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SUMMARY:Bérengère PATAULT ( CREST )  - "How valuable are business networks? Evidence from sales managers in international markets "
DESCRIPTION:\nThe Microeconometrics Seminar: Every Tuesday \nTime: 12:15 pm – 13:15 pm\nDate: 24th of November 2020\nby visio\nBérengère PATAULT ( CREST ) – “How valuable are business networks? Evidence from sales managers in international markets” \nAbstract: Finding new buyers is crucial for firms to expand their business. This paper analyzes the role of labor mobility as a mechanism for acquiring buyers from rival firms. We focus on one type of worker likely to build ties with buyers – sales managers – and one type of buyer – foreign partners. Combining French firm-to-firm trade data with matched employer-employee data\, we carry out an event-study analysis that exploits the timing of sales-managers’ transitions from one firm to another for identification. We find that recruiting a sales manager increases significantly the probability to start selling to the buyers of her former firm. Having interacted with a buyer in the past multiplies the probability that the new recruit sell to this buyer in the future by a factor of 11. This business-network transmission comes at the expense of the buyer’s former suppliers and\, in particular\, the sales manager’s former employer. Yet\, business stealing is only partial\, which leads to job-to-job transitions not being zero-sum. The investigation of mechanisms reveals that sales managers accumulate buyer-specific connections\, beyond country- and sector-specific knowledge. \n \nOrganizers:\n\nBenoît SCHMUTZ (Laboratoire de Microéconométrie-CREST)\nAnthony STRITTMATTER (Laboratoire de Microéconométrie-CREST)\nSponsors:\nCREST\n \n\n
URL:https://crest.science/event/berengere-patault/
CATEGORIES:Applied Seminar,Economics,Microeconometrics,Seminars
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