Sales teams can often make or break the success of a new luxury brand or product. As competition between retailers and brands grows, it becomes increasingly important to stimulate the sales team's motivation for higher sales performance and stronger commitment to their own organization. In...

The author analyses the reasons behind the appearance of a new type of enterprise - the informational enterprise - and defines its major characteristics. He emphasizes the debureaucratization and deformalization of the organization, the intellectualization of activities and the role of culture...

Marketing has been criticized for its lack of accountability, which is qualified by a misalignment with strategic objectives. Most of the researches propose that marketing accountability must be reinforced with more performance measures. In this doctoral thesis, we employ a different approach in...