Le rôle de la gestion de l'information dans la construction des savoirs de la force de vente

HAL Id: sic_00000476

https://archivesic.ccsd.cnrs.fr/sic_00000476

HAL is a multi-disciplinary open access archive for the deposit and dissemination of sci-entific research documents, whether they are pub-lished or not. The documents may come from teaching and research institutions in France or abroad, or from public or private research centers.

L’archive ouverte pluridisciplinaire HAL, est destinée au dépôt et à la diffusion de documents scientifiques de niveau recherche, publiés ou non, émanant des établissements d’enseignement et de recherche français ou étrangers, des laboratoires publics ou privés.

Le rôle de la gestion de l’information dans la

construction des savoirs de la force de vente

Corinne Dumas, Yann Bertacchini

To cite this version:

Corinne Dumas, Yann Bertacchini. Le rôle de la gestion de l’information dans la construction des savoirs de la force de vente. 2001. �sic_00000476�

!

" #$%

&$'()

*

+

,-'-#-%()(

. + ,-'-#-%($)

/

0

1

0

/ 2

3

!

0 0 4

5

+

6

%,,7

!

&$),,

35 8 9

,-'-#'::,%;

,$

. + ,-'-#'::,'

/

8 1

3

0

<

0

+

=

7

>

0 ?

>

=

0

=

+0

0 8 @

@

8

0 8

8

8

8 +

A B

@A 8

8

@0

C 8 C 0 D 8 = > D = 0 ? 7 C = 0 / < = + D 7@ 7 = = 0 4 6E/ ? " F/ 7#''#G0 4 6 7 @ + = 7 7 C 7 D 7 > + 4 B 60 8 4 6 0 H = + DC 7 7 C = 7 0 ! "#$ ! % & & % ' = = + + 0 I 4 < 6 J 0 H 8 8 D 4 6 K + 0 = 0 = = + 7 = 4 6 7 7 0 7 = = D 7 7 8 0

"#" ( &) ' && * +

= = 2 7D 7 8 + 0 L D 8 = 8 = = 0 / 7 C > > + D = D 0 = = @ 8 = 7 7 7 7 7 M 7 D C D 7 + = = + 0 ? = 7 > > = 0 " , -* . - / . 0 1 2 % H = = 4 8 N = 6 E 5/ *H 7#''$G0 7 7 8 8 7 = D D = 0 @ > 7 D

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

$ ! 6 E/ FHHFU?53 FH*?7#''$GP0 6#" / ' % = 8 7 0 D = D 4 6 7 0 7 K > !7 + 0 = 7 D 7 7 = = @ D 7 + 0 = > > 7= = 0 D = @ > = 0 7 + > D 7 = = 7 = 0 3 8 (2 4 !

9#$ * * ' & *& *&

%& 0 N = L D = + < 0 @ = C = + + 0 ! J7" ! " % 6 E!? V7 #'''G0 D O D +3 N P7 B 7 = = 2 0 > = 0 N 4 ! " % " % 6E T V V7 #'''G0 8 8= D 0

9#" & ' ' & & &

= 7 7 0 0 > = 0 > = = O 7 7 P @ 0 D D 7 N = D 8 2 0 7 @ 7 = 0 4 6 0 0 +3 O ; P7 D = > 7 = > 0 @ > 4 2 6 0 8 7 + 7 D 7 D D 0 7 = C 7 D 7 0 3 3 ( 3 :#$ ; && ** < ' = H D 8 V D 0 V 7 >

0 = 7 0 4 & '()* + , 6 EV 5 . H7%,,#G0 F 8 D > W W 7 = D = 0 8 = > = > 8 8 7 8 = 4 & # # # 06 :#" ( %% ' N + 7 + = D > 0 + 0 K = 7 D = 3 N = 0 :#, ' * ) + * > & H D % = 4 $ 6 EV 5 . H7 %,,#G0 + D 8 D 0 = = D 0 + = = O D P = 0 8 = D = 8 7 > D 0 % @ 7 M D = 7 V 7 4 ! 60 8 4 - # ' ! $ - ! , . 0 6 = = N 0 + = = 0 3 3 8 ! ?#$ ! & ' D + 7 = 8 = 8 = 7 > O = + P7 = 8 D = + = > 0 + = 0 = D K 0 4 = 6 = 0 7 7 0

?#" 4 & ' && & '

D < OB @ P0 D = W + 0 + = 7 D D 2 4 8 67 0 = D 0 + = + D + 0 4 & / $ &

! 0 / 6 E"? FH07/ T ? 7%,,,G0 " 6E ?QF R7%,,#G0 3 ( 5 8 8 0 8 7 7 7 D < 0 = 0 = N = D > 0 / = 4 6 0 D = C +0 7 8 3 N > 0 N 7 = = 0 . D 8 7 C DN 8 7 K N C 0 7 > 7 2 = 7 0 F D 0

% & / *<+ "? FH 07 / T ? 07 4 = C +7 67 5??7 ? 7%,,,0 "F *HF R 074 X Y 67&> > . 7%#3%$ #''%0 "F 55? 507 55?FH Q0 07 4 X M ! 8 67( ( Z%'7 7 8 ?5 7#''$0 5/ *H .074 @ > J3 = Y 8>= . 67( ( Z%'7 7 8 ?5 7#''$0 T V V [074 D Y 67& 17 7 T 7#'''0 ? ?5 ? / 07& 2 ) 7 *?7 0 #,;#&7#'&,0 ?QF R 07 < 7 7? 0 F 7%,,# * UF "074 X = = 67( 7 Z(,;(#7/ ;F %,,,0 T T ? 07& 3 $ 7 7? 7#''%0 / ? " F/ .074 7 = C 674 5 . 7 Z#$-7#''#0 / FHHFU?53 FH*?/ 3 074 67( ( Z%'7 7 8 ?5 7#''$0 !? V 074 = 3 3 Y 67& 17 7 T 7#'''0 V 5 . H 07! 7 + ! 6 7%,,#