Murphy, Lesley M. and Coughlan, Joseph P.
(2018)
Does it pay to be proactive? Testing proactiveness
and the joint effect of internal and external
collaboration on key account manager
performance.
Journal of Personal Selling & Sales Management, 38 (2).
pp. 205-219.
ISSN 0885-3134
Abstract
In a survey of key account managers, we examine how internal and external collaboration individually and jointly affect
performance. We shed light on the role of proactiveness in generating these effects. Using a social exchange theory lens,
we consider how managing a portfolio of relationships through collaboration, both inside and outside of the organization,
plays an important role in key account manager performance. Using data collected from key account managers across a
range of industries, this study finds that proactive key account managers have higher levels of collaboration and
performance. We find however that only the joint effect of internal and external collaboration positively affects
performance. Interestingly, there were no direct effects. This study extends our understanding of the nature of
collaboration in business-to-business relationships. Drawing on these findings, we discuss several theoretical and
managerial implications.
| Item Type: |
Article
|
| Keywords: |
internal collaboration; external collaboration; proactiveness; key account management; social exchange theory;
interaction effect; |
| Academic Unit: |
Faculty of Social Sciences > School of Business |
| Item ID: |
11268 |
| Identification Number: |
https://doi.org/10.1080/08853134.2018.1437352 |
| Depositing User: |
Joseph Coughlan
|
| Date Deposited: |
14 Oct 2019 16:16 |
| Journal or Publication Title: |
Journal of Personal Selling & Sales Management |
| Publisher: |
Taylor & Francis (Routledge) |
| Refereed: |
Yes |
| URI: |
|
| Use Licence: |
This item is available under a Creative Commons Attribution Non Commercial Share Alike Licence (CC BY-NC-SA). Details of this licence are available
here |
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