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Social network theory and the sales manager role : engineering the right relationship flows
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Flaherty, Karen, Lam, Son K., Lee, Nick, Mulki, Jay Prakash and Dixon, Andrea L. (2012) Social network theory and the sales manager role : engineering the right relationship flows. Journal of Personal Selling and Sales Management, 32 (1). pp. 29-40. doi:10.2753/PSS0885-3134320104 ISSN 0885-3134.
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Official URL: http://www.tandfonline.com/doi/abs/10.2753/PSS0885...
Abstract
Sales leadership research has typically taken a leader-focused approach, investigating key questions from a top-down perspective. Yet considerable research outside sales has advocated a view of leadership that takes into account the fact that employees look beyond a single designated individual for leadership. In particular, the social networks of leaders have been a popular topic of investigation in the management literature, although coverage in the sales literature remains rare. The present paper conceptualizes the sales leadership role as one in which the leader must manage a network of simultaneous relationships; several types of sales manager relationships, such as the sales-manager-to-top manager and the sales-manager-to-sales manager relationships, have received limited attention in the sales literature to date. Taking an approach based on social network theory, we develop a conceptualization of the sales manager as a “network engineer,” who must manage multiple relationships, and the flows between them. Drawing from this model, we propose a detailed agenda for future sales research.
Item Type: | Journal Article | ||||
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Divisions: | Faculty of Social Sciences > Warwick Business School > Marketing Group Faculty of Social Sciences > Warwick Business School |
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Journal or Publication Title: | Journal of Personal Selling and Sales Management | ||||
Publisher: | Routledge | ||||
ISSN: | 0885-3134 | ||||
Official Date: | 2012 | ||||
Dates: |
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Volume: | 32 | ||||
Number: | 1 | ||||
Page Range: | pp. 29-40 | ||||
DOI: | 10.2753/PSS0885-3134320104 | ||||
Status: | Peer Reviewed | ||||
Publication Status: | Published | ||||
Access rights to Published version: | Restricted or Subscription Access |
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