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- W2955391421 abstract "This research reveals the ways that salespeople manage intrafirm relationships by acting as intermediaries, connecting intrafirm members that would otherwise be unconnected. Using a two-study, multimethod design, the authors establish that (1) salespeople act as representative intermediaries positioned between peers in sales and those in marketing and product development; (2) the effects of representative positions with marketing and product development on performance are non-linear; and (3) selling-related knowledge moderates representative effects on performance. Representative salespeople act as the exclusive connection between a peer salesperson and a non-sales contact (marketing or product development), controlling non-redundant knowledge to gain influence over their peers. This research contributes to marketing by identifying non-linear effects for how salespeople mediate relationships between their peers and others in key intrafirm functions, and showing that salespeople with high selling-related knowledge realize enhanced effects of the representative position on sales performance." @default.
- W2955391421 created "2019-07-12" @default.
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- W2955391421 date "2019-06-08" @default.
- W2955391421 modified "2023-10-03" @default.
- W2955391421 title "How intrafirm intermediary salespeople connect sales to marketing and product development" @default.
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- W2955391421 doi "https://doi.org/10.1007/s11747-019-00656-8" @default.
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