The Effect of Sales Managers' Networking on Team Performance of Sporting Goods Companies

Drawing on the social resource theory, this study built a conceptual model integrating sales managers' external networking, internal networking and sales team performance and tested the model empirically.The analysis shows that, after controlling the related influence factors of the companies and sales managers, the external and internal networking behaviors have significantly positive effects on the team performance; while the internal networking behavior has a positive regulation on the relationships between the external networking and team performance.The external networking behavior has a higher effect on the performance than the internal networking behavior.