TY  - BOOK
AU  - Pinto,Louis
TI  - Commercial Civility
PY  - 2017///.
							
N1  - 24
N2  - The commercial relation is not reducible to the neutral exchange of goods analyzed by economists : it is characterized not only by asymmetrical access to information, but also by specific relations to the notion of interest. The oscillation between extreme views of this relation – extolling of professional loyalty and competence vs. denunciation of commercial cynicism – contributes to concealing the conditions and the modalities of the social recognition of practices that are objectively (if not subjectively) interest-driven. If the sociologist can be understandably tempted to adopt a demystifying position, s/he must try to elucidate the question of the specific form of symbolic efficacy of practices that are openly defined in reference to interests : how is an (openly) interested action possible ? Commercial civility comprises rituals and technologies that make it possible to transform the violence of the exchange relationship into a loyal agreement between reasonable individuals. It is thus a crucial symbolic instrument of integration and self-presentation for professional salespeople. It represents an ideal model that can be studies where it is most visible, i.e. in the training of salespeople
UR  - https://shs.cairn.info/journal-actes-de-la-recherche-en-sciences-sociales-2017-1-page-24?lang=en&redirect-ssocas=7080
ER  -