Intrafunctional Competitive Intelligence and Sales ... - AMA Journals [PDF]

Log In | Register | Mobile | Cart

Home

About AMA

Journals

Subscribe

AMA.org

Help

Quick Search

Go

Advanced Search

You have requested the following content: Journal of Marketing September 2013, Vol. 77, No. 5, pp. 37-56

Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective Michael Ahearne, Son K. Lam, Babak Hayati, and Florian Kraus https://doi.org/10.1509/jm.11.0217 Salespeople represent a primary source of competitive intelligence (CI), but the contextual factors that influence the performance impact of salesperson CI quality remain underresearched. The authors develop a framework to examine the performance impact of CI quality at the individual salesperson and sales district levels, with sales district CI quality diversity and sales managers’ network centrality as contingencies thereof. The empirical results from multilevel data sets of two U.S.-based corporations reveal that district CI quality diversity weakens the positive performance effect of CI quality at both levels. Sales managers’ centrality in within-district and peer advice networks buffers the performance losses created by district CI quality diversity, but salespeople’s centrality does not have this buffering effect. The study uncovers conditions under which the positive performance impact of salesperson and district CI quality can disappear and even become negative, thus highlighting the role of managers as CI hubs. Keywords: sales management, market intelligence, social network analysis, multilevel analysis

Current Subscribers Login If you are a returning user with an individual subscription to this content, or if you have purchased this content through Pay Per Article within the past 24 hours, you can gain access by logging in with your email address and password below. Please note, login credentials are case sensitive Email address: Password: Remember me Login Clear Forgotten your password? Register

Institution Login Login via your Institution (Shibboleth) 1. Select a federation from the drop down menu 2. Click "Submit" 3. Select from the list of institutions that will appear below

-- select a region/group --

Select

Pay Per Article Purchase If you are not a subscriber, you can purchase this content online through any offer listed below: If you are not a subscriber, you can purchase this article online through our Pay Per Article system. You will be able to gain full access and download the PDF of this article immediately after the purchase for a 24-hour period. Journal of Marketing single article purchase Copyright © 2018 American Marketing Association