<?xml version="1.0" encoding="utf-8"?>
<TEI xmlns="http://www.tei-c.org/ns/1.0" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xmlns:hal="http://hal.archives-ouvertes.fr/" xmlns:gml="http://www.opengis.net/gml/3.3/" xmlns:gmlce="http://www.opengis.net/gml/3.3/ce" version="1.1" xsi:schemaLocation="http://www.tei-c.org/ns/1.0 http://api.archives-ouvertes.fr/documents/aofr-sword.xsd">
  <teiHeader>
    <fileDesc>
      <titleStmt>
        <title>HAL TEI export of hal-02382968</title>
      </titleStmt>
      <publicationStmt>
        <distributor>CCSD</distributor>
        <availability status="restricted">
          <licence target="https://creativecommons.org/publicdomain/zero/1.0/">CC0 1.0 - Universal</licence>
        </availability>
        <date when="2026-05-07T02:48:40+02:00"/>
      </publicationStmt>
      <sourceDesc>
        <p part="N">HAL API Platform</p>
      </sourceDesc>
    </fileDesc>
  </teiHeader>
  <text>
    <body>
      <listBibl>
        <biblFull>
          <titleStmt>
            <title xml:lang="en">TIME MANAGEMENT, ACTIVITY SELECTION AND SALES PERFORMANCE: A NEW WAY TO REPOSITION THE ROLE OF MANAGEMENT AND SALESPEOPLE</title>
            <author role="aut">
              <persName>
                <forename type="first">Cécilia</forename>
                <surname>Brassier-Rodrigues</surname>
              </persName>
              <email type="md5">527a59af88ffc330db9335678d1fafd6</email>
              <email type="domain">uca.fr</email>
              <idno type="idhal" notation="string">cecilia-brassier-rodrigues</idno>
              <idno type="idhal" notation="numeric">183676</idno>
              <idno type="halauthorid" notation="string">25102-183676</idno>
              <idno type="ORCID">https://orcid.org/0000-0001-8391-7348</idno>
              <affiliation ref="#struct-479695"/>
            </author>
            <author role="aut">
              <persName>
                <forename type="first">Pascal</forename>
                <surname>Brassier</surname>
              </persName>
              <email type="md5">16780a816ba7506875a25e4047006955</email>
              <email type="domain">uca.fr</email>
              <idno type="idhal" notation="string">pascal-brassier</idno>
              <idno type="idhal" notation="numeric">178058</idno>
              <idno type="halauthorid" notation="string">1157-178058</idno>
              <idno type="GOOGLE SCHOLAR">https://scholar.google.fr/citations?user=XmzmQqgAAAAJ&amp;hl=fr</idno>
              <idno type="ORCID">https://orcid.org/0000-0002-0505-3983</idno>
              <idno type="IDREF">https://www.idref.fr/091504260</idno>
              <affiliation ref="#struct-198870"/>
            </author>
            <editor role="depositor">
              <persName>
                <forename>PASCAL</forename>
                <surname>BRASSIER</surname>
              </persName>
              <email type="md5">16780a816ba7506875a25e4047006955</email>
              <email type="domain">uca.fr</email>
            </editor>
          </titleStmt>
          <editionStmt>
            <edition n="v1" type="current">
              <date type="whenSubmitted">2019-11-27 14:42:13</date>
              <date type="whenModified">2025-08-12 15:19:18</date>
              <date type="whenReleased">2019-12-02 15:09:41</date>
              <date type="whenProduced">2003</date>
              <date type="whenEndEmbargoed">2019-11-27</date>
              <ref type="file" target="https://uca.hal.science/hal-02382968v1/document">
                <date notBefore="2019-11-27"/>
              </ref>
              <ref type="file" subtype="author" n="1" target="https://uca.hal.science/hal-02382968v1/file/2003_ATINER_Athens.pdf" id="file-2382968-2284828">
                <date notBefore="2019-11-27"/>
              </ref>
            </edition>
            <respStmt>
              <resp>contributor</resp>
              <name key="341536">
                <persName>
                  <forename>PASCAL</forename>
                  <surname>BRASSIER</surname>
                </persName>
                <email type="md5">16780a816ba7506875a25e4047006955</email>
                <email type="domain">uca.fr</email>
              </name>
            </respStmt>
          </editionStmt>
          <publicationStmt>
            <distributor>CCSD</distributor>
            <idno type="halId">hal-02382968</idno>
            <idno type="halUri">https://uca.hal.science/hal-02382968</idno>
            <idno type="halBibtex">brassierrodrigues:hal-02382968</idno>
