Impact de la crise économique sur le management commercial: une étude exploratoire auprès de conseillers bancaires

Madeleine Besson () and Laure Lavorata ()
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Madeleine Besson: IMT-BS - MMS - Département Management, Marketing et Stratégie - TEM - Télécom Ecole de Management - IMT - Institut Mines-Télécom [Paris] - IMT-BS - Institut Mines-Télécom Business School - IMT - Institut Mines-Télécom [Paris], CRC - Centre de recherche sur le commerce (Négocia)
Laure Lavorata: IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12

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Abstract: The aim of this article is to analyze the crisis' impact on salespeople. A qualitative study has been carried out among 12 salespeople in the banking field, in order to analyse the evolution of the sales force management as perceived by the salespeople within the branches. Results show that they are submitted to a hierarchical control and that the pressure on sales' objectives is increasing. The salespeople's behaviour is changing because the customers need more information and attention from their counsellor. Our results suggest that salespeople in the banking sector already perceived a change in commercial management.

Keywords: Contrôle; Management commercial; Banque; Commerciaux; Étude qualitative; Crise (search for similar items in EconPapers)
Date: 2010-03
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Published in Revue management & avenir, 2010, 31, pp.304 - 320. ⟨10.3917/mav.031.0304⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02448848

DOI: 10.3917/mav.031.0304

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