La résistance du client et ses conséquences sur les dispositions attitudinales et comportementales des commerciaux: proposition d'un modèle

Sandrine Hollet-Haudebert () and Laure Lavorata ()
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Sandrine Hollet-Haudebert: IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12
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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Date: 2010
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Published in Revue management & avenir, 2010, 31 (1), ⟨10.3917/mav.031.0228⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01764999

DOI: 10.3917/mav.031.0228

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