            <idno type="halRefHtml">&lt;i&gt;Communicating with customers: Trends &amp; Developments&lt;/i&gt;, 2003, 9789608782228</idno>
            <idno type="halRef">Communicating with customers: Trends &amp; Developments, 2003, 9789608782228</idno>
            <availability status="restricted">
              <licence target="https://about.hal.science/hal-authorisation-v1/">HAL Authorization<ref corresp="#file-2382968-2284828"/></licence>
            </availability>
          </publicationStmt>
          <seriesStmt>
            <idno type="stamp" n="SHS">Sciences de l'Homme et de la Société</idno>
            <idno type="stamp" n="PRES_CLERMONT">Université de Clermont</idno>
            <idno type="stamp" n="UNIV-CLERMONT1" corresp="PRES_CLERMONT">Université d'Auvergne - Clermont-Ferrand I</idno>
            <idno type="stamp" n="LABCS" corresp="PRES_CLERMONT">Laboratoire Communication et Sociétés</idno>
            <idno type="stamp" n="CLERMA" corresp="PRES_CLERMONT">Clermont Recherche Management</idno>
          </seriesStmt>
          <notesStmt>
            <note type="audience" n="2">International</note>
            <note type="popular" n="0">No</note>
          </notesStmt>
          <sourceDesc>
            <biblStruct>
              <analytic>
                <title xml:lang="en">TIME MANAGEMENT, ACTIVITY SELECTION AND SALES PERFORMANCE: A NEW WAY TO REPOSITION THE ROLE OF MANAGEMENT AND SALESPEOPLE</title>
                <author role="aut">
                  <persName>
                    <forename type="first">Cécilia</forename>
                    <surname>Brassier-Rodrigues</surname>
                  </persName>
                  <email type="md5">527a59af88ffc330db9335678d1fafd6</email>
                  <email type="domain">uca.fr</email>
                  <idno type="idhal" notation="string">cecilia-brassier-rodrigues</idno>
                  <idno type="idhal" notation="numeric">183676</idno>
                  <idno type="halauthorid" notation="string">25102-183676</idno>
                  <idno type="ORCID">https://orcid.org/0000-0001-8391-7348</idno>
                  <affiliation ref="#struct-479695"/>
                </author>
                <author role="aut">
                  <persName>
                    <forename type="first">Pascal</forename>
                    <surname>Brassier</surname>
                  </persName>
                  <email type="md5">16780a816ba7506875a25e4047006955</email>
                  <email type="domain">uca.fr</email>
                  <idno type="idhal" notation="string">pascal-brassier</idno>
                  <idno type="idhal" notation="numeric">178058</idno>
                  <idno type="halauthorid" notation="string">1157-178058</idno>
                  <idno type="GOOGLE SCHOLAR">https://scholar.google.fr/citations?user=XmzmQqgAAAAJ&amp;hl=fr</idno>
                  <idno type="ORCID">https://orcid.org/0000-0002-0505-3983</idno>
                  <idno type="IDREF">https://www.idref.fr/091504260</idno>
                  <affiliation ref="#struct-198870"/>
                </author>
              </analytic>
              <monogr>
                <idno type="isbn">9789608782228</idno>
                <title level="m">Communicating with customers: Trends &amp; Developments</title>
                <imprint>
                  <date type="datePub">2003</date>
                </imprint>
              </monogr>
            </biblStruct>
          </sourceDesc>
          <profileDesc>
            <langUsage>
              <language ident="en">English</language>
            </langUsage>
            <textClass>
              <classCode scheme="halDomain" n="shs.gestion">Humanities and Social Sciences/Business administration</classCode>
              <classCode scheme="halTypology" n="COUV">Book sections</classCode>
              <classCode scheme="halOldTypology" n="COUV">Book sections</classCode>
              <classCode scheme="halTreeTypology" n="COUV">Book sections</classCode>
            </textClass>
            <abstract xml:lang="en">
