IDEAS home Printed from https://ideas.repec.org/a/ksa/szemle/1818.html
   My bibliography  Save this article

A személyes értékesítők hálózatépítési tevékenysége
[Networking activities of salespersons]

Author

Listed:
  • Mitev, Ariel
  • Bauer, András
  • Gáti, Mirkó

Abstract

Vizsgálatunk középpontjában az értékesítők hálózatokban betöltött szerepe áll. Áttekintjük azt a szakirodalmat, amely a bizalom közgazdasági szerepét, valamint létrehozóik hálózatépítési gyakorlatát elemzi. Egyrészt bemutatjuk, hogy az internet aktív használata a személyes értékesítést is jelentősen átalakítja, és hatással van a hálózat szereplői közötti kapcsolatokra. Másrészt, hogy milyen fejlődési lépéseken keresztül jelenik meg a technológia a személyes értékesítési folyamatban. Az empirikus részben az értékesítőkkel készített interjúkat elemezzük a megalapozott elmélet (grounded theory) segítségével. Ez alkalmas egy olyan elméleti keretrendszer felállítására, amely strukturáltan mutatja be a hálózatépítés előzményeit, a hálózatépítés jelenségét, valamint annak következményeit. A kutatás eredményei szerint a személyes értékesítéssel történő hálózatépítés szoros koordinációt igényel, s míg rövid távon kevésbé lehet hatékony, hosszú távon csökkenti a tranzakciós költségeket.* Journal of Economic Literature (JEL) kód: M31, L14.

Suggested Citation

  • Mitev, Ariel & Bauer, András & Gáti, Mirkó, 2019. "A személyes értékesítők hálózatépítési tevékenysége [Networking activities of salespersons]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(1), pages 95-113.
    • Handle: RePEc:ksa:szemle:1818
    DOI: 10.18414/KSZ.2019.1.95
    as

