Les enjeux de management associés à la montée en compétence marketing des distributeurs
From the 90's onwards, retailers' marketing resources have been mainly developed through the recruitment of qualified managers and the establishment of partnerships with service providers and suppliers. However, our research shows that overall marketing competency relies less on the resources than on the dynamic capabilities that retailers can create. The process is complex and progressive. It involves a significant corporate culture change and the implementation of transversal processes, notably through to the management of product categories. However, a stronger development of marketing competencies by retailers probably involves a deeper transformation of their business model.
|Date of creation:||2011|
|Date of revision:|
|Publication status:||Published in 14ième Colloque Etienne Thil, Roubaix, 2011, France. pp.1-29, 2011|
|Note:||View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00638653|
|Contact details of provider:|| Web page: https://hal.archives-ouvertes.fr/|
References listed on IDEAS
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- Sabbah, Stéphane & Helliès-Hassid, Marie-Louise & Dion, Delphine & Volle, Pierre, 2008. "Les business models dans la distribution : repérer les chemins de la performance," Economics Papers from University Paris Dauphine 123456789/1579, Paris Dauphine University.
- Henderson, Rebecca. & Cockburn, Iain., 1994. "Measuring competence? : exploring firm effects in pharmaceutical research," Working papers 3712-94., Massachusetts Institute of Technology (MIT), Sloan School of Management.
- Pierre Volle & Dephine Dion & Marie-Louise Helliès-Hassid, 2008. "Les business models dans la distribution : repérer les chemins de la performance," Post-Print halshs-00638590, HAL.
- Moati, Philippe & Volle, Pierre, 2010. "La montée de la compétence marketing dans la distribution," Economics Papers from University Paris Dauphine 123456789/10634, Paris Dauphine University.
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