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dc.contributor.authorGonzalez, Gabriel R.en_US
dc.contributor.authorClaro, Danny P.en_US
dc.contributor.authorPalmatier, Robert W.en_US
dc.date.accessioned2017-05-29T12:34:51Z
dc.date.available2017-05-29T12:34:51Z
dc.date.issued2014en_US
dc.identifier.issn0022-2429en_US
dc.identifier.doi10.1509/jm.11.0431en_US
dc.identifier.urihttp://hdl.handle.net/10072/337609
dc.description.abstractThis article integrates relationship marketing and social network perspectives to develop and test a model that links objective sales performance with the informational and cooperative benefits that stem from relationship managers' (RMs') social capital structure (brokerage and density) and relations (formal and informal networks). The authors demonstrate the effect of cross-network and overlap-network synergies on performance. Data about both formal and informal networks of 464 employees, including 101 RMs, demonstrate that RMs' performance improves with cross-network synergy when informational benefits from wide-reaching, nonoverlapping ties in the informal network combine with the cooperative benefits of a densely interconnected formal network. In addition, the effects of formal and informal social capital structure on performance increase significantly when RMs have a high degree of network overlap between their formal and informal networks.en_US
dc.description.peerreviewedYesen_US
dc.languageEnglishen_US
dc.publisherAmerican Marketing Associationen_US
dc.relation.ispartofpagefrom76en_US
dc.relation.ispartofpageto94en_US
dc.relation.ispartofissue1en_US
dc.relation.ispartofjournalJournal of Marketingen_US
dc.relation.ispartofvolume78en_US
dc.subject.fieldofresearchMarketing not elsewhere classifieden_US
dc.subject.fieldofresearchcode150599en_US
dc.titleSynergistic Effects of Relationship Managers' Social Networks on Sales Performanceen_US
dc.typeJournal articleen_US
dc.type.descriptionC1 - Peer Reviewed (HERDC)en_US
dc.type.codeC - Journal Articlesen_US
dc.description.versionPublisheden_US
gro.rights.copyright© 2014 American Marketing Association. The attached file is reproduced here in accordance with the copyright policy of the publisher. Please refer to the journal's website for access to the definitive, published version.en_US
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