, with an affective dimension and a calculative one. Commitment is shown to be linked to trust. Relationship marketing has … not paid a lot of attention to psychological variables and their impact on trust and commitment in a relational context … relationship proneness and psychological reactance. This typology highlights contrasted behaviors regarding trust and commitment …

’évolution d’un paramètre dans la relation. Dans ce sens, les apports des technologies de l’information et de la communication …’s evolution in a given relationship. At the same time, information and communication technologies constitute a major shift in …

améliorer la performance de leurs commerciaux.(VA)This article examines sales-forces control as determinant for their … performance. Three differentiation strategies are mobilized as explanatory factors of salesmen control and performance. The …(VF)Cet article analyse le contrôle des forces de vente comme déterminant de leur performance. Trois stratégies de …

hypothesize that trust and control are positively related to indicator of partnership success (satisfaction) and analyse the … confirms the central role of trust in the specific context of « Supply Chain Management », our study also shows that control …, through its dimension of evaluation and monitoring, has a direct impact on the trust between partners and the success of the …

performance, and also for announcers who want to plan online communication. As the Internet is still a new media, measuring tools …Principalement sous forme de bannières, la communication sur Internet offre des possibilités de communication … performances, que pour l’annonceur qui vise à mettre en œuvre une politique de communication online. Or, du fait de la spécificité …