Data and Code for: "Customer capital spillovers: evidence from sales managers in international markets"

Principal Investigator(s): View help for Principal Investigator(s) Bérengère Patault, University of Amsterdam

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Project Citation:

Patault, Bérengère. Data and Code for: “Customer capital spillovers: evidence from sales managers in international markets.” Nashville, TN: American Economic Association [publisher], 2024. Ann Arbor, MI: Inter-university Consortium for Political and Social Research [distributor], 2024-09-03. https://doi.org/10.3886/E193084V1

Project Description

Summary:

These files contain the programs and data structure for the article entitled "Customer capital spillovers: evidence from sales managers in international markets".

Expanding their customer base is crucial for firms to grow. This paper leverages sales managers’ job-to-job transitions to better understand how buyer-seller relationships form. Combining unique 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 identi- fication. We find that recruiting a sales manager increases by 36% the probability to export to the buyers of her former firm. The expansion of the firm’s customer base comes at the expense of the buyer’s former suppliers. Yet, business stealing is only partial, and thus job-to-job transitions are not zero-sum.

Scope of Project

Subject Terms: international trade; sales managers; firm-to-firm

JEL Classification:
      F14 Empirical Studies of Trade
      F16 Trade and Labor Market Interactions
      L25 Firm Performance: Size, Diversification, and Scope
      M37 Advertising

Geographic Coverage: France

Time Period(s): 2005 – 2017

Data Type(s): program source code

Methodology

Data Source: French administrative datasets are used for this article.

Unit(s) of Observation: firm-year observations, firm-buyer-year observations

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Published Versions

V1 [2024-09-03]

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DDI 2.5

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