Thesis supervisor
: Pascal Ughetto
The thesis examines the existence of a sales profession within the Orange company. It aims to trace, based on an analysis of activity in the company's various sales areas (stores, call centers, internet), the development of professional practices, identities, and collective dynamics within sales teams. The thesis proposes to draw parallels between these constructions and the evolution of the company's commercial organization, which has resulted in profound changes in the management of professionals (evaluation and compensation, workspaces, IT environment, etc.). The thesis will then seek to show how salespeople are reshaping their profession within an organization that is questioning the role of sales in its operations.
Keywords:
organization; profession; professional identities; activity; innovation; sales work; market; management tools
Thesis defense on Thursday, October 12
, 2017
Doctorate
: Sociology
Year of thesis registration
: November 22, 2012
Doctoral school
: OMI – Organization, Markets, Institutions
Jury
Alexandre MALLARD, Director of Research, Mines ParisTech (rapporteur)
Frédéric NEYRAT, University Professor, University of Rouen (rapporteur)
Gérald GAGLIO, University Professor, University of Nice Sophia Antipolis
Sandrine BARREY, Senior Lecturer, University of Toulouse Jean-Jaurès
Marie BENEDETTO-MEYER, Associate Senior Lecturer, University of Versailles St-Quentin
Pascal UGHETTO, University Professor, University of Paris-Est Marne-la-Vallée (thesis supervisor)