The enhancing impact of friendship networks on sales managers' performance

Claro, Danny Pimentel; Neto, Sílvio Abrahão Laban; Claro, Priscila Borin de Oliveira

doi:10.1590/s1807-76922013000200004

Cited by 5 publications

(7 citation statements)

References 39 publications

(46 reference statements)

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“…This study findings are supported by prior researchers like, Aktamov and Zhao (2014); Tsai (2001); Cross and Cummings (2004).While closeness centrality and academic performance shows negative and insignificant relationship (β3= -0.03, p>0.05) finding no support for H3, that means academic performance of female students is reduced with every increment in closeness of female students in advice network. This finding challenges the prior studies like, Claro, Neto, and Claro (2013) but conform the finding of some researchers like, Aktamov and Zhao (2014); Perry-Smith and Shalley (2003).…”

Section: Discussioncontrasting

confidence: 69%

Exploring the Relationship of Network Centrality and Academic Performance of Female Students

Mushtaq¹,

Badar²,

Anwar³

et al. 2016

SJMS

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This research endeavor aims to investigate the impact of network centrality (degree, closeness and betweenness) on academic performance (CGPA) of female students in an academic advice network. Where degree centrality refers to the number of direct links that an actor has with other actors, betweenness centrality refers to the degree to which an actor lies on the geodesic paths between other actors and closeness centrality focuses on how close a member is to all other members in network. Data was collected from 182 female students enrolled in various programs at a public sector University in Baluchistan through name generators for egocentric network by Burt. Techniques of correlation and standard multiple regression analysis are employed to test the hypotheses. The results of statistical analysis revealed that high degree and betweenness centrality leads to increase academic performance of students whereas higher closeness centrality leads to decrease academic performance. The result of the study has practical implications for students' academic life: it will aid the female students to discover structural pattern of social ties of their advice network and enhance their tendency for forming more ties related with academic advices for the achievement of excellent academic performance.

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Section: Discussioncontrasting

confidence: 69%

Exploring the Relationship of Network Centrality and Academic Performance of Female Students

Mushtaq¹,

Badar²,

Anwar³

et al. 2016

SJMS

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“…Moreover, the collaboration with team members and colleagues in other functions enhances the impact of customer knowledge on sales performance (Gonzalez & Claro, 2019). The salesperson's network competence is key to gain information about product features and consumer demands, and in turn supports prospecting activities (Claro, Laban Neto, & Claro, 2013;Gonzalez, Claro, & Palmatier, 2014).…”

Section: Salesperson Competencementioning

confidence: 99%

“…Sales platforms include software that supports face-to-face as well as online customer relationships. Face-to-face platforms also includes software designed to use network connection (Claro et al, 2013;Mitrega, Forkmann, Ramos, & Henneberg, 2012), geomarketing content (e.g., geotargeting), artificial intelligence (e.g., image recognition), and search engine mechanisms. Some of the widespread sales platforms include Salesforce, HubSpot, ActiveCampaign, Zoho, MSDynamics, and Pipedrive.…”

Section: Sales Structurementioning

confidence: 99%

“…Studies could pursue a better understanding of the short-and long-term benefits and consequences of different software systems supporting sales prospecting efforts. This steam of research can contribute to sales management literature by suggesting how software can be designed to leverage network connection (Claro et al, 2013;Mitrega et al, 2012), geomarketing content, geotargeting, artificial intelligence (e.g., image recognition), and search engine optimization mechanisms.…”

Section: Future Directionsmentioning

confidence: 99%

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Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure

Vieira

Claro

2020

BAR, Braz. Adm. Rev.

Self Cite

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Sales management is an integral part of virtually all market exchanges. Marketing team, sales opportunities, salesperson skills, firm sales resources, digital platforms, and sales compensation plan create a marketing-salesperson-firm dynamic underlying the sales prospecting framework. Firm's managers continuously strive to deal with these manifold elements of such dynamic context. This article offers an overview of the sales prospecting effort and sheds light on how firms generate superior performance by managing three interconnected elements. The marketing team (e.g., generating leads), salesperson competence (e.g., individual and team competence), and the firm being ready to deploy sales structure (e.g., sales platform) result in superior performance. By thinking outside the box, the authors propose the Salespeople Prospecting Framework with multiple associations based on previous marketing, sales, and retail research. The authors discuss implications for managing the sales funnel and offer suggestions for further research investigation.

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“…Sabese que a informação é essencial no estabelecimento do negócio e que ela promove base para uma ação em estruturas sociais (Claro, Laban, & Claro, 2013). Mohr, Fisher e Nevin (1996) propuseram um modelo entre parceiros na qual a estratégia de comunicação influencia o desempenho por meio de sua frequência, direção, qualidade da informação e conteúdo.…”

Section: Comunicaçãounclassified

Incentivos Extracontratuais e Comportamentos Ex Post no Relacionamento entre Shopping e Lojista

Vieira

2016

Rev. adm. contemp.

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Resumo Kashyap, Antia e Frazier (2011) estudaram os efeitos dos incentivos extracontratuais e do monitoramento sobre enforcement. Heide, Wathne e Rokkan (2007) encontraram uma interação significativa entre os tipos de monitoramento, prejudicando o oportunismo. Este artigo amplia a discussão dos efeitos de monitoramento e dos incentivos extracontratuais sobre o desempenho, algo ainda não encontrado na literatura. Estudando uma relação industrial entre lojista e administradora de shopping, os resultados mostraram que a dependência na expertise do shopping, o monitoramento e a política de compliance interferem no desempenho. Verificou-se também que o monitoramento interage nessas relações diretas, moderando-as, prejudicando ou amplificando o desempenho. Os resultados mostraram que associações curvilineares em forma de U-invertido explicaram melhor o desempenho.

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The enhancing impact of friendship networks on sales managers' performance

Cited by 5 publications

References 39 publications

Exploring the Relationship of Network Centrality and Academic Performance of Female Students

Exploring the Relationship of Network Centrality and Academic Performance of Female Students

Sales Prospecting Framework: Marketing Team, Salesperson Competence, and Sales Structure

Incentivos Extracontratuais e Comportamentos Ex Post no Relacionamento entre Shopping e Lojista

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