Bolander et al. (2015). Social networks within sales organizations: their development and importance for salesperson performance. Journal of Marketing, 79(6), 1-16. doi:10.1509/jm.14.0444
Overview - Summary of the Key Points
The topic of this article is related to salespersons performance. Traditionally, it was based on sales people relations with customers and their own activities. Off late, researchers have found other factors, playing a leading role in sales people’s performance. Main focus of this research is on sales people’s intra-organizational connections and activities, helping in realising high sales outputs as well as the role played by different traits of the sales persons. Other than the ...
