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Strategic intelligence activity: The management of the sales force as a source of strategic information

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  • R. A. Thietart
  • R. Vivas

Abstract

Environmental information is very important to strategic management. Human sources are among the most commonly used sources of information and among them, boundary people, such as salesman, hold a privileged position. One dimension which measures the quality of a strategic response is its speed of implementation. Recognizing this, to ensure a good (fast) strategic response, fast communication of information is imperative. This article focuses on factors which influence the speed of communication of environmental information. It is based on an exploratory research which has been carried out on a sample of salesmen of an industrial company. Management policies regarding the use of the sales force as an efficient source of strategic information are proposed in conclusion.

Suggested Citation

  • R. A. Thietart & R. Vivas, 1981. "Strategic intelligence activity: The management of the sales force as a source of strategic information," Strategic Management Journal, Wiley Blackwell, vol. 2(1), pages 15-25, January.
    • Handle: RePEc:bla:stratm:v:2:y:1981:i:1:p:15-25
    DOI: 10.1002/smj.4250020103
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    Cited by:

    1. Michele Galeotti & Stefano Garzella & Raffaele Fiorentino & Gaetano della Corte, 2016. "The Strategic Intelligence implications for Information Systems," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2016(1), pages 105-123.
    2. Jeffery S. McMullen & Dean A. Shepherd & Holger Patzelt, 2009. "Managerial (In)attention to Competitive Threats," Journal of Management Studies, Wiley Blackwell, vol. 46(2), pages 157-181, March.
    3. Kuester, Sabine & Homburg, Christian & Hildesheim, Andreas, 2017. "The catbird seat of the sales force: How sales force integration leads to new product success," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 462-479.
    4. Fatma Fourati-Jamoussi & Claude Narcisse Niamba, 2016. "An evaluation of business intelligence tools: a cluster analysis of users’ perceptions," Post-Print hal-03165570, HAL.
    5. Gail L Fann & Larry R. Smeltzer, 1989. "The Use of Information from and about Competitors in Small Business Management," Entrepreneurship Theory and Practice, , vol. 13(4), pages 35-46, July.

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