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FNEGE MEDIAS
FNEGE MEDIAS
[Série – Face à la crise Covid-19] Vendre durant la période de confinement ?
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  • Trends
  • Marketing, Sales and Communication

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[Série – Face à la crise Covid-19] Vendre durant la période de confinement ?

Can business continue in a lockdown situation and if so, how? We will build on the widely accepted work on the ‘7 key stages of the sales process’ (Dubinsky, 1980/81, ;Moncrief and Marshall 2005) and revisit them in the light of a lockdown situation in 2020.
How do we proceed with each of these 7 stages of the sales process, using social media and other digital communication and matchmaking techniques?

Keywords
  • Digitalisation

Author(s)

DEFELIX Christian
Professor and Dean
Grenoble IAE
FOURNIER Christophe
Professor
AUNEGE

Institution(s)

Podcasts of the same institution

  • 00:05:30

[Série – Face à la crise Covid-19] Vendre durant la période de confinement ?

Can business continue in a lockdown situation and if so, how? We will build on the widely accepted work on the '7 key stages of the sales process' (Dubinsky, 1980/81, ;Moncrief and Marshall 2005) and revisit them in the light of a lockdown situation
DEFELIX Christian - Grenoble IAE |
FOURNIER Christophe - AUNEGE |
  • Trends
  • Marketing, Sales and Communication

Podcasts of the same Topic

  • 00:03:20

[Série – Face à la crise Covid-19] Mieux comprendre l’appel à la peur utilisé pour faire face à la pandémie du Covid-19

A video that presents our article published in The Conversation in mid-March 2020 and that aims to provide an interesting deciphering of a situation of fear appeal, that of the management of the coronavirus health crisis, using behavioral sciences.
GAVARD-PERRET Marie-Laure - Grenoble IAE |
MAILLARD-WILHELM Marie-Claire - Grenoble IAE |
  • Trends
  • Health Sector Management, Marketing, Sales and Communication
  • 00:03:57

The effect of the number of ingredients on packaging evaluation and product choice

This research examines how the number of ingredients depicted on packaging in addition to the picture of the whole product impacts its efficacy depending on consumers’ motivation (hunger), opportunity (via cognitive load), and ability (via need for cognition – NFC) to process information. Three studies find that, under high cognitive load, packages depicting many ingredients induce more mental taste imagery, heighten purchase intention, and improve taste evaluations.
CAPELLI Sonia - iaelyon School of Management |
  • Research
  • Marketing, Sales and Communication, Public Management
  • 00:03:34

Crowdsourcing créatif : Compétences et dynamique d’apprentissage dans la génération d’idées

Due to the heterogeneous nature of the crowd in online crowdsourcing, one key question discussed by academics and practitionersiswhether participants are skilledenough to makevaluable contributions...
STEILS Nadia - IAE Lille |
  • Research
  • Marketing, Sales and Communication
  • 00:05:03

Crowdsourcing urbain: sélection des parties prenantes et flux de connaissances dynamiques

Urban crowdsourcing is a new form of open innovation that aims to develop smart cities. Using a qualitative approach with experts involved in the Casablanca Smart City project, this research contributes by studying complex, multi-actor ecosystems...
STEILS Nadia - IAE Lille |
  • Research
  • Marketing, Sales and Communication

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