Recherche
Publications
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SCHMITT L., CASENAVE E., PALLUD J. (2022). Comment les commerciaux B-to-B utilisent les réseaux sociaux professionnels : une analyse par les pratiques. Décisions Marketing, 104 [CNRS cat.3, FNEGE cat.3, HCERES cat.B]
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SCHMITT L., CASENAVE E., PALLUD J. (2021). Salespeople's work toward the institutionalization of social selling practices. Industrial Marketing Management, 96 [ABS cat.3, CNRS cat.2, FNEGE cat.2, HCERES cat.A]
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BOMPAR L., BRASSIER P., FISCHER N., FOURNIER C., KLEIN M., LAVORATA L., SCHMITT L., LAI-BENNEJEAN C. (2022). La mise à disposition élargie des offres : vers une distribution omnicanale et humaine. Marketing pour une société responsable, Paris, Association Française du Marketing (AFM), online
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SCHMITT L., FRANCK R., CHEFOR E. believe I can sell, but can I? B2B salespeople experiencing the impostor syndrome, Colloque européen Innovation et Commerce, (Global Sales Sciences Institute Avril 2023)
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KLEIN M., SCHMITT L., LUSSIER B. Using Gioia Methodology to Investigate Inductively the New Role of the Sales Profession in BtoB Contexts, 7th World Conference on Qualitative Research, (Janvier 2023)
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EPLER R., SCHMITT L., BEUK F., LEACH M. Walk the Walk: A Qualitative Inquiry of how B2B Salespeople Establish Credibility, Global Sales Science Institute Conference, (Global Sales Sciences Institute Juin 2022)
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SCHMITT L. It's time to adapt: How salespeople's time perspective alter their adapted behaviors., European Marketing Association Conference, (EMAC Annual Conference Mai 2022)
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CASENAVE E., PALLUD J., SCHMITT L. How artificial intelligence helps salespeople bounce back from a failure., Conférence de l'Association Française de Marketing, (Association Française de Marketing Mai 2022)
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SCHMITT L. Social media impact on sales performance through B2B salespeople's extra-role behaviors., Global Sales Science Institute Conference, (Global Sales Sciences Institute Juin 2021)
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SCHMITT L. BtoB Salespeople's Social Media Content : The Role of Organizational and Individual Reputation in Enhancing Customer Digital Engagement., Global Sales Science Institute Conference, (Global Sales Sciences Institute Juin 2020)
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SCHMITT L., CASENAVE E., PALLUD J. La diffusion des pratiques de social selling par les commerciaux BtoB dans leur entreprise : la perspective du travail institutionnel, Conférence de l'Association Française de Marketing, (Association Française de Marketing Mai 2020)
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CASENAVE E., SCHMITT L., PALLUD J. Use of social media by sales people in a B2B context: What antecedents to the intention of creating value for the organization or for the salesperson, 19th international marketing trends conference, ( 2019)
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SCHMITT L. Actors and mechanisms involved in the change of the sales process., NITMKG - Bringing Institutional Theory to Marketing, ( 2019)
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