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Customer Capital Spillovers: Evidence from Sales Managers in International Markets

Author

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  • Bérengère Patault
  • Clémence Lenoir

Abstract

Expanding their customer base is crucial for firms to grow. This paper leverages sales managers' job-to-job transitions to better understand how buyer-seller relationships form. Combining unique French firm-to-firm trade data with matched employer-employee data, we perform an event study analysis that exploits the timing of sales managers' transitions from one firm to another for identification. We find recruiting a sales manager increases by 36 percent the probability to export to the buyers of her former firm. The expansion of the firm's customer base is detrimental to the buyer's former suppliers. Yet business stealing is partial; job-to-job transitions are not zero-sum.

Suggested Citation

  • Bérengère Patault & Clémence Lenoir, 2024. "Customer Capital Spillovers: Evidence from Sales Managers in International Markets," American Economic Journal: Applied Economics, American Economic Association, vol. 16(4), pages 404-443, October.
    • Handle: RePEc:aea:aejapp:v:16:y:2024:i:4:p:404-43
    DOI: 10.1257/app.20220572
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    More about this item

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • D22 - Microeconomics - - Production and Organizations - - - Firm Behavior: Empirical Analysis
    • D25 - Microeconomics - - Production and Organizations - - - Intertemporal Firm Choice: Investment, Capacity, and Financing
    • J62 - Labor and Demographic Economics - - Mobility, Unemployment, Vacancies, and Immigrant Workers - - - Job, Occupational and Intergenerational Mobility; Promotion
    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • L25 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Performance

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