Treffer: Bridging the gap between sales research and practice: insights from a network-based web application.

Intraorganizational networks have been explored by academics for decades, yet sales practice lags in its use of network-related concepts due to educational and accessibility barriers. Consequently, the goal of this research is to bridge the gap between academia and sales practice. We accomplish this goal by translating complex network research into an accessible language for managers and highlighting relevant studies for practice. To assist managers and novel network scholars, we develop a user-friendly app that enables users to visualize and interpret networks using both primary data and commonly collected secondary data like emails, virtual meetings, and messaging apps. By offering actionable advice in an accessible and interpretable format, this article, and the accompanying web application, empower managers to implement academic findings and methods into their organizations via network research. The establishment of an effective bridge helps pave the way for future engagement between sales academia and practice. [ABSTRACT FROM AUTHOR]

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