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

Madeleine Besson () and Laure Lavorata ()
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Madeleine Besson: Institut Mines-Telecom - Télécom ParisTech
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: 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.

Keywords: economic crisis; qualitative study; salespeople; customers’ behaviors; sales force control; sales management; commerciaux; étude qualitative; crise; comportement des clients; force de vente; management commercial; systèmes de contrôle (search for similar items in EconPapers)
Date: 2013
Note: View the original document on HAL open archive server: https://hal.science/hal-01123789v1
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Published in Revue Française de Gestion, 2013, 7 (236), pp.15-31. ⟨10.3166/rfg.236.15-31⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01123789

DOI: 10.3166/rfg.236.15-31

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