We found a match
Your institution may have access to this item. Find your institution then sign in to continue.
- Title
Evolution du jugement des vendeurs sur les campagnes marketing : un levier de collaboration entre marketing et vente.
- Authors
Chakroun, Ridha; Papetti, Catherine
- Abstract
Marketing campaigns designed for sellers must enable them to enhance both customer orientation and product orientation. As a gap between prescribed labour and effective labour may occur, the evolution of seller judgements on the campaigns over time is important when we cannot observe the labour gap. In the context of drug promotion, the evolution of seller judgements is consistent with the social judgeability theory. The results offer an opportunity for marketing and sales people to collaborate more to reach common objectives.
- Publication
Décisions Marketing, 2014, Issue 74, p37
- ISSN
0779-7389
- Publication type
Article
- DOI
10.7193/DM.074.37.51