Che, Yu; Li, Yongqiang; Fam, Kim-Shyan; Bai, Xuan - In: Nankai Business Review International 9 (2018) 4, pp. 414-436
Purpose: This study aims to examine the underlying mechanism of buyer–seller ties and salespeople’s performance. Also examined was the moderating effects of the density of the customer network in which the salesperson is embedded. Design/methodology/approach: The study developed a framework...