Title: Intuitive Sales Force behavior:
Theorical Background and Empirial Investigation
Abstract: In
this
paper, we focused on the contribution of intuition in the marketing
area,
espessially in the selling one. We present the definition of intuition,
its
dimensions and how can we measure it. We showed that intuition is
mainly
an unconscious process which can be created, developed and
measured. However we don’t found studies in the marketing area.
This establishment
leads us to make a qualitative study which was based on free interviews
with
seller in a market place. Our results show that intuition is widely
used,
but sometimes sellers use also objective informations. Our results
supported
findings in the litterature as well as for use of intuition and the
importance
of experience ans practics in intuition, understanding customers and
selling.But
the most important contribution of our research is the recourse for
observation
in ordre to act better intuition in the selling efforts.
Author: Néji
Bouslama