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A Dynamic Perspective On Middle Managers Issue Selling

Author

Listed:
  • Lina Danawi
  • Lionel Garreau

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

Abstract

Cet article s'intéresse à l'issue selling, une puissante forme d'influence stratégique qui reste pourtant peu connue. Notre recherche est basée sur une étude de cas enchâssé dans une banque du moyen orient où 5 mini-cas sont analysés sur une période de 10 ans. Les résultats font plusieurs contributions. En premier lieu, ils proposent une approche itérative épisodique de l'issue selling qui démontre que ce process n'est pas une brève pratique. Deuxièmement, en abordant le processus d'issue selling sous l'angle des resources acquises par l'issue seller, les résultats éclairent l'aspect dynamique du process. Finalement, ils proposents aux managers des tactiques pour améliorer leurs chances dans une action d'issue selling.

Suggested Citation

  • Lina Danawi & Lionel Garreau, 2023. "A Dynamic Perspective On Middle Managers Issue Selling," Post-Print hal-04403936, HAL.
  • Handle: RePEc:hal:journl:hal-04403936
    Note: View the original document on HAL open archive server: https://hal.science/hal-04403936
    as

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    File URL: https://hal.science/hal-04403936/document
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