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La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur

Author

Listed:
  • Régine Vanheems

    (UP1 - Université Paris 1 Panthéon-Sorbonne)

Abstract

Multi-channel Retailing: Towards a Redefinition of the Salesman's Mission Multi-channel retailing is today an imperative for companies. A lot of brick-and-mortar companies have implemented a website becoming then click-and-mortar companies. Far from being neutral for the salesmen, the company's website creates new expectations from the customers towards the sales- person and modifies the conditions of the exchange between them. Based on a qualitative research conducted with a population of 35 salespersons, this paper shows how much it is urgent to imple- ment new ways of managing salespeople in a multi-channel context.

Suggested Citation

  • Régine Vanheems, 2013. "La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur," Post-Print hal-02397421, HAL.
    • Handle: RePEc:hal:journl:hal-02397421
    DOI: 10.7193/DM.069.43.59
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    Cited by:

    1. Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse, 2021. "Le vendeur face à l'étiquette énergie : quels déterminants pour la vente des produits performants en énergie ?," Post-Print hal-04213987, HAL.
    2. Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse & Gaëtan Brisepierre, 2021. "The Distributor And Energy Label : Which Levers To Better Guide The Consumer? [Les Distributeurs Et L’Étiquette Énergétique : Quels Leviers Pour Mieux Guider Le Consommateur ?]," Post-Print hal-04214099, HAL.
    3. repec:hal:journl:hal-04213892 is not listed on IDEAS

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