کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
886540 913068 2010 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Performance Implications of a Retail Purchasing Network: The Role of Social Capital
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Performance Implications of a Retail Purchasing Network: The Role of Social Capital
چکیده انگلیسی

This study employs social capital theory to examine how a retail buyer's network of industry peers influences retail performance. We propose that performance is enhanced by three network resources – access, referral, and influence – that result from two structural facets of a retail buyer's network: contact diversity and contact position. We test the model by collecting sociometric data that measures interpersonal ties among 84 retail buyers operating in the same geographic territory in the U.S. golf industry. The results offer evidence that network resources lead to higher levels of performance, even when accounting for differences in human capital and organizational resources. The paper concludes with a discussion of managerial and theoretical implications.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Retailing - Volume 86, Issue 4, December 2010, Pages 310–321
نویسندگان
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