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Business functions at the heart of the evolution of BtoB intermediaries? An exploratory study

Articles

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Disciplines
KeywordsTriple Keywords
Trade
Commerce
Business
Subject (Philosophy)
Literature
World literature
Western literature (Western countries)
Belles-lettres
Number concept
Evolution
Evidence
Proof

Abstract

National audience Intercompany trade is a subject little studied by the Management Sciences. However, the limited work on the topic seems to agree on a finding of significant developments in this sector. These developments may have an impact on the management of the commercial and marketing human resources of business-to-business intermediaries. This is the subject of this article. Based on a reading grid from the human resources management literature, the testimonies of 12 actors in the business functions of BtoB intermediation are analysed. The authors highlight a number of factors which tend to show that those functions actually accompany, albeit in a more or less obvious manner, developments in their undertakings. These elements are all possible avenues for further research on other samples of intermediaries.

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