000			nam a22 4500
999			_c48890 _d48890
003			OSt
005			20180115175031.0
008			180115b xxu||||| |||| 00| 0 eng d
100			_aWang, Rui _929202
245			_aMobility of Top Marketing and Sales Executives in Business-to-Business Markets: A Social Network Perspective
300			_a650-670. p.
520			_aIn business-to-business markets, top marketing and sales executives (TMSEs) have considerable influence on their organizations’ customer strategies. When TMSEs switch firms, a pattern of informal organizational connections results; this pattern reflects the flow of information and knowledge among firms and creates managerial social capital in the process. To model this information flow, the current study considers information reach and richness, conceptualized according to the network position (i.e., centrality and brokerage) of the firm in the TMSE mobility network, which can be constructed by tracing executive movements through the work experience records of TMSEs in an industry. TMSE tenure (i.e., time with the firm) and firm market orientation constitute critical moderators, which capture motivation and ability at the individual and firm level, respectively. Data from the semiconductor industry and a model that corrects for unobserved heterogeneity and endogeneity suggest that managerial social capital enhances firm performance; however, TMSE tenure and firm market orientation are essential for absorbing the benefits of managerial social capital.
653			_achief marketing officer tenure
653			_aexecutive affiliations
653			_amanagerial social capital
653			_amotivation–ability
653			_asocial network
700			_aGupta, Aditya _929203
700			_aGrewal, Rajdeep _929204
773	0		_029534 _966987 _aERDEN, TULIN _o5557769 _tJOURNAL OF MARKETING RESEARCH _x0022-2437
942			_2ddc _cJA-ARTICLE