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Influencer l’attention des décideurs

Author

Listed:
  • Julie Mayer

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

Dans un environnement complexe et surchargé d'information, gérer l'attention des décideurs constitue un défi pour les entreprises. Cet article étudie l'« issue-selling », c'est-à-dire la façon dont un acteur peut influencer l'attention décisionnelle en s'appuyant sur différents canaux. L'analyse des pratiques des risk managers, en tant que coordinateurs de la gestion des risques, met en avant quatre postures d'issue-selling (pédagogue, superviseur, challenger, impulseur). Ces résultats affinent le concept d'issue-selling et éclairent sur les rôles du risk manager.

Suggested Citation

  • Julie Mayer, 2016. "Influencer l’attention des décideurs," Post-Print hal-01620187, HAL.
    • Handle: RePEc:hal:journl:hal-01620187
    DOI: 10.3166/rfg.2016.00023
    as

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