Imbrication entre espace virtuel et espace physique: quand les vendeurs s'en mêlent

Régine Vanheems ()
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Régine Vanheems: UP1 - Université Paris 1 Panthéon-Sorbonne, PRISM Sorbonne - Pôle de recherche interdisciplinaire en sciences du management - UP1 - Université Paris 1 Panthéon-Sorbonne

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Abstract: The aim of this paper is to understand the behavior of salesmen when they are confronted to customers coming from their company's website. It identifies why some salesmen use the company's website when dealing with their customers. A qualitative research has been conducted with a population of 35 salespersons of two do-it-yourself companies in order to identify their motivations and their brakes to use the company's website.

Date: 2012
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Published in Revue Française du Marketing, 2012, 237/238, pp.57-69

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03970681

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