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dc.contributor.authorThiétart, Raymond-Alain
dc.contributor.authorVivas, Reyes
dc.date.accessioned2014-06-13T07:40:38Z
dc.date.available2014-06-13T07:40:38Z
dc.date.issued1981-01
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/13445
dc.language.isoenen
dc.subjectVendeursen
dc.subjectDirectionen
dc.subjectPlanification stratégiqueen
dc.subjectCommunication environnementaleen
dc.subjectManagement of the sales forceen
dc.subjectStrategic managementen
dc.subjectEnvironmental informationen
dc.subject.ddc658.4en
dc.subject.classificationjelL14en
dc.subject.classificationjelL19en
dc.subject.classificationjelQ56en
dc.subject.classificationjelM12en
dc.subject.classificationjelM39en
dc.titleStrategic intelligence activity: The management of the sales force as a source of strategic informationen
dc.typeArticle accepté pour publication ou publié
dc.description.abstractenEnvironmental information is very important to strategic management. Human sources are among the most commonly used sources of information and among them, boundary people, such as salesman, hold a privileged position. One dimension which measures the quality of a strategic response is its speed of implementation. Recognizing this, to ensure a good (fast) strategic response, fast communication of information is imperative. This article focuses on factors which influence the speed of communication of environmental information. It is based on an exploratory research which has been carried out on a sample of salesmen of an industrial company. Management policies regarding the use of the sales force as an efficient source of strategic information are proposed in conclusion.en
dc.relation.isversionofjnlnameStrategic Management Journal
dc.relation.isversionofjnlvol2en
dc.relation.isversionofjnlissue1en
dc.relation.isversionofjnldate1981-01
dc.relation.isversionofjnlpages15-25en
dc.relation.isversionofdoihttp://dx.doi.org/10.1002/smj.4250020103en
dc.relation.isversionofjnlpublisherWileyen
dc.subject.ddclabelDirection d'entrepriseen
dc.relation.forthcomingnonen
dc.relation.forthcomingprintnonen


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