    Download full text from publisher

    File URL: http://www.kszemle.hu/tartalom/letoltes.php?id=1818
    Download Restriction: Registration and subscription. 3-month embargo period to non-subscribers.
    File URL: https://libkey.io/10.18414/KSZ.2019.1.95?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Balmaceda, Felipe & Escobar, Juan F., 2017. "Trust in cohesive communities," Journal of Economic Theory, Elsevier, vol. 170(C), pages 289-318.
    2. Steven Tadelis & Oliver E.Williamson, 2012. "Transaction Cost Economics [The Handbook of Organizational Economics]," Introductory Chapters,, Princeton University Press.
    3. Jean-Michel Moutot & Ganael Bascoul, 2008. "Effects of sales force automation use on sales force activities and customer relationship management processes," Post-Print hal-00765392, HAL.
    4. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    5. Matthew O. Jackson & Tomas Rodriguez-Barraquer & Xu Tan, 2012. "Social Capital and Social Quilts: Network Patterns of Favor Exchange," American Economic Review, American Economic Association, vol. 102(5), pages 1857-1897, August.
    6. Vincze, János & Koltay, Gábor, 2009. "Fogyasztói döntések a viselkedési közgazdaságtan szemszögéből [Consumer decisions from the angle of behavioural economics]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(6), pages 495-525.
    7. Tom Kemeny & Maryann Feldman & Frank Ethridge & Ted Zoller, 2016. "The economic value of local social networks," Journal of Economic Geography, Oxford University Press, vol. 16(5), pages 1101-1122.
    8. Justin P. Johnson & David P. Myatt, 2006. "On the Simple Economics of Advertising, Marketing, and Product Design," American Economic Review, American Economic Association, vol. 96(3), pages 756-784, June.
    9. Peter Moran, 2005. "Structural vs. relational embeddedness: social capital and managerial performance," Strategic Management Journal, Wiley Blackwell, vol. 26(12), pages 1129-1151, December.
    10. Mike, Károly, 2014. "Ronald Coase - itt és most [Ronald Coase - here and now]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(3), pages 315-323.
    11. Bönte, Werner, 2008. "Inter-firm trust in buyer-supplier relations: Are knowledge spillovers and geographical proximity relevant?," Journal of Economic Behavior & Organization, Elsevier, vol. 67(3-4), pages 855-870, September.
    12. Ulrike Schultze & Wanda J. Orlikowski, 2004. "A Practice Perspective on Technology-Mediated Network Relations: The Use of Internet-Based Self-Serve Technologies," Information Systems Research, INFORMS, vol. 15(1), pages 87-106, March.
    13. Dobos, Imre & Gelei, Andrea, 2016. "Bizalom az üzleti kapcsolatokban. A diadikus adatelemzés egy alkalmazása [Trust in business relations - an application of dyadic data analysis]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(3), pages 330-349.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Eleonora Patacchini & Edoardo Rainone, 2014. "The Word on Banking - Social Ties, Trust, and the Adoption of Financial Products," EIEF Working Papers Series 1404, Einaudi Institute for Economics and Finance (EIEF), revised Jul 2014.
    2. Oguzhan Celebi, 2023. "Substitutability in Favor Exchange," Papers 2309.10749, arXiv.org.
    3. Eleonora Patacchini & Edoardo Rainone, 2017. "Social Ties and the Demand for Financial Services," Journal of Financial Services Research, Springer;Western Finance Association, vol. 52(1), pages 35-88, October.
    4. Hernández-Chea, Roberto & Mahdad, Maral & Minh, Thai Thi & Hjortsø, Carsten Nico, 2021. "Moving beyond intermediation: How intermediary organizations shape collaboration dynamics in entrepreneurial ecosystems," Technovation, Elsevier, vol. 108(C).
    5. Kristina Jespersen & Damiana Rigamonti & Morten Berg Jensen & Rune Bysted, 2018. "Analysis of SMEs partner proximity preferences for process innovation," Small Business Economics, Springer, vol. 51(4), pages 879-904, December.
    6. Mihm, Maximilian & Toth, Russell, 2020. "Cooperative networks with robust private monitoring," Journal of Economic Theory, Elsevier, vol. 185(C).
    7. Argade Aashish & Laha, A. K., 2018. "E-commerce in oligopsonistic and relational markets – An empirical investigation of transaction costs in agricultural e-markets in India from farmers’ perspective," IIMA Working Papers WP 2018-06-01, Indian Institute of Management Ahmedabad, Research and Publication Department.
    8. Miguel Espinosa, 2021. "Labor Boundaries and Skills: The Case of Lobbyists," Management Science, INFORMS, vol. 67(3), pages 1586-1607, March.
    9. Bryan S. Graham & Andrin Pelican, 2023. "Scenario Sampling for Large Supermodular Games," Papers 2307.11857, arXiv.org.
    10. Krickx, Guido A., 1995. "Vertical integration in the computer mainframe industry: A transaction cost interpretation," Journal of Economic Behavior & Organization, Elsevier, vol. 26(1), pages 75-91, January.
    11. Gamp, Tobias, 2015. "Search, Differentiated Products, and Obfuscation," VfS Annual Conference 2015 (Muenster): Economic Development - Theory and Policy 112886, Verein für Socialpolitik / German Economic Association.
    12. J. K. Pappalardo, 2022. "Economics of Consumer Protection: Contributions and Challenges in Estimating Consumer Injury and Evaluating Consumer Protection Policy," Journal of Consumer Policy, Springer, vol. 45(2), pages 201-238, June.
    13. Nermuth, Manfred & Pasini, Giacomo & Pin, Paolo & Weidenholzer, Simon, 2013. "The informational divide," Games and Economic Behavior, Elsevier, vol. 78(C), pages 21-30.
    14. Subir Bose & Gerhard Orosel & Marco Ottaviani & Lise Vesterlund, 2006. "Dynamic monopoly pricing and herding," RAND Journal of Economics, RAND Corporation, vol. 37(4), pages 910-928, December.
    15. Tiantian Gu & Anand Venkateswaran, 2018. "Firm-supplier relations and managerial compensation," Review of Quantitative Finance and Accounting, Springer, vol. 51(3), pages 621-649, October.
    16. Schmid, Andreas, 2007. "Incentive Compatibility and Efficiency in the contractual Insurer-Provider Relationship: Economic Theory and practical Implications: The Case of North Carolina," MPRA Paper 23311, University Library of Munich, Germany, revised 2008.
    17. Feinberg, Yossi & Kets, Willemien, 2014. "Ranking friends," Journal of Economic Behavior & Organization, Elsevier, vol. 107(PA), pages 1-9.
    18. Gunasekaran, Angappa & Irani, Zahir & Choy, King-Lun & Filippi, Lionel & Papadopoulos, Thanos, 2015. "Performance measures and metrics in outsourcing decisions: A review for research and applications," International Journal of Production Economics, Elsevier, vol. 161(C), pages 153-166.
    19. Koessler, Frédéric & Skreta, Vasiliki, 2016. "Informed seller with taste heterogeneity," Journal of Economic Theory, Elsevier, vol. 165(C), pages 456-471.
    20. Susan Velasco Portillo, 2015. "El agotamiento del régimen fordista boliviano y la financiarización de YPFB," Revista Lebret, Universidad Santo Tomás - Bucaramanga, vol. 7, pages 308-325, December.

    More about this item

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ksa:szemle:1818. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Odon Sok (email available below). General contact details of provider: http://www.kszemle.hu .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.