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Adaptation des systèmes de contrôle en temps de crise. Perceptions et réactions des commerciaux

Author

Listed:
  • Madeleine Besson

    (Institut Mines-Telecom - Télécom ParisTech)

  • Laure Lavorata

    (IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12)

Abstract

This article aims at analyzing the impact of the economic crisis on commercial organizations and how they have adapted their systems of control. The results of a qualitative approach among 58 salespeople show that (1) salespeople perceive an increased pressure in the daily management and suggest that (2) customers' behavior can influence salespeople's behavior and indirectly impact the sales force control system. The third result is the importance of self-control developed by the salesperson to adapt to the customer.

Suggested Citation

  • Madeleine Besson & Laure Lavorata, 2013. "Adaptation des systèmes de contrôle en temps de crise. Perceptions et réactions des commerciaux," Post-Print hal-01123789, HAL.
    • Handle: RePEc:hal:journl:hal-01123789
    DOI: 10.3166/rfg.236.15-31
    Note: View the original document on HAL open archive server: https://hal.science/hal-01123789v1
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    References listed on IDEAS

    as
    1. Jérôme Barthélemy & Jean-Marie Doublet, 2009. "Quelques enseignements de la crise," Revue française de gestion, Lavoisier, vol. 0(3), pages 13-14.
    2. Besson, M. & Löning, H. & Mendoza, C., 2008. "Sticking together under pressure:: The risk-sharing approach and trust-building in sales management," European Management Journal, Elsevier, vol. 26(1), pages 11-23, February.
    3. Madeleine Besson & Hélène Löning & C. Mendoza, 2008. "Sticking together under pressure : the risk-sharing approach and trust-building in sales management," Post-Print hal-00853262, HAL.
    4. Christophe Roux-Dufort & Bénédicte Vidaillet, 2003. "The Difficulties of Improvising in a Crisis Situation - A Case Study," International Studies of Management & Organization, Taylor & Francis Journals, vol. 33(1), pages 86-115, January.
    5. Christophe Roux-Dufort & Bénédicte Vidaillet, 2003. "The difficulties of improvising in a crisis situation: A case study," Post-Print hal-02311674, HAL.
    Full references (including those not matched with items on IDEAS)

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