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La télévente comme canal de distribution ?

Author

Listed:
  • Guy Basset

    (IGR-IAE Rennes - Institut de Gestion de Rennes - Institut d'Administration des Entreprises - Rennes - UR - Université de Rennes)

  • Marc Benoun

    (Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres)

  • Suzanne Pontier

    (UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12)

Abstract

Le téléachat, même si sa part de marché reste encore marginale en France, est une méthode de vente probablement porteuse d'avenir. Cet article, issu d'une enquête réalisée auprès de 25 fournisseurs et des principaux téléopérateurs actuels, analyse en détail les relations commerciales entre ces partenaires et montre comment la télévente peut être utilisée avec profit comme levier pour un référencement futur dans la grande distribution ou comme un canal de distribution alternatif.

Suggested Citation

  • Guy Basset & Marc Benoun & Suzanne Pontier, 1995. "La télévente comme canal de distribution ?," Post-Print halshs-02926614, HAL.
    • Handle: RePEc:hal:journl:halshs-02926614
    DOI: 10.7193/DM.005.71-75
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