Orientation-client et performance commerciale dans les institutions de microfinance au Togo : analyse du rôle du management des forces de vente (notice n° 845298)
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| fixed length control field | 02241cam a2200277 4500500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250123143609.0 |
| 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 | Gafa, Yao |
| Relator term | author |
| 245 00 - TITLE STATEMENT | |
| Title | Orientation-client et performance commerciale dans les institutions de microfinance au Togo : analyse du rôle du management des forces de vente |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Date of publication, distribution, etc. | 2023.<br/> |
| 500 ## - GENERAL NOTE | |
| General note | 47 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Cet article se propose d’analyser le rôle médiateur du management des forces de vente entre l’orientation-client et la performance commerciale des microfinances. Après une étude qualitative auprès de 12 dirigeants, une étude quantitative fut menée auprès de 253 dirigeants. Les résultats montrent que l’orientation-client influence positivement la performance commerciale et que le management des forces de vente y joue un rôle médiateur partiel. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | This article aims to analyze the mediating role of sales force management between customer orientation and the sales performance of microfinance. Following a qualitative study with 12 managers, a quantitative survey was conducted with 253 managers. The results show that customer orientation positively influences sales performance and that sales force management plays a partial mediating role. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Este artículo tiene como objetivo analizar el papel mediador de la gestión de la fuerza de ventas entre la orientación al cliente y el desempeño comercial de las microfinanzas. Luego de un estudio cualitativo con 12 gerentes, se realizó un estudio cuantitativo con 253 gerentes. Los resultados muestran que la orientación al cliente influye positivamente en el rendimiento de las ventas y que la gestión de la fuerza de ventas juega un papel mediador parcial. |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | forces de vente |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | rôle médiateur |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | orientation-client |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | performance commerciale |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | customer orientation |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | mediating role |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | business performance |
| 690 ## - LOCAL SUBJECT ADDED ENTRY--TOPICAL TERM (OCLC, RLIN) | |
| Topical term or geographic name as entry element | sales forces |
| 786 0# - DATA SOURCE ENTRY | |
| Note | Recherches en Sciences de Gestion | 155 | 2 | 2023-06-19 | p. 133-159 | 2259-6372 |
| 856 41 - ELECTRONIC LOCATION AND ACCESS | |
| Uniform Resource Identifier | <a href="https://shs.cairn.info/revue-recherches-en-sciences-de-gestion-2023-2-page-133?lang=fr&redirect-ssocas=7080">https://shs.cairn.info/revue-recherches-en-sciences-de-gestion-2023-2-page-133?lang=fr&redirect-ssocas=7080</a> |
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