{"id":"https://openalex.org/W848748795","doi":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","title":"How To Sell A Luxury Brand From A Non-Luxury Store. Essays on Managing a Salesperson's Motivation Towards Selling Luxury Brands From A Non-Luxury Multi-Brand Store","display_name":"How To Sell A Luxury Brand From A Non-Luxury Store. Essays on Managing a Salesperson's Motivation Towards Selling Luxury Brands From A Non-Luxury Multi-Brand Store","publication_year":2014,"publication_date":"2014-09-24","ids":{"openalex":"https://openalex.org/W848748795","doi":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","mag":"848748795"},"language":"fr","primary_location":{"id":"doi:10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","doi":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","is_oa":false,"landing_page_url":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","pdf_url":null,"source":{"id":"https://openalex.org/S4406923047","display_name":"theses.fr (ABES)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Jouy-en Josas, HEC","raw_type":"dissertation"},"parent_works":[],"lineage":["https://openalex.org/W848748795"],"child_works_count":0,"type":"dissertation","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://pastel.hal.science/tel-01599029v1/document","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5008307569","display_name":"Moumita Das","orcid":"https://orcid.org/0000-0003-3222-3391","observed_orcids":["https://orcid.org/0000-0003-3222-3391"]},"institutions":[{"id":"https://openalex.org/I83860666","display_name":"HEC Paris","ror":"https://ror.org/0423jsj19","country_code":"FR","type":"education","lineage":["https://openalex.org/I83860666"]}],"countries":["FR"],"is_corresponding":true,"raw_author_name":"Moumita Das","raw_affiliation_strings":["Jouy-en Josas, HEC"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Jouy-en Josas, HEC","institution_ids":["https://openalex.org/I83860666"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5008307569"],"corresponding_institution_ids":["https://openalex.org/I83860666"],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.6958000063896179,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.6958000063896179,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11536","display_name":"Consumer Retail Behavior Studies","score":0.19709999859333038,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.042100001126527786,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/luxury-brands","display_name":"luxury brands","score":0.972000002861023},{"id":"https://openalex.org/keywords/salesperson-motivation","display_name":"salesperson motivation","score":0.7070000171661377},{"id":"https://openalex.org/keywords/sales-force-management","display_name":"sales force management","score":0.7129999995231628},{"id":"https://openalex.org/keywords/cognitive-dissonance","display_name":"cognitive dissonance","score":0.9179999828338623},{"id":"https://openalex.org/keywords/social-identity-theory","display_name":"social identity theory","score":0.9860000014305115},{"id":"https://openalex.org/keywords/sales-effort","display_name":"sales effort","score":0.4189999997615814}],"concepts":[{"id":"https://openalex.org/C15708023","wikidata":"https://www.wikidata.org/wiki/Q80083","display_name":"Humanities","level":1,"score":0.7521013021469116},{"id":"https://openalex.org/C142362112","wikidata":"https://www.wikidata.org/wiki/Q735","display_name":"Art","level":0,"score":0.5525199174880981}],"mesh":[],"locations_count":4,"locations":[{"id":"doi:10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","doi":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","is_oa":false,"landing_page_url":"https://doi.org/10.70675/a051aff5z3160z4c9bzbdd4z9c334231d097","pdf_url":null,"source":{"id":"https://openalex.org/S4406923047","display_name":"theses.fr (ABES)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Jouy-en Josas, HEC","raw_type":"dissertation"},{"id":"pmh:oai:HAL:tel-01599029v1","doi":null,"is_oa":true,"landing_page_url":"https://pastel.hal.science/tel-01599029","pdf_url":"https://pastel.hal.science/tel-01599029v1/document","source":{"id":"https://openalex.org/S4306402512","display_name":"HAL","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4405252976","host_organization_name":"Centre pour la Communication Scientifique Directe","host_organization_lineage":["https://openalex.org/I4405252976"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Business administration. HEC, 2014. English. &#x27E8;NNT : 