La structuration de l’activité commerciale des entreprises françaises de taille moyenne

Abstract : This work contributes to a further questioning about the structuring of organizations. Our research concentrates on the observation of the organizational behaviour of the commercial activity of a French SME sub-set : the medium-sized businesses. We have tried to understand the process by which the commercial activity of medium-sized businesses structures itself. Our core objective is to survey the thesis that structure matter as much as the way users run it. From the incidental analysis, our theoretical investigation shows that the user part is yet marginalized. The political dimension seems to be decisive in these small-size structures. To illustrate this thesis, we propose to identify the features of structural dynamics within a sample of medium-sized businesses commercial activity. An analysis of the literature as well as a qualitative exploratory stage on almost ten medium-sized companies initially allowed us to work out the concepts of research : users discern contextual constraints and turn them into reorganization strategies throughout a cognitive process, giving rise to political games. On this basis we have gone deeper into our two main lines of research through a quantitative exploratory stage by a sample of 241 companies. After completing this stage we are able to propose an ideal model of commercial activity organization presenting its various structural variables and the contingent factors which influence it. During the qualitative period we came to a conclusion that the components of dynamics can be joined together in three families of factors attached to the actor, the main element of the dynamics. On this basis a model of causality estimated by the technique of partial least squares (PLS), tested on the PLS Graph 3.1 software and validated according to a bootstrap procedure allows further insight into the characteristics of structural dynamics and their articulations. The part of political dimension when structuring is then highlighted. After completion of the model several scenarios on the reorganization of the commercial activities of the medium-sized companies sample are suggested.
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Contributor : Grégory Reyes <>
Submitted on : Tuesday, May 7, 2019 - 1:54:54 PM
Last modification on : Tuesday, May 21, 2019 - 1:37:41 AM


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Grégory Reyes. La structuration de l’activité commerciale des entreprises françaises de taille moyenne. Gestion et management. Université de poitiers, 2004. Français. ⟨tel-02122500⟩



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