Show simple item record

dc.contributor.authorKang, Diane
dc.contributor.authorRyu, Sungmin
dc.contributor.authorLee, Seung-Hyun
dc.date.accessioned2020-08-10T20:12:42Z
dc.date.available2020-08-10T20:12:42Z
dc.date.issued2019-03-26
dc.identifier.issn0885-3134
dc.identifier.urihttp://dx.doi.org/10.1080/08853134.2019.1572511
dc.identifier.urihttps://hdl.handle.net/10735.1/8787
dc.descriptionDue to copyright restrictions and/or publisher's policy full text access from Treasures at UT Dallas is not available. UTD affiliates may be able to acquire a copy through Interlibrary Loan by using the link to UTD ILL.
dc.description.abstractTransaction cost economics can be used to detect opportunistic behavior by one or more actors within a sales network. Using a sample of firms in the medical industry, where the role of salespeople is important, this study examines network centrality as a determinant of a salesperson's opportunistic behavior in intrafirm relationships. The results indicate that opportunistic behavior is affected differently depending on a salesperson's relational and positional centralities. While relational centrality decreases opportunistic behavior by providing motivation to protect one's reputation, positional centrality negatively moderates the effect of relational centrality on opportunistic behavior. However, with a high relational centrality, a salesperson is less likely to be opportunistic when she or he is low in positional centrality than when her or his positional centrality is high.
dc.language.isoen
dc.publisherRoutledge Journals, Taylor & Francis Ltd
dc.rights©2019 Taylor & Francis
dc.subjectSales personnel
dc.subjectOpportunism (Psychology)
dc.subjectBusiness networks
dc.subjectSocial networks
dc.subjectPerformance
dc.subjectTrust
dc.titleI Need to Be Your Only Friend: The Effect of Salesperson Network Centrality on Opportunistic Behavior
dc.type.genrearticle
dc.description.departmentNaveen Jindal School of Management
dc.identifier.bibliographicCitationKang, Diane, Sungmin Ryu, and Seung-Hyun Lee. 2019. "I need to be your only friend: the effect of salesperson network centrality on opportunistic behavior." Journal of Personal Selling & Sales Management 39(2): 159-171, doi: 10.1080/08853134.2019.1572511
dc.source.journalJournal of Personal Selling & Sales Management
dc.identifier.volume39
dc.identifier.issue2
dc.contributor.utdAuthorLee, Seung-Hyun
dc.contributor.VIAF295606728 (Lee, S-H)


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record