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Pour une approche pragmatique de l'éthique dans la vente

Author

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  • Jean-Jacques Nillès

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

Abstract

Le premier objectif de cet article est de définir un cadre conceptuel qui permette au manager d'identifier clairement les dimensions de l'éthique commerciale. Le second objectif est de proposer une méthodologie permettant la prise en compte concrète de l'éthique dans les actions de vente. La méthode des scénarios permet d'identifier les problèmes éthiques qui se posent aux vendeurs, d'organiser une réflexion interne autour des situations de vente problématiques au plan éthique, de construire un outil de formation, et de disposer d'une échelle de mesure de l'éthique dans les actions de vente.

Suggested Citation

  • Jean-Jacques Nillès, 2001. "Pour une approche pragmatique de l'éthique dans la vente," Post-Print halshs-02920297, HAL.
    • Handle: RePEc:hal:journl:halshs-02920297
    DOI: 10.7193/DM.022.65.72
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    Cited by:

    1. Yves Livian & A.G. Knorst, 2018. "Is customer relation management responsible? [LE "MANAGEMENT DE LA RELATION CLIENT" est-il un management responsable ?]," Post-Print halshs-01774832, HAL.

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