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Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
Ahearne, Michael
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Lam, Son K.
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Hayati, Babak
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Kraus, Florian
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DOI:
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https://doi.org/10.1509/jm.11.0217
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URL:
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http://journals.ama.org/doi/abs/10.1509/jm.11.0217...
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Dokumenttyp:
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Zeitschriftenartikel
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Erscheinungsjahr:
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2013
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Titel einer Zeitschrift oder einer Reihe:
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Journal of Marketing : JM
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Band/Volume:
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77
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Heft/Issue:
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5
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Seitenbereich:
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37-56
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Ort der Veröffentlichung:
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Thousand Oaks, CA
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Verlag:
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Sage Publishing
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ISSN:
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0022-2429 , 1547-7185
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Sprache der Veröffentlichung:
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Englisch
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Einrichtung:
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Fakultät für Betriebswirtschaftslehre > Dr. Werner Jackstädt Stiftungslehrstuhl für Sales & Services Marketing (Kraus 2011-)
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Fachgebiet:
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330 Wirtschaft
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Abstract:
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Salespeople represent a primary source of competitive intelligence (CI), but the contextual factors that influence the performance impact of salesperson CI quality remain underresearched. The authors develop a framework to examine the performance impact of CI quality at the individual salesperson and sales district levels, with sales district CI quality diversity and sales managers? network centrality as contingencies thereof. The empirical results from multilevel data sets of two U.S.-based corporations reveal that district CI quality diversity weakens the positive performance effect of CI quality at both levels. Sales managers? centrality in within-district and peer advice networks buffers the performance losses created by district CI quality diversity, but salespeople?s centrality does not have this buffering effect. The study uncovers conditions under which the positive performance impact of salesperson and district CI quality can disappear and even become negative, thus highlighting the role of managers as CI hubs.
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 | Dieser Eintrag ist Teil der Universitätsbibliographie. |
 Suche Autoren in
BASE:
Ahearne, Michael
;
Lam, Son K.
;
Hayati, Babak
;
Kraus, Florian
Google Scholar:
Ahearne, Michael
;
Lam, Son K.
;
Hayati, Babak
;
Kraus, Florian
ORCID:
Ahearne, Michael, Lam, Son K., Hayati, Babak and Kraus, Florian  ORCID: https://orcid.org/0000-0001-6807-6544
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