Economic crisis and sales management: proposal for a conceptual framework

Laure Lavorata () and Madeleine Besson ()
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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
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]

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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 increase in the day-to-day pressure by the management in firms and a strengthening of sales force control. On the basis of the findings of these studies, we propose a conceptual framework adapted from Jaworski (1988) that analyzes the company's external environment, changes in customer behavior and their consequences on the sales force and sales management.

Keywords: Sales management; Economic crisis; Sales force control (search for similar items in EconPapers)
Date: 2011-03-23
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Published in NCSM 2011 : National Conference in Sales Management, Mar 2011, Orlando, United States

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02437345

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