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Economic crisis and sales management : proposal for a conceptual framework

Author

Listed:
  • 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)

  • 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])

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 increase in the day-to-day pressure by the management in firms and a strengthening of sales force control. On the basis of the findings of these studies, we propose a conceptual framework adapted from Jaworski (1988) that analyzes the company's external environment, changes in customer behavior and their consequences on the sales force and sales management.

Suggested Citation

  • Laure Lavorata & Madeleine Besson, 2011. "Economic crisis and sales management : proposal for a conceptual framework," Post-Print hal-02437345, HAL.
    • Handle: RePEc:hal:journl:hal-02437345
    as

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