La force de vente et les activités d'intelligence économique

Joël Le Bon

Revue française de gestion, 2006, vol. 163, issue 4, 15-30

Abstract: This paper deals with salespeople?s contribution to competitive intelligence activities. The key role of the sales force in collecting and transmitting environmental information is underlined as well as the management issues related to it. As salespeople?s competitive intelligence behavior relies on their motivation and attitude towards this mission, an analytical framework is proposed in order to provide managers with appropriate recommendations.

Date: 2006
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