2014EHEC0012&#x27E9;","raw_type":"info:eu-repo/semantics/doctoralThesis"},{"id":"mag:848748795","doi":null,"is_oa":true,"landing_page_url":"https://pastel.hal.science/tel-01599029","pdf_url":null,"source":{"id":"https://openalex.org/S4306402512","display_name":"HAL","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4405252976","host_organization_name":"Centre pour la Communication Scientifique Directe","host_organization_lineage":["https://openalex.org/I4405252976"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null},{"id":"pmh:2014EHEC0012","doi":null,"is_oa":true,"landing_page_url":"http://www.theses.fr/2014EHEC0012/document","pdf_url":null,"source":{"id":"https://openalex.org/S4406923047","display_name":"theses.fr (ABES)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Electronic Thesis or Dissertation"}],"best_oa_location":{"id":"pmh:oai:HAL:tel-01599029v1","doi":null,"is_oa":true,"landing_page_url":"https://pastel.hal.science/tel-01599029","pdf_url":"https://pastel.hal.science/tel-01599029v1/document","source":{"id":"https://openalex.org/S4306402512","display_name":"HAL","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4405252976","host_organization_name":"Centre pour la Communication Scientifique Directe","host_organization_lineage":["https://openalex.org/I4405252976"],"host_organization_lineage_names":[],"type":"repository"},"license":"other-oa","license_id":"https://openalex.org/licenses/other-oa","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Business administration. HEC, 2014. English. &#x27E8;NNT : 2014EHEC0012&#x27E9;","raw_type":"info:eu-repo/semantics/doctoralThesis"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[{"id":"https://openalex.org/F4320312770","display_name":"Academy of Marketing","ror":"https://ror.org/014x5gh74"}],"has_content":{"pdf":true,"grobid_xml":true},"content_urls":{"pdf":"https://content.openalex.org/works/W848748795.pdf","grobid_xml":"https://content.openalex.org/works/W848748795.grobid-xml"},"referenced_works_count":130,"referenced_works":["https://openalex.org/W983370272","https://openalex.org/W1482633194","https://openalex.org/W1488010643","https://openalex.org/W1492511747","https://openalex.org/W1567377583","https://openalex.org/W1581891313","https://openalex.org/W1584033246","https://openalex.org/W1597676467","https://openalex.org/W1714091551","https://openalex.org/W1842633607","https://openalex.org/W1960799625","https://openalex.org/W1965806250","https://openalex.org/W1966218829","https://openalex.org/W1967881752","https://openalex.org/W1970021480","https://openalex.org/W1972252571","https://openalex.org/W1972790455","https://openalex.org/W1973173821","https://openalex.org/W1977334936","https://openalex.org/W1978359721","https://openalex.org/W1981498444","https://openalex.org/W1982562184","https://openalex.org/W1982655161","https://openalex.org/W1985948440","https://openalex.org/W1987412795","https://openalex.org/W1991218014","https://openalex.org/W1991623719","https://openalex.org/W1992768615","https://openalex.org/W1996254382","https://openalex.org/W1996341448","https://openalex.org/W1996743441","https://openalex.org/W2003829874","https://openalex.org/W2005553846","https://openalex.org/W2005933169","https://openalex.org/W2006731719","https://openalex.org/W2008073538","https://openalex.org/W2012645943","https://openalex.org/W2013400467","https://openalex.org/W2013493648","https://openalex.org/W2014169941","https://openalex.org/W2017680376","https://openalex.org/W2021142797","https://openalex.org/W2024110803","https://openalex.org/W2026149024","https://openalex.org/W2026660108","https://openalex.org/W2028216912","https://openalex.org/W2029532555","https://openalex.org/W2030216343","https://openalex.org/W2032427428","https://openalex.org/W2038984978","https://openalex.org/W2042853606","https://openalex.org/W2044675471","https://openalex.org/W2046752514","https://openalex.org/W2047116740","https://openalex.org/W2047266572","https://openalex.org/W2051230126","https://openalex.org/W2051394354","https://openalex.org/W2053204041","https://openalex.org/W2057248068","https://openalex.org/W2058827311","https://openalex.org/W2063169022","https://openalex.org/W2063205442","https://openalex.org/W2066774529","https://openalex.org/W2067245865","https://openalex.org/W2075013554","https://openalex.org/W2077597346","https://openalex.org/W2078157249","https://openalex.org/W2080972365","https://openalex.org/W2080979460","https://openalex.org/W2081229662","https://openalex.org/W2082189657","https://openalex.org/W2083394332","https://openalex.org/W2085539738","https://openalex.org/W