Notre thèse par articles se propose d’explorer en profondeur le social selling, cette révolution de la vente dans laquelle les réseaux sociaux ont un impact grandissant sur les pratiques des commerciaux dans un contexte business-to-business (BtoB). En intégrant une posture interprétativiste nous observons et analysons de nouveaux phénomènes liés à ...
Published in Journal of Retailing and Consumer Services
•Negative remark reduces the client's use of persuasion knowledge.•Negative remark enhances the perception of the salesclerk's trustworthiness.•Salesperson trustworthiness mediated the effect of the remarks on behavioral intentions.•Product price moderates the effect of the remarks on salesclerk's trustworthiness.
Published in Journal of the Academy of Marketing Science
Cross-selling offers tremendous benefits for both vendors and customers. However, up to 75% of all cross-selling initiatives fail, usually for sales force–related reasons. Yet prior research has largely ignored the role of salespeople in the field of cross-selling. Using a motivation–opportunity–ability (MOA) framework, this research addresses fact...
Published in Journal of the Academy of Marketing Science
Considerable research explores advertising’s role in influencing consumer perceptions and behavior. However, advertising’s impact on another key audience—the sales force—has been largely overlooked. Drawing from social identity and expectancy theories, and using survey and objective performance data across multiple wholesalers, the authors demonstr...
Job burnout leads to a number of negative consequences. Salespeople as boundary spanners are more susceptible to burnout. Despite these facts, there are not enough scientific researches on job burnout and its facets in the sales profession. The purpose of this paper is to measure the level of perceived burnout among salespeople in the Republic of C...
