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Gérer le savoir commercial

Author

Listed:
  • Bruno Camus

    (ESCMP)

  • Bernard Cova

    (ESCP-EAP - ESCP-EAP - Ecole Supérieure de Commerce de Paris)

Abstract

Le management du savoir organisationnel a mobilisé l'attention des entreprises durant la dernière décennie. Ceci a permis le développement d'approches de gestion dynamique de ce savoir. Alors que la force de vente voit considérablement évoluer le champ de ses missions et la forme de son pilotage, il apparaît opportun d'essayer un transfert de ces approches à la gestion spécifique du savoir commercial. Deux études de cas réalisées dans une démarche de recherche-intervention permettent d'appréhender la nature du savoir commercial et les possibilités de sa gestion. Gérer le savoir commercial consiste ainsi à faciliter un processus d'apprentissage organisationnel obéissant à des principes d'adhésion et de coopération entre vendeurs auxquels le top management aura donné du sens, une direction à suivre.

Suggested Citation

  • Bruno Camus & Bernard Cova, 2002. "Gérer le savoir commercial," Post-Print halshs-02920008, HAL.
    • Handle: RePEc:hal:journl:halshs-02920008
    DOI: 10.7193/DM.026.17.28
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