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La vente dans un contexte relationnel : L'exemple du luxe

Author

Listed:
  • Madeleine Besson

    (NEGOCIA)

  • Patricia Gurviez

    (ENSIA Massy)

Abstract

Cet article analyse le management d'une force de vente externe dans un contexte relationnel, en prenant l'exemple du secteur du luxe. Il met en évidence la gestion de la relation avec les points de vente par les maisons de luxe. En outre, il propose un rapprochement conceptuel entre certaines théories organisationnelles du pilotage des forces de vente et les principes du marketing relationnel.

Suggested Citation

  • Madeleine Besson & Patricia Gurviez, 2000. "La vente dans un contexte relationnel : L'exemple du luxe," Post-Print halshs-02923562, HAL.
    • Handle: RePEc:hal:journl:halshs-02923562
    DOI: 10.7193/DM.020.47.55
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    Cited by:

    1. Kauppinen-Räisänen, Hannele & Mühlbacher, Hans & Taishoff, Marika, 2020. "Exploring consumers’ subjective shopping experiences in directly operated luxury brand stores," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).

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