IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-04326080.html
   My bibliography  Save this paper

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

Listed:
  • 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
    as

    Download full text from publisher

    File URL: https://hal.science/hal-04326080/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    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.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Michael E. Cummings & Alan Gamlen, 2019. "Diaspora engagement institutions and venture investment activity in developing countries," Journal of International Business Policy, Palgrave Macmillan, vol. 2(4), pages 289-313, December.
    2. Ilhan-Nas, Tulay & Okan, Tarhan & Tatoglu, Ekrem & Demirbag, Mehmet & Wood, Geoffrey & Glaister, Keith W., 2018. "Board composition, family ownership, institutional distance and the foreign equity ownership strategies of Turkish MNEs," Journal of World Business, Elsevier, vol. 53(6), pages 862-879.
    3. Zhang, Hongjuan & Young, Michael N. & Tan, Justin & Sun, Weizheng, 2018. "How Chinese companies deal with a legitimacy imbalance when acquiring firms from developed economies," Journal of World Business, Elsevier, vol. 53(5), pages 752-767.
    4. Magdalena M. Ulceluse & Martin Kahanec, 2017. "Does employment protection legislation promote immigrant self-employment?," Discussion Papers 46, Central European Labour Studies Institute (CELSI).
    5. Thomas Hellmann & Veikko Thiele, 2019. "Fostering Entrepreneurship: Promoting Founding or Funding?," Management Science, INFORMS, vol. 67(6), pages 2502-2521, June.
    6. Marlous Blankesteijn & Bart Bossink, 2020. "Assessing the Legitimacy of Technological Innovation in the Public Sphere: Recovering Raw Materials from Waste Water," Sustainability, MDPI, vol. 12(22), pages 1-16, November.
    7. Jianghua Zhou & Rui Wu & Jizhen Li, 2019. "More ties the merrier? Different social ties and firm innovation performance," Asia Pacific Journal of Management, Springer, vol. 36(2), pages 445-471, June.
    8. Zelong Wei & Hao Shen & Kevin Zheng Zhou & Julie Juan Li, 2017. "How Does Environmental Corporate Social Responsibility Matter in a Dysfunctional Institutional Environment? Evidence from China," Journal of Business Ethics, Springer, vol. 140(2), pages 209-223, January.
    9. Christina Theodoraki & Alexis Catanzaro, 2022. "Widening the borders of entrepreneurial ecosystem through the international lens," The Journal of Technology Transfer, Springer, vol. 47(2), pages 383-406, April.
    10. Alberto Arenal & Claudio Feijoo & Ana Moreno & Sergio Ramos & Cristina Armuña, 2021. "Entrepreneurship Policy Agenda in the European Union: A Text Mining Perspective," Review of Policy Research, Policy Studies Organization, vol. 38(2), pages 243-271, March.
    11. Simone Scagnelli & Lorenzo Vasile & Mico Apostolov, 2019. "Survival Drivers Of Post-Incubated Start-Ups: The Effect Of Academic Governance," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(07), pages 1-20, October.
    12. Hong Jiang & Shuyu Sun & Hongtao Xu & Shukuan Zhao & Yong Chen, 2020. "Enterprises' network structure and their technology standardization capability in Industry 4.0," Systems Research and Behavioral Science, Wiley Blackwell, vol. 37(4), pages 749-765, July.
    13. Aleksandr Kokovikhin & Ekaterina Ogorodnikova & Dina Williams & Andrey Plakhin, 2017. "Institutional Factors in the Evaluation by the Entrepreneur of Municipality Investment Climate," Economy of region, Centre for Economic Security, Institute of Economics of Ural Branch of Russian Academy of Sciences, vol. 1(1), pages 80-92.
    14. Liwen Wang & Jin Jason Lu & Kevin Zhou, 2023. "Technological Capability Strength/Asymmetry and Supply Chain Process Innovation: The Contingent Roles of Institutional Environments in China," Post-Print hal-03954124, HAL.
    15. Kim Hoe Looi & Jane E. Klobas, 2020. "Malaysian Regulative Institutional Context Moderating Entrepreneurs’ Export Intention," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 29(2), pages 395-427, September.
    16. Thurik, A. Roy & Carree, Martin A. & van Stel, André & Audretsch, David B., 2008. "Does self-employment reduce unemployment?," Journal of Business Venturing, Elsevier, vol. 23(6), pages 673-686, November.
    17. Thurik, A.R., 2008. "Entrepreneurship, Economic Growth and Policy in Emerging Economies," ERIM Report Series Research in Management ERS-2008-060-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    18. Tarkom, Augustine & Ujah, Nacasius U., 2023. "Global policy uncertainty and working capital management: Does national culture matter?," Technological Forecasting and Social Change, Elsevier, vol. 196(C).
    19. Mayer-Haug, Katrin & Read, Stuart & Brinckmann, Jan & Dew, Nicholas & Grichnik, Dietmar, 2013. "Entrepreneurial talent and venture performance: A meta-analytic investigation of SMEs," Research Policy, Elsevier, vol. 42(6), pages 1251-1273.
    20. Mutch, Nicola & Aitken, Robert, 2009. "Being fair and being seen to be fair: Corporate reputation and CSR partnerships," Australasian marketing journal, Elsevier, vol. 17(2), pages 92-98.

    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-04326080. 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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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.