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首页> 外文期刊>Journal of Marketing >Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective
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Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective

机译：功能内竞争情报与销售绩效：社交网络视角

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Salespeople represent a primary source of competitive intelligence (Cl), but the contextual factors that influence the performance impact of salesperson Cl quality remain underresearched. The authors develop a framework to examine the performance impact of Cl quality at the individual salesperson and sales district levels, with sales district Cl 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 Cl quality diversity weakens the positive performance effect of Cl quality at both levels. Sales managers' centrality in within-district and peer advice networks buffers the performance losses created by district Cl 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 Cl quality can disappear and even become negative, thus highlighting the role of managers as Cl hubs.
机译：销售人员是竞争情报（Cl）的主要来源，但是影响销售人员C1绩效对绩效的影响的背景因素仍然研究不足。作者开发了一个框架，以检验Cl质量对个人销售员和销售区域级别的绩效影响，并以销售区域Cl质量的多样性和销售经理的网络中心性作为偶然性。来自两家美国公司的多级数据集的经验结果表明，地区Cl质量差异会削弱Cl质量在两个级别上的积极绩效效果。销售经理在区域内和对等咨询网络中的集中度可以缓冲由区域C1质量差异造成的绩效损失，但是销售人员的集中度不会起到这种缓冲作用。该研究揭示了在哪些条件下销售人员的积极绩效影响和地区Cl质量可能消失甚至变得消极，从而强调了经理作为Cl枢纽的作用。

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