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What Roles Do Salesmen In An Internet Sales Company Play ?
[Quels rôles jouent les vendeurs dans une entreprise de vente par Internet ?]

Author

Listed:
  • Thomas Stenger

    (CEREGE [Poitiers, La Rochelle] - Centre de recherche en gestion [EA 1722] - IAE Poitiers - Institut d'Administration des Entreprises (IAE) - Poitiers - UP - Université de Poitiers = University of Poitiers - UP - Université de Poitiers = University of Poitiers - ULR - La Rochelle Université)

Abstract

Quel(s) rôle(s) jouent les vendeurs dans une entreprise de vente par Internet puisque c'est au site web, marchand par définition, que la fonction de vente est confiée ? Une étude ethnographique menée chez un des leaders de la vente de vin par Internet conduit, d'une part, à spécifier les interactions acheteur-vendeur et, d'autre part, à définir six rôles-types exercés par les vendeurs. Les enjeux pour la gestion de la relation client dans le commerce en ligne sont examinés à travers ces résultats.

Suggested Citation

  • Thomas Stenger, 2013. "What Roles Do Salesmen In An Internet Sales Company Play ? [Quels rôles jouent les vendeurs dans une entreprise de vente par Internet ?]," Post-Print hal-02145720, HAL.
    • Handle: RePEc:hal:journl:hal-02145720
    as

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