Record Details

The Pareto sales network asset: a networked power perspective

Business: Theory and Practice

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Field Value
 
Title The Pareto sales network asset: a networked power perspective
 
Creator Ferdinand, Augusty Tae
Killa, Maklon Felipus
 
Subject entrepreneurial orientation
networked power
Pareto sales network asset
marketing support advantage
sales growth performance
Indonesia
 
Description The purpose of this research is to develop a conceptual model dealing the relationship between EO and sales growth performance by proposing the Pareto sales network asset as a reliable bridge for mediating EO and sales growth performance in SMEs in Indonesia. Lending the network theory and the Pareto concept, we propose a concept on The Pareto sales network asset as a strategic asset for enhancing sales growth performance. The main finding of this study is that an entrepreneurial oriented firm who success in accessing the Pareto sales network which by nature is outside of the firm will get the networked power. Having, maintaining and using the networked power getting from a Pareto sales network asset will be a key asset for enhancing sales growth performance. The acceptance of the hypotheses on the role of the Pareto sales network asset demonstrated the importance of this strategic asset for SMEs in enhancing performance.
 
Publisher VGTU Press Technika
 
Date 2018-06-20
 
Type info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Peer-reviewed Article
 
Format application/pdf
 
Identifier http://www.btp.vgtu.lt/index.php/BTP/article/view/7958
10.3846/btp.2018.11
 
Source Business: Theory and Practice; Vol 19 (2018); 103-113
1822-4202
1648-0627
 
Language eng
 
Relation http://www.btp.vgtu.lt/index.php/BTP/article/view/7958/6895
 
Rights Copyright (c) 2018 Published by VGTU Press