The effects of competitive intelligence on sales efficiency: an essay on manager tenure and the dispersion of competitive intelligence

Abstract

This paper suggests a theoretical model, in which the manager's tenure and the dispersion of competitive intelligence have effects on sales efficiency. The dispersion of competitive intelligence consists of how much variation there is in the knowledge and the manager's tenure means the time that the manager is working in the firm. The paper brings the following contributions: first, by the theoretical model of competitive intelligence, the greater the dispersion of competitive intelligence, the lower the sales efficiency at individual level. Second, the greater the manager experience, the better the direct relationship between competitive intelligence and efficiency. Opportunities for future research are suggested.

Keywords

• eficiência
• inteligência competitiva
• dispersão
• experiência