              <p>When considering the roles of management and salespeople at the strategic level of analysis or at the operational level of analysis, we note that often there is no agreement between the objectives determined by management and results obtained by the sales force. To resolve this disparity, we propose to shed light on a major gap that exists in traditional management. This gap deals with the way salespeople perform their role. To date, no previous research has investigated the extent to which the role assigned by management has been modified into the role taken by the salesperson. We propose that when salespeople make choices about their role, distance exists between the role assigned by management and the roles actually performed.Time is a familiar problem which provides a new explanation for the existence of the differences in roles set forth in this gap. We propose that an individual’s perspective of time (i.e., monochronic vs. polychronic) explains their time management choices, their activity preferences, and the performance of sales personnel.  A better understanding of this concept and its integration into management would reduce the gap between the roles assigned by management and the roles taken by members of the sales force.To begin, we define concepts like prescribed role or exerted role and present how these are used in a major sales organization. Next, we precisely define the notions of time management and time orientation, and how they influence the activities of salespeople.  These issues will be investigated in a research project that should have implications for every sales organization.  A study in the French banking industry has already started. This investigation will provide tangible results addressing the issues raised here.</p>
            </abstract>
          </profileDesc>
        </biblFull>
      </listBibl>
    </body>
    <back>
      <listOrg type="structures">
        <org type="laboratory" xml:id="struct-479695" status="OLD">
          <idno type="IdRef">192900285</idno>
          <idno type="RNSR">201220068R</idno>
          <orgName>Laboratoire Communication et Sociétés</orgName>
          <orgName type="acronym">ComSocs</orgName>
          <date type="start">2017-01-01</date>
          <date type="end">2020-12-31</date>
          <desc>
            <address>
              <addrLine>UFR Langues, Cultures et Communication, 34 avenue Carnot, 63000 Clermont-Ferrand</addrLine>
              <country key="FR"/>
            </address>
            <ref type="url">http://communication-societes.uca.fr/</ref>
          </desc>
          <listRelation>
            <relation name="EA4647" active="#struct-422708" type="direct"/>
          </listRelation>
        </org>
        <org type="laboratory" xml:id="struct-198870" status="OLD">
          <orgName>Centre de Recherche Clermontois en Gestion et Management</orgName>
          <orgName type="acronym">CRCGM</orgName>
          <date type="end">2016-12-31</date>
          <desc>
            <address>
              <addrLine>28 Place Henri Dunant / 63000 Clermont-Ferrand</addrLine>
              <country key="FR"/>
            </address>
            <ref type="url">http://www.crcgm.fr</ref>
          </desc>
          <listRelation>
            <relation name="EA3849" active="#struct-300267" type="direct"/>
            <relation active="#struct-350924" type="direct"/>
          </listRelation>
        </org>
        <org type="institution" xml:id="struct-422708" status="OLD">
          <idno type="IdRef">196200032</idno>
          <idno type="ROR">https://ror.org/01a8ajp46</idno>
          <orgName>Université Clermont Auvergne [2017-2020]</orgName>
          <orgName type="acronym">UCA  [2017-2020]</orgName>
          <date type="start">2017-01-01</date>
          <date type="end">2020-12-31</date>
          <desc>
            <address>
              <addrLine>49, bd François-Mitterrand / CS 60032 / 63001 Clermont-Ferrand Cedex 1</addrLine>
              <country key="FR"/>
            </address>
            <ref type="url">http://www.uca.fr/</ref>
          </desc>
        </org>
        <org type="institution" xml:id="struct-300267" status="OLD">
          <orgName>Université d'Auvergne - Clermont-Ferrand I</orgName>
          <orgName type="acronym">UdA</orgName>
          <date type="end">2016-12-31</date>
          <desc>
            <address>
              <addrLine>49, Boulevard François-Mitterrand / CS 60032 / 63001 Clermont-Ferrand Cedex 1</addrLine>
              <country key="FR"/>
            </address>
            <ref type="url">http://www.u-clermont1.fr/</ref>
          </desc>
        </org>
        <org type="institution" xml:id="struct-350924" status="VALID">
          <idno type="IdRef">030099927</idno>
          <orgName>École Supérieure de Commerce (ESC) - Clermont-Ferrand</orgName>
          <orgName type="acronym">ESC Clermont-Ferrand</orgName>
          <desc>
            <address>
              <addrLine>4 Boulevard Trudaine, 63000 Clermont-Ferrand</addrLine>
              <country key="FR"/>
            </address>
            <ref type="url">https://www.esc-clermont.fr/</ref>
          </desc>
        </org>
      </listOrg>
    </back>
  </text>
</TEI>