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Analysis Of The Psychological Empowerment Mechanisms Of The Sales Force In A B2b Context
[Analyse Des Mécanismes D'Empowerment Psychologique De La Force De Vente En Contexte B2b]

Author

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  • Joelle Cuvillier

    (GRM - Groupe de Recherche en Management - EA 4711 - UNS - Université Nice Sophia Antipolis (1965 - 2019) - UniCA - Université Côte d'Azur)

Abstract

The aim of this paper is to describe and understand the mechanisms that generate the psychological empowerment of the salesperson through the insights of a sample of eight salespeople. The aim of this multiple accumulative case study is to identify a unique phenomenon that could explain the commitment to the organisation that is reflected in the quality of service given to customers. The entrepreneurial traits that emerge from the semi-structured interviews may explain how the salesperson is able to mobilise resources and contribute to the organisation's competitiveness on the market.

Suggested Citation

  • Joelle Cuvillier, 2023. "Analysis Of The Psychological Empowerment Mechanisms Of The Sales Force In A B2b Context [Analyse Des Mécanismes D'Empowerment Psychologique De La Force De Vente En Contexte B2b]," Post-Print hal-04326080, HAL.
    • Handle: RePEc:hal:journl:hal-04326080
    Note: View the original document on HAL open archive server: https://hal.science/hal-04326080
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    References listed on IDEAS

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    1. David B. Audretsch & Isabel Grilo & A. Roy Thurik (ed.), 2007. "Handbook of Research on Entrepreneurship Policy," Books, Edward Elgar Publishing, number 3856.
    2. Julien Pélabère & Alice Le Flanchec, 2018. "Les compétences clés du négociateur en situation de vente complexe," Post-Print hal-04012929, HAL.
    3. M. Tina Dacin & Christine Oliver & Jean‐Paul Roy, 2007. "The legitimacy of strategic alliances: an institutional perspective," Strategic Management Journal, Wiley Blackwell, vol. 28(2), pages 169-187, February.
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