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Intégrer l’éthique dans l’entreprise : un moyen d’impliquer les commerciaux et de les dissuader de la quitter

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)

Abstract

Le climat éthique peut renforcer l'implication des vendeurs dans l'entreprise ce qui diminue leur intention de la quitter. Une enquête réalisée auprès de 210 vendeurs en B to C montre que trois des quatre dimensions pré- sentes dans le climat éthique (Plan de rémunération, Pratiques de vente et Procédures Ethiques, Comportement des Pairs) influencent positivement l'implication des commerciaux. Deux apports sont proposés aux managers : un outil concret de mesure du climat éthique de leur entreprise et la nécessité d'intégrer la dimension éthique dans les pratiques de vente et le plan de rémunération pour motiver leurs commerciaux.

Suggested Citation

  • Laure Lavorata, 2009. "Intégrer l’éthique dans l’entreprise : un moyen d’impliquer les commerciaux et de les dissuader de la quitter," Post-Print halshs-02913435, HAL.
    • Handle: RePEc:hal:journl:halshs-02913435
    DOI: 10.7193/DM.055.53.64
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