IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02397421.html
   My bibliography  Save this paper

La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur

Author

Listed:
  • Régine Vanheems

    (UP1 - Université Paris 1 Panthéon-Sorbonne)

Abstract

Multi-channel Retailing: Towards a Redefinition of the Salesman's Mission Multi-channel retailing is today an imperative for companies. A lot of brick-and-mortar companies have implemented a website becoming then click-and-mortar companies. Far from being neutral for the salesmen, the company's website creates new expectations from the customers towards the sales- person and modifies the conditions of the exchange between them. Based on a qualitative research conducted with a population of 35 salespersons, this paper shows how much it is urgent to imple- ment new ways of managing salespeople in a multi-channel context.

Suggested Citation

  • Régine Vanheems, 2013. "La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur," Post-Print hal-02397421, HAL.
    • Handle: RePEc:hal:journl:hal-02397421
    DOI: 10.7193/DM.069.43.59
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse, 2021. "Le vendeur face à l'étiquette énergie : quels déterminants pour la vente des produits performants en énergie ?," Post-Print hal-04213987, HAL.
    2. Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse & Gaëtan Brisepierre, 2021. "The Distributor And Energy Label : Which Levers To Better Guide The Consumer? [Les Distributeurs Et L’Étiquette Énergétique : Quels Leviers Pour Mieux Guider Le Consommateur ?]," Post-Print hal-04214099, HAL.
    3. Ilana Bouhafs & Nil Özçağlar-Toulouse & Yasmine Allouat, 2021. "Le Vendeur Face À L'Étiquette Énergie : Quels Déterminants Pour La Vente Des Produits Performants En Énergie?," Post-Print hal-04213892, HAL.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02397421. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.