Working Papers

Dynamic Effects of Intrafirm Relational Strategies and Relational Structures on Performance

Danny P. Claro, Carla S. D. Ramos, Gabriel Gonzalez, and Robert W. Palmatier

Sep 6, 2017

Introduces a dynamic perspective on the influence of intrafirm relationships on relationship marketers’ sales performance. Integrates results from two studies:  a longitudinal sample (three-year period) of relationship managers from a single firm and a sample of RMs across three industries.

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