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Journal of the Academy of Marketing Science
Erschienen in: Journal of the Academy of Marketing Science 5/2019

08.06.2019 | Original Empirical Research

How intrafirm intermediary salespeople connect sales to marketing and product development

verfasst von: Gabriel R. Gonzalez, Danny P. Claro

Erschienen in: Journal of the Academy of Marketing Science | Ausgabe 5/2019

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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.
Vorheriger Artikel Improving customer profit predictions with customer mindset metrics through multiple overimputation
Nächster Artikel Employee satisfaction trajectories and their effect on customer satisfaction and repatronage intentions

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Metadaten
Titel
How intrafirm intermediary salespeople connect sales to marketing and product development
verfasst von
Gabriel R. Gonzalez
Danny P. Claro
Publikationsdatum
08.06.2019
Verlag
Springer US
Erschienen in
Journal of the Academy of Marketing Science / Ausgabe 5/2019
Print ISSN: 0092-0703
Elektronische ISSN: 1552-7824
DOI
https://doi.org/10.1007/s11747-019-00656-8

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