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Adaptive behavior of salespeople and adaptive sales force control due to the economic crisis : results of an exploratory study
[Adaptation des systèmes de contrôle en temps de crise : perceptions et réactions des commerciaux]

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], LITEM - Laboratoire en Innovation, Technologies, Economie et Management (EA 7363) - EESC-GEM Grenoble Ecole de Management - UEVE - Université d'Évry-Val-d'Essonne - TEM - Télécom Ecole de Management)

  • 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

Cet article se propose d'étudier l'impact de la crise économique sur les organisations commerciales, et les modalités d'adaptation des systèmes de contrôle face à ce contexte inédit. Les résultats d'une étude qualitative menée auprès de commerciaux montrent que ces derniers perçoivent un renforcement de la pression opérée par le management dans l'entreprise qui se traduit par un reporting accru et que, par ailleurs, le nouveau comportement des clients modifie celui des commerciaux et influence les systèmes de contrôle. Un troisième résultat met en évidence l'importance du contrôle informel (self-control) développé par le commercial pour s'adapter au client.

Suggested Citation

  • Madeleine Besson & Laure Lavorata, 2013. "Adaptive behavior of salespeople and adaptive sales force control due to the economic crisis : results of an exploratory study [Adaptation des systèmes de contrôle en temps de crise : perceptions e," Grenoble Ecole de Management (Post-Print) hal-02402841, HAL.
    • Handle: RePEc:hal:gemptp:hal-02402841
    DOI: 10.3166/RFG.236.15-31
    as

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