IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02915235.html
   My bibliography  Save this paper

Caractéristiques d’un challenge de vente et adhésion des commerciaux : quelques recommandations

Author

Listed:
  • Fanny Poujol

    (IAE de Valenciennes)

  • Christophe Fournier

    (CR2M - CR2M Centre de recherche sur le management et les marchés - UM2 - Université Montpellier 2 - Sciences et Techniques)

Abstract

Cet article vise à apporter une contribution à la compréhension de l'impact des challenges de vente sur les réactions des commerciaux. À partir d'un tour d'horizon des littératures académiques et managériales, nous examinons les caractéristiques des challenges qui permettent d'obtenir l'adhésion des vendeurs. Les apports de la littérature sont rapprochés de ceux d'une étude exploratoire ce qui nous permet de retenir quatre caractéristiques saillantes des challenges : le format de compétition, le budget, le nombre de gagnants et la fréquence des challenges. Une étude empirique menée auprès d'un échantillon de 747 commerciaux permet ensuite d'identifier les caractéristiques des challenges ou combinaisons de modalités permettant de maximiser l'attitude des commerciaux. Une discussion débouche sur d'importantes implications managériales.

Suggested Citation

  • Fanny Poujol & Christophe Fournier, 2007. "Caractéristiques d’un challenge de vente et adhésion des commerciaux : quelques recommandations," Post-Print hal-02915235, HAL.
    • Handle: RePEc:hal:journl:hal-02915235
    DOI: 10.7193/DM.047.33.45
    Note: View the original document on HAL open archive server: https://hal.science/hal-02915235
    as

    Download full text from publisher

    File URL: https://hal.science/hal-02915235/document
    Download Restriction: no
    File URL: https://libkey.io/10.7193/DM.047.33.45?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sandrine Hollet-Haudebert & Christophe Fournier & Fanny-Juliet Poujol & Ellen Pullins, 2015. "Designing Sales Contests in Call Centers: Understanding Inside Salespeople’s Preferences for Contest Design Attributes and Rewards," Post-Print hal-02044554, HAL.
    2. Fanny Poujol & Christophe Fournier & John F. Tanner Jr, 2011. "Compliance versus preference: Understanding salesperson response to contests," Post-Print hal-03122105, HAL.
    3. Fanny-Juliet Poujol, 2009. "Management of sales advisers and service climate: an experiment," Post-Print hal-03122111, HAL.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02915235. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.