Working Papers

Interlocking Networks: How and When Do Connections between Buying and Selling Teams Affect Customer Solutions?

Brian R. Murtha, Sundar G. Bharadwaj, and Christophe Van den Bulte

Dec 17, 2014

Investigates how and when the structure of interactions between buying and selling teams affects the development and deployment of effective solutions for business customers. Combines insights from the literatures on buying and selling teams, customer solutions, and social network theory, and tests hypotheses in a conjoint experiment with 281 purchasing professionals.

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