The role of formal information sharing in key account team effectiveness: does informal control matter and when (Record no. 49473)
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| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180324162247.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180324b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Lai, Christine Jaushyuam |
| 9 (RLIN) | 30838 |
| 245 ## - TITLE STATEMENT | |
| Title | The role of formal information sharing in key account team effectiveness: does informal control matter and when |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 313-331 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | Team selling is a useful approach for retaining strategically important accounts in business-to-business markets. For key account sales teams, ensuring adequate access to information about customer needs offers sustainable competitive advantages. However, the internal alignment of market information remains a recurring managerial issue in key account team selling. This study develops a moderated mediation model to identify management strategies that encourage team members' formal information sharing, which in turn improves team effectiveness. Analysis of a multilevel data set comprising 37 fluid key account teams reveals that customer orientation and task interdependence increase formal information sharing among team members. Managers' exercise of professional control strengthens the positive impact that formal information sharing has on team satisfaction. However, the practice has a dysfunctional influence on the positive effect of task interdependence on formal information sharing. Firms with key account management (KAM) programs must decide whether the marginal benefits attained by advocating such professional control outweigh the possible drawbacks. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | key account management |
| Uncontrolled term | customer orientation |
| Uncontrolled term | task interdependence |
| Uncontrolled term | information sharing |
| Uncontrolled term | team effectiveness |
| Uncontrolled term | multilevel analysis |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Yang, Ying , |
| 9 (RLIN) | 30839 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29541 |
| Host Itemnumber | 69567 |
| Main entry heading | AHREANE, MICHAEL |
| Other item identifier | 5558343 |
| Title | JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT |
| International Standard Serial Number | 0885-3134 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 24/03/2018 | Vol 37, No 4/ 5558343JA4 | 5558343JA4 | 24/03/2018 | 24/03/2018 |