Comment obtenir l’accord d’un client pour un consultant ? Une approche possible par la notion d’obtenance (notice n° 808596)
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| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250123124439.0 |
| 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 | Dalmas, Michel |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | Comment obtenir l’accord d’un client pour un consultant ? Une approche possible par la notion d’obtenance |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2018.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 61 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Bien que l’activité de conseil soit essentielle pour les consultants dans leur activité d’auto-entrepreneur, aucun article n’a été identifié concernant la transformation des prospects en nouveaux clients. Ainsi, nous proposons de définir le concept « d’obtenance ». Pour cela, une recherche exploratoire a été effectuée auprès de 19 consultants, en utilisant la méthode Delphi. Deux valeurs étaient importantes pour les consultants interrogés : la « confiance » et l’« expertise » ; ce résultat a été suggéré dans la littérature traitant du marketing relationnel (Palmatier, 2007). Puis un modèle conceptuel a été obtenu et testé par l’envoi d’un questionnaire auprès de 5 600 consultants. 301 réponses ont été obtenues ; étape suivie d’une analyse des données, bi-variée puis d’un analyse factorielle. Les résultats ont conduit à la proposition de la notion « d’obtenance ». En conclusion de cet article, une action est proposée, concernant la transformation des prospects en clients, du fait des perceptions de « confiance » et d’« expertise » par l’entreprise cliente, concernant les consultants. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | How to reach a customer agreement? A new approach by concept of “obtenance”While consulting activity is essential for entrepreneurship for consultants, no article haven been identified dealing with transformation of prospects into new clients. Hence, we propose to define the concept of “obtaining”. For this, an exploratory research was conducted with 19 consultants, using the Delphi method. Two values were important for this sample: “trust” and “expertise”; this result was already suggested in articles dealing with Relational Marketing (Palmatier, 2007). Then a conceptual model was obtained and tested with the contribution of 5,600 consultants. 301 responses were obtained, followed by bi-varied and factor analysis. Results conducted to the proposition of the concept of “obtaining”. In conclusion of the article an action is proposed, dealing with the transformation of prospects into customers, based to the perception of “trust” and “expertise” by the company with regards to consultants. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | confiance |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | consultants |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | « obtenance » |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | expertise |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | méthode Delphi |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | marketing relationnel |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | Delphi method |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | consultants |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | competence |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | confidence |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | relational Marketing |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | “obtaining” |
| 700 10 - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Machuret, Jean-Jacques |
| Relator term | author |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Question(s) de management | 22 | 3 | 2018-12-03 | p. 53-65 | 2262-7030 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-questions-de-management-2018-3-page-53?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-questions-de-management-2018-3-page-53?lang=fr&redirect-ssocas=7080</a> |
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