The effects of competitive intelligence on sales efficiency: an essay on manager tenure and the dispersion of competitive intelligence
This paper suggests a theoretical model, in which the manager's tenure and the dispersion of competitive intelligence have effects on sales efficiency. The dispersion of competitive intelligence consists of how much variation there is in the knowledge and the manager's tenure means the tim...
| Autores: | , |
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| Tipo de recurso: | artículo |
| Estado: | Versión publicada |
| Fecha de publicación: | 2021 |
| País: | Brasil |
| Institución: | Faculdade Cenecista de Campo Largo (FACECLA) |
| Repositorio: | Revista Eletrônica de Ciência Administrativa |
| Idioma: | portugués |
| OAI Identifier: | oai:periodicosibepes.org.br:article/3238 |
| Acceso en línea: | http://www.periodicosibepes.org.br/index.php/recadm/article/view/3238 |
| Access Level: | acceso abierto |
| Palabra clave: | Management efficiency; competitive intelligence; dispersion; tenure Administração eficiência; inteligência competitiva; dispersão; experiência |
| Sumario: | This paper suggests a theoretical model, in which the manager's tenure and the dispersion of competitive intelligence have effects on sales efficiency. The dispersion of competitive intelligence consists of how much variation there is in the knowledge and the manager's tenure means the time that the manager is working in the firm. The paper brings the following contributions: first, by the theoretical model of competitive intelligence, the greater the dispersion of competitive intelligence, the lower the sales efficiency at individual level. Second, the greater the manager experience, the better the direct relationship between competitive intelligence and efficiency. Opportunities for future research are suggested. |
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