Involving Employees In Commercial Development

Mélissa Sanchez () and Maïté Rateau ()
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Mélissa Sanchez: UJML - Université Jean Moulin - Lyon 3 - Université de Lyon, ISEOR - Institut de Socio-économie des Entreprises et des ORganisations - Institut de socio-économie des entreprises et des organisations
Maïté Rateau: ISEOR - Institut de Socio-économie des Entreprises et des ORganisations - Institut de socio-économie des entreprises et des organisations

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Abstract: The crisis, the need for economic results and heightened competition affect all sectors, including the care services sector. Professionals in this sector offer services to help maintain the autonomy and social ties of dependent persons. While it is true that the care services sector is no stranger to the economic challenges of our time, research has highlighted the lack of commercial involvement of the players, even though this is a lever for economic performance. Several obstacles explain this delay in commercial development, such as the physical and psychological hardship of this profession, the precariousness of low-skilled jobs, high staff turnover and chronic absenteeism. We believe that managers play a key role in mobilizing teams to develop socio-economic performance. We also believe that employees, including low-skilled ones, have a business potential that only needs to be stimulated by participative methods. This paper presents the results of a intervention-research within a small private company providing personal services in France. The transformative phase focused on the formalization and implementation of a business strategy co-constructed and implemented by the employees. This research shows the role of the researcher in training a manager to reveal the human potential of his team.

Keywords: Personal services; business development; intervention-research (search for similar items in EconPapers)
Date: 2024-08-08
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Published in Academy of Management, AOM, Aug 2024, Chicago (IL), United States

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04684352

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