2088100178","https://openalex.org/W2092092728","https://openalex.org/W2096296573","https://openalex.org/W2097592370","https://openalex.org/W2098616943","https://openalex.org/W2098724756","https://openalex.org/W2101855621","https://openalex.org/W2105871912","https://openalex.org/W2111602683","https://openalex.org/W2111771113","https://openalex.org/W2112017619","https://openalex.org/W2112090158","https://openalex.org/W2116256083","https://openalex.org/W2116662150","https://openalex.org/W2118827193","https://openalex.org/W2119353660","https://openalex.org/W2119940806","https://openalex.org/W2121550906","https://openalex.org/W2123551388","https://openalex.org/W2124713964","https://openalex.org/W2125275681","https://openalex.org/W2132449196","https://openalex.org/W2135255056","https://openalex.org/W2136001421","https://openalex.org/W2136075725","https://openalex.org/W2136360414","https://openalex.org/W2141943685","https://openalex.org/W2143812388","https://openalex.org/W2148697571","https://openalex.org/W2152879307","https://openalex.org/W2154065094","https://openalex.org/W2160398179","https://openalex.org/W2168014017","https://openalex.org/W2169082092","https://openalex.org/W2229869604","https://openalex.org/W2312995207","https://openalex.org/W2321286446","https://openalex.org/W2321396335","https://openalex.org/W2326448563","https://openalex.org/W2326963644","https://openalex.org/W2327011051","https://openalex.org/W2330236885","https://openalex.org/W2330864153","https://openalex.org/W2338295178","https://openalex.org/W2421917313","https://openalex.org/W2480734034","https://openalex.org/W2503281504","https://openalex.org/W3124499558","https://openalex.org/W3124536214","https://openalex.org/W4229701870","https://openalex.org/W4231539502","https://openalex.org/W4233433191","https://openalex.org/W4233977211","https://openalex.org/W4235678817","https://openalex.org/W4291214035","https://openalex.org/W4298185589","https://openalex.org/W4399228408"],"related_works":["https://openalex.org/W3184134190","https://openalex.org/W190539515","https://openalex.org/W2945992858","https://openalex.org/W71372142","https://openalex.org/W2480993714","https://openalex.org/W3015925457","https://openalex.org/W7147104463","https://openalex.org/W4249121281","https://openalex.org/W157610947"],"abstract_inverted_index":{"Comment":[0],"vendre":[1],"une":[2,189],"marque":[3],"de":[4,14,22,24,38,44,47,66,80,84,88,94,135,137,149,152,173,175,183,199],"luxe":[5,25,39,53,67,92,114,138,147,153],"dans":[6,26,141],"un":[7,27,103],"magasin":[8],"g\u00e9n\u00e9raliste.":[9],"Essais":[10],"sur":[11,188,192],"la":[12,15,20,45,77,171,193,197],"gestion":[13,43],"motivation":[16],"du":[17,52,61,91,113,124,128],"vendeur":[18],"pour":[19],"vente":[21,48,174],"marques":[23,37,65,151,158,182],"environnement":[28],"multi-marques":[29,121],"qui":[30],"ne":[31],"se":[32],"limite":[33],"pas":[34],"aux":[35,98,159,181],"seules":[36],"La":[40],"recherche":[41,78],"en":[42,54],"force":[46,172],"concernant":[49],"les":[50,82,111],"produits":[51,87,136],"est":[55,139],"\u00e0":[56,165],"ses":[57],"pr\u00e9mices.":[58],"Compte":[59],"tenu":[60],"poids":[62],"accru":[63],"des":[64,69,86,118,126,133],"et":[68,79,115,155,196],"perspectives":[70],"futures":[71],"tr\u00e8s":[72],"prometteuses,":[73],"il":[74],"importe":[75],"d\u2019enrichir":[76],"comprendre":[81],"leviers":[83],"ventes":[85,134],"luxe.":[89,184],"L\u2019industrie":[90],"dispose":[93],"deux":[95],"voies":[96],"d\u2019acc\u00e8s":[97],"consommateurs":[99],"finaux.":[100],"D\u2019une":[101],"part,":[102,117],"r\u00e9seau":[104],"sp\u00e9cialis\u00e9":[105],"/":[106],"d\u00e9di\u00e9":[107],"contr\u00f4l\u00e9":[108],"directement":[109],"par":[110],"fabricants":[112,127],"d\u2019autre":[116],"boutiques":[119,143,177],"g\u00e9n\u00e9ralistes":[120,178],"(en":[122],"dehors":[123],"contr\u00f4le":[125],"luxe).":[129],"Une":[130],"part":[131],"importante":[132],"r\u00e9alis\u00e9e":[140],"ces":[142,176],"non":[144],"d\u00e9di\u00e9es":[145],"au":[146],"o\u00f9":[148],"multiples":[150],"coexistent":[154],"c\u00f4toient":[156],"d\u2019autres":[157],"divers":[160],"statuts.":[161],"Cette":[162,185],"th\u00e8se":[163,186],"s\u2019attache":[164],"expliquer":[166],"le":[167],"niveau":[168],"d\u2019effort":[169],"que":[170],"va":[179],"d\u00e9dier":[180],"repose":[187],"vaste":[190],"litt\u00e9rature":[191],"dissonance":[194],"cognitive":[195],"th\u00e9orie":[198],"l\u2019identit\u00e9":[200],"sociale":[201]},"counts_by_year":[],"updated_date":"2026-11-14T11:04:58.165337","created_date":"2016-06-24T00:00:00"}
