of networking, which is akin to internal relations. However, there is very little international sales research that examines this phenomenon.…”

Section: Limitations and Future Researchmentioning

confidence: 99%

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An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

Schmitt,

Epler,

Casenave

et al. 2023

Journal of International Marketing

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Salespeople are increasingly required to navigate an international environment - having international customers or international peers. However, much remains to be learned about how salespeople are utilizing social media in an international context. This multi-method, multi-study design contributes to international sales research by showing how business-to-business (B2B) salespeople use social media whether they are in a multinational or local firm. With a social capital lens, the authors explore the importance of social media in regards to strengthening salespeople’s internal and external connections in an international context. In Study 1, with 131 B2B salespeople, salespeople use social media to develop customer relations (i.e., external connections) to engage in positive publicity and social media advocacy, ultimately leading to sales performance. Specifically, social media advocacy enhances sales performance only for salespeople in multinationals. In Study 2, with twenty-three qualitative interviews, the authors contextualize the findings of Study 1 by comparing social media use amongst salespeople in MNEs and local firms. The basis of the exploration involves internal and external connections with the three dimensions of social capital: structural, relational, and cognitive. The authors demonstrate that internal connections with peers on social media allows for increased knowledge transfer and other benefits.

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Section: Study 1: Quantitative Study Focusing On External Connections...mentioning

confidence: 99%

Section: Limitations and Future Researchmentioning

confidence: 99%

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

Schmitt,

Epler,

Casenave

et al. 2023

Journal of International Marketing

View full text Add to dashboard Cite

show abstract

“A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling

2021

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Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior

Tremblay

2022

Journal of Personal Selling & Sales Management

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“Give me one but not the other”: the substitution effects of supervisor’s organizational status and salesperson internal networking on performance growth trajectories

Cited by 4 publications

References 42 publications

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

“A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling

Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior

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