Sales force control, salespeople's behavior and the economic crisis: results of an exploratory study

Systèmes de contrôle, comportement des vendeurs et crise économique: enseignements d'une étude exploratoire

Madeleine Besson () and Laure Lavorata ()
Additional contact information
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]
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

Post-Print from HAL

Abstract: The aim of this study is to determine the impact of the economic crisis on commercial organizations and the ways they have adapted to it. We carried out two qualitative studies with 58 salespeople. The results of these studies show that the salespeople perceive an increased pressure in the daily management and a strengthening of sales force control and suggest that customers' behavior can influence salespeople's behavior and thus the impact of salesforce controls. Based on our findings, we propose a conceptual framework adapted from Jaworski (1988) that analyzes the company's external environment, changes in customer behavior and the consequences on the sales force and sales management.

Keywords: Sales management; Sales force control; Economic crisis; Qualitative study; Salespeople; Customers' behaviors; Etude qualitative; Crise; Systèmes de contrôle commercial et marketing; Comportement des clients; Commerciaux; Management commercial (search for similar items in EconPapers)
Date: 2011-05-16
References: Add references at CitEc
Citations:

Published in 28ème Congrès de l'Association Française du Marketing (AFM), May 2011, Bruxelles, Belgique

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02437025

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().