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dc.contributor.advisorPrévost, Paulfr
dc.contributor.advisorRoy, Jeanfr
dc.contributor.authorMesly, Olivierfr
dc.date.accessioned2014-05-13T15:04:28Z
dc.date.available2014-05-13T15:04:28Z
dc.date.created2010fr
dc.date.issued2010fr
dc.identifier.isbn9780494750810fr
dc.identifier.urihttp://savoirs.usherbrooke.ca/handle/11143/371
dc.description.abstractThere is an inherent tension between a seller and a buyer as their relationship progresses towards closing the deal.The salesperson fears that the buyer wastes his time, which he could otherwise spend towards real potential buyers.The buyer questions the sincerity of the salesperson. Both evaluate the amount of trust and cooperation they should invest in the relationship. It is possible, after all, that the salesperson wants to take advantage of every weakness he detects in the buyer in order to guarantee the sale, and it is equally possible that the buyer tries to fool the salesperson, with false credit information for example. This thesis examines tensions that exist between salespeople and buyers by using an extended version of grounded theory, by which date is collected and analysed both qualitatively and quantitatively. It demonstrates that perceived predation reduces considerably the quality of the relationship.The thesis suggests that the phenomenon of predation exists in every sphere of human activity, including in the legal system.The PARDU Model ( pr edator-pr ey) initially developed to discuss the phenomenon of predation evolves, as the research progresses, towards the OPERA Model and the MESLYª grid, which offer pratical tools to better manage informational predation.fr
dc.language.isofrefr
dc.publisherUniversité de Sherbrookefr
dc.rights© Olivier Meslyfr
dc.subjectDyade vendeur-acheteurfr
dc.subjectGrille Meslyªfr
dc.subjectPrédationfr
dc.subjectModèle Operafr
dc.subjectModèle PARDU (Prédateur-proie)fr
dc.subjectSeller-Buyer Dyadfr
dc.subjectMeslyª Gridfr
dc.subjectPredationfr
dc.subjectOpera Modelfr
dc.subjectPARDU (Predator-Prey) Modelfr
dc.titleVoyage au coeur de la prédation entre vendeurs et acheteurs une nouvelle théorie en vente et marketingfr
dc.typeThèsefr
tme.degree.disciplineMarketingfr
tme.degree.grantorFaculté d'administrationfr
tme.degree.grantotherUniversité du Québec à Trois-Rivièresfr
tme.degree.levelDoctoratfr
tme.degree.nameD.B.A.fr


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