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Sales force control, salespeople's behavior and the economic crisis: results of an exploratory study
[Systèmes de contrôle, comportement des vendeurs et crise économique : enseignements d'une étude exploratoire]

Author

Listed:
  • 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])

  • 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)

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 increased pressure in the daily management and a strengthening of sales force control and suggest that customers' behavior can influence salespeople's behavior and thus the impact of salesforce controls. Based on our findings, we propose a conceptual framework adapted from Jaworski (1988) that analyzes the company's external environment, changes in customer behavior and the consequences on the sales force and sales management.

Suggested Citation

  • Madeleine Besson & Laure Lavorata, 2011. "Sales force control, salespeople's behavior and the economic crisis: results of an exploratory study [Systèmes de contrôle, comportement des vendeurs et crise économique : enseignements d'une étude," Post-Print hal-02437025, HAL.
    • Handle: RePEc:hal:journl:hal-02437025
    as

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