Strategic intelligence activity: The management of the sales force as a source of strategic information
Thiétart, Raymond-Alain; Vivas, Reyes (1981), Strategic intelligence activity: The management of the sales force as a source of strategic information, Strategic Management Journal, 2, 1, p. 15-25. http://dx.doi.org/10.1002/smj.4250020103
TypeArticle accepté pour publication ou publié
Journal nameStrategic Management Journal
MetadataShow full item record
Abstract (EN)Environmental 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.
Subjects / KeywordsVendeurs; Direction; Planification stratégique; Communication environnementale; Management of the sales force; Strategic management; Environmental information
JELL14 - Transactional Relationships; Contracts and Reputation; Networks
L19 - Other
Q56 - Environment and Development; Environment and Trade; Sustainability; Environmental Accounts and Accounting; Environmental Equity; Population Growth
M12 - Personnel Management; Executives; Executive Compensation
M39 - Other
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