Mobility of Top Marketing and Sales Executives in Business-to-Business Markets:
A Social Network Perspective
Time：March 23, 2017 (Thursday) 10:00am -11:30am
Location: Zhifuxuan Conference Room, National School of Development, Peking U.
Speaker: Rui Wang, Associate Professor, Guanghua School of Management, Peking University.
In business-to-business markets, top marketing and sales executives (TMSEs) have considerable influence on their organizations’ customer strategies. When TMSEs switch firms, a pattern of informal organizational connections results; this pattern reflects the flow of information and knowledge among firms and creates managerial social capital in the process. To model this information flow, the current study considers information reach and richness, conceptualized according to the network position (i.e., centrality and brokerage) of the firm in the TMSE mobility network, which can be constructed by tracing executive movements through the work experience records of TMSEs in an industry. TMSEs’ tenure (i.e., time with the firm), and firm’s market orientation constitute as critical moderators. These moderators capture the motivation and ability at the individual- and firm-level respectively. Data from the semiconductor industry and a model that corrects for unobserved heterogeneity and endogeneity suggest that managerial social capital enhances firm performance; however, TMSE tenure and firm’s market orientation are essential to absorb the benefits of managerial social capital.
Dr. Rui Wang is an Associate Professor in the Department of Marketing at Guanghua School of Management, Peking University. Currently Dr. Wang serves as the associate editor of Journal of Business to Business Marketing and area editor of Journal of Marketing Science in China. She earned her Ph.D. in Marketing from Pennsylvania State University.
Dr. Wang's current research interests are mainly in strategic marketing areas such as firm innovation, marketing leadership, B2B marketing, marketing channel and E-commerce. Her research has been accepted for publication in journals such as Strategic Management Journal, Journal of Marketing Research, International Journal of Research in Marketing，Journal of Business to Business Marketing and so on.
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