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La performance des managers de comptes clés dans un contexte industriel
Cette recherche a pour objet de proposer un modèle explicatif de la performance des managers de comptes clés dans un contexte industriel. Elle s'intéresse aux leviers d'action (comportements et mécanismes) que ces commerciaux particuliers utilisent pour exécuter leurs activités importantes et être performants en termes de création de valeur perçue, d'intégration perçue et de satisfaction client. Dans une première partie, nous présentons le contexte théorique de notre recherche. Après avoir analysé la fonction manager des comptes clés et les recherches sur la performance des vendeurs, trois notions fondamentales sont retenues sur la base d'une adaptation du cadre conceptuel d...
Managing the Undesirables
Official figures classify some fifty million of the world’s people as 'victims of forced displacement'. Refugees, asylum seekers, disaster victims, the internally displaced and the temporarily tolerated - categories of the excluded proliferate, but many more are left out of count. In the face of this tragedy, humanitarian action increasingly seems the only possible response. On the ground, however, the 'facilities' put in place are more reminiscent of the logic of totalitarianism. In a situation of permanent catastrophe and endless emergency, 'undesirables' are kept apart and out of sight, while the care dispensed is designed to control, filter and confine. How should we interpret the disturbing symbiosis between the hand that cares and the hand that strikes? After seven years of study in the refugee camps, Michel Agier reveals their 'disquieting ambiguity' and stresses the imperative need to take into account forms of improvisation and challenge that are currently transforming the camps, sometimes making them into towns and heralding the emergence of political subjects. A radical critique of the foundations, contexts, and political effects of humanitarian action.
Privilege and Property
What can and can't be copied is a matter of law, but also of aesthetics, culture, and economics. The act of copying, and the creation and transaction of rights relating to it, evokes fundamental notions of communication and censorship, of authorship and ownership - of privilege and property. This volume conceives a new history of copyright law that has its roots in a wide range of norms and practices. The essays reach back to the very material world of craftsmanship and mechanical inventions of Renaissance Italy where, in 1469, the German master printer Johannes of Speyer obtained a five-year exclusive privilege to print in Venice and its dominions. Along the intellectual journey that follow...
Driftworks
In this collection of essays and interviews from 1970-72, Jean-François Lyotard explores and drifts, as we drift, between art and politics, the "figural" and representation, silence and libidinal energy.
Agriculture and The World Trade Organisation
The volume offers to the reader a multi-faceted dialogue between noted experts from two major agricultural countries, both founding members of the Word Trade Organisation, each one with different stakes in the great globalisation game. After providing the recent historical background of agricultural policies in India and France, the contributors address burning issues related to market and regulation, food security and food safety, the expected benefits from the WTO and the genuine problems raised by the new forms of international trade in agriculture, including the sensitive question of intellectual property rights in bio-technologies. This informed volume underlines the necessity of moving beyond the North-South divide, in order to address the real challenges of the future.
Organising Modernity
In this important theoretical and empirical statement John Law argues against the purity of post-enlightenment political and social theory, and offers an alternative post-modern sociology. Arguing in favor of a sociology of verbs, he suggests that power, organizations, mind-body dualisms, and macro-micro distinctions may all be understood as the local performance of recursive modes of social ordering. Drawing on a range of theoretical traditions including actor-network theory, verstehende sociology, and the writing of Michel Foucault, he explores the production of materials - including agents and architectures - and their importance for these modes of ordering. The book, which draws on organizational ethnography to develop its argument, is essential reading for all those interested in social theory, materialism, or the sociology of organizations at the end of the era of high modernity.
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