We found a match
Your institution may have access to this item. Find your institution then sign in to continue.
- Title
Les fonctions commerciales au cœur de l'évolution des intermédiaires du BtoB ? Une étude exploratoire.
- Authors
Giraud, Laurent; Pardo, Catherine
- Abstract
The BtoB intermediaries sector is seldom studied by management sciences. The rare works about this topic yet agree on the fact that this sector is undergoing noticeable evolutions. These evolutions are likely to impact the management of sales and marketing human resources. This article focuses on this specific issue. Building on a framework adapted from the human resources management literature, the discourses of twelve actors from the BtoB commercial functions are analyzed. The authors highlight several elements tending to prove that indeed, these functions -- more or less easily -- support the evolutions of their companies. These elements are presented as possible avenues for further research.
- Subjects
SALES management; PERSONNEL management; DISCOURSE analysis; TRADE advertising; INDUSTRIAL management; MARKETING
- Publication
Revue Management et Avenir, 2012, Issue 51, p167
- ISSN
1768-5958
- Publication type
Article
- DOI
10.3917/mav.051.0167