The impact of social capital and transaction efficacy on salesperson performance
Year of publication: |
2022
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Authors: | Mallapragada, Girish ; Gupta, Aditya ; Josephson, Brett |
Published in: |
Production and operations management : the flagship research journal of the Production and Operations Management Society. - London : Sage Publications, ISSN 1937-5956, ZDB-ID 2151364-8. - Vol. 31.2022, 9, p. 3525-3542
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Subject: | B2B platforms | longitudinal network data | sales performance | social capital | transaction efficacy | Sozialkapital | Social capital | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Performance-Messung | Performance measurement | Unternehmensnetzwerk | Business network | Soziales Netzwerk | Social network |
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