Quand la circularité s’installe en magasin : Entre engagement, tensions et alignement de la force de vente (notice n° 2217617)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02122cam a2200265 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260419011502.0 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | fre |
| 042 ## - AUTHENTICATION CODE | |
| Authentication code | dc |
| 100 10 - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Rohsig Lopez, Nicole Sofia |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | Quand la circularité s’installe en magasin : Entre engagement, tensions et alignement de la force de vente |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2026.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 53 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Face aux pressions environnementales et réglementaires, les enseignes développent des offres circulaires (seconde vie, réparation, location, fin de vie durable). Cette étude montre comment les managers perçoivent les nouveaux rôles dévolus à la force de vente. Trois phases se distinguent : intraprenariat de vendeurs pionniers, expansion avec disparités internes, puis formalisation réduisant l’autonomie. Ce modèle éclaire la manière dont les offres circulaires sont négociées et institutionnalisées dans les interactions de service. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | In response to mounting environmental and regulatory pressures, retail firms are developing circular offerings (second-hand products, repair services, rental models, and sustainable end-of-life solutions). This study examines how managers perceive the evolving roles assigned to frontline sales staff in this transition. Three phases can be distinguished: first, an intrapreneurial phase driven by pioneering sales associates; second, a phase of expansion marked by internal disparities; and third, a phase of formalization that curtails employee autonomy. This processual model sheds light on how circular offerings are negotiated, contested, and ultimately institutionalized through service interactions. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | économie circulaire |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | force de vente |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | relation de service |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | tension normative |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | circular economy |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | circular retail |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | salesforce |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Fanchini, Mahaut |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Revue française de gestion | 327 | 2 | 2026-04-15 | p. 145-167 | 0338-4551 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-francaise-de-gestion-2026-2-page-145?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-francaise-de-gestion-2026-2-page-145?lang=fr&redirect-ssocas=7080</a> |
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