Adaptation des systèmes de contrôle en temps de crise. Perceptions et réactions des commerciaux

Madeleine Besson and Laure Lavorata

Revue française de gestion, 2013, vol. N° 236, issue 7, 15-31

Abstract: This article aims at analyzing the impact of the economic crisis on commercial organizations and how they have adapted their systems of control. The results of a qualitative approach among 58 salespeople show that (1) salespeople perceive an increased pressure in the daily management and suggest that (2) customers? behavior can influence salespeople?s behavior and indirectly impact the sales force control system. The third result is the importance of self-control developed by the salesperson to adapt to the customer.

Date: 2013
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