The Enhancing Impact of Friendship Networks on Sales Managers’ Performance

Article English OPEN
Danny Pimentel Claro; Silvio Abrahão Laban Neto; Priscila Borin de Oliveira Claro;
(2013)
  • Publisher: Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
  • Journal: BAR: Brazilian Administration Review (issn: 1807-7692)
  • Publisher copyright policies & self-archiving
  • Subject: HF5001-6182 | Business | relationship marketing. | relationship marketing | networks | sales

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 s... View more
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