ANALYSIS OF THE PSYCHOLOGICAL EMPOWERMENT MECHANISMS OF THE SALES FORCE IN A B2B CONTEXT

ANALYSE DES MÉCANISMES D'EMPOWERMENT PSYCHOLOGIQUE DE LA FORCE DE VENTE EN CONTEXTE B2B

Joelle Cuvillier
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Joelle Cuvillier: GRM - Groupe de Recherche en Management - EA 4711 - UNS - Université Nice Sophia Antipolis (1965 - 2019) - UniCA - Université Côte d'Azur

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Abstract: The aim of this paper is to describe and understand the mechanisms that generate the psychological empowerment of the salesperson through the insights of a sample of eight salespeople. The aim of this multiple accumulative case study is to identify a unique phenomenon that could explain the commitment to the organisation that is reflected in the quality of service given to customers. The entrepreneurial traits that emerge from the semi-structured interviews may explain how the salesperson is able to mobilise resources and contribute to the organisation's competitiveness on the market.

Keywords: Salesforce Empowerment Motivation Relational Confidence Performance and Satisfaction; Vendeur Empowerment Motivation Relationnel Confiance Performance et Satisfaction; Vendeur; Empowerment; Motivation; Relationnel; Confiance; Performance et Satisfaction; Salesforce Empowerment Motivation Relational Confidence Performance and Satisfaction (search for similar items in EconPapers)
Date: 2023-12-25
Note: View the original document on HAL open archive server: https://hal.science/hal-04326080
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Published in XXXIVième Congrès de l’AGRH Du mercredi 25 au vendredi 27 Octobre 2023 Palais des congrès d’Ajaccio- Corse - (France), AGRH, Dec 2023, Ajaccio (20000), France

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