 |
 |
| Titre : |
Key consensus factors as a tool for project-oriented marketing organizations |
|
| Numéro : |
68 |
|
| Année : |
2021 |
|
| Volume : |
XXVII |
|
| Auteur(s) : |
Olivier MESLY, Christophe RÉTHORÉ |
|
| Résumé : |
This article presents Key Consensus Factors (KCFs), i.e., those factors that contribute to mutual trust and effective cooperation among stakeholders in project-oriented marketing organizations (POMOs) that aspire to work together toward success. We extract tentative KCFs using the data percolation methodology, which emphasizes the findings of contrasting cases through research. The results of the 18 semi-structured interviews and two focus groups conducted over four years in two different cultures France and Canada lead us to propose four Key Consensus Factors (KCFs): (1) the establishment of behavioral norms, including mutual listening; (2) the meticulous respect for the triple constraint of the calendar of tasks and activities, costs, and quality; (3) the establishment of a common belief system with a clear goal in mind; and 4) the careful anticipation of unexpected risks. Our paper contributes empirically to discussions about the makeup of KCFs, a topic that has been little addressed in the marketing and project management literature. This paper fills the current gap that exists between the notions of Key Success Factors (KSFs), Key Failure Factors (KFFs) and Key Conensus Factors (KCFs). While countless studies have been conducted on KSFs and KFFs, especially in the project management literature, the literature on KCFs is scarce and, to our knowledge, no research centers on the link between the three sets of factors. Our paper can benefit organizations that engage in significant marketing efforts to carry out projects, as it offers a practical model that can guide their activities toward fruitful relationships among all stakeholders, including with their staff and clients. To that effect, we provide a KCF-based checklist aimed at cohesiveness within project-oriented marketing organizations. |
|
| Pages : |
73 - 99 |
|
| DOI : |
https://www.cairn.info/revue-internationale-de-psychosociologie-de-gestion-des-comportements-organisationnels-2021-68-page-73.htm |
|
| Type : |
Research paper |
|
| Keywords : |
project, Key Consensus Factor (KCF), Key Success Factor (KSF), Key Failure Factor (KFF), Strategy; Project-Oriented Marketing Organization (POMO) |
|
| APA : |
|
|
| Citations : |
0 |
|
| CAIRN : |
https://www.cairn.info/revue-internationale-de-psychosociologie-de-gestion-des-comportements-organisationnels-2021-68-page-73.htm |
| |
|
|
|
|
| Most cited papers |
| |
| Display TOP | 5 | 10 | 15 | 20 | |
| |
|
|
| Louis Jacques, Filion |
|
| Entrepreneurial representations: an emerging field of study |
|
| Volume XIV, Issue 32, 2008 Afficher plus |
|
|
|
| Cornelius, Castoriadis |
|
| The "rationality" of capitalism |
|
| Volume IV, Issue 08, 1997 Afficher plus |
|
|
|
| Robert, Paturel |
|
| Grandeurs and servitudes of entrepreneurship ... |
|
| Volume XIII, Issue 31, 2007 Afficher plus |
|
|
|
| Jean, Pralong |
|
| The image of work according to Y generation. An intergenerational comparison on 400 subjects using a cognitive mapping technique |
|
| Volume XVI, Issue 39, 2010 Afficher plus |
|
|
|
| Harry, Coenen |
|
| Action research. The relationship between researchers and the researched |
|
| Volume VII, Issue 16-17, 2001 Afficher plus |
|
|
|
| Pascale, Molinier |
|
| Subjective moral autonomy and the construction of sexual ldentity : the contribution of the psychodynamics of work |
|
| Volume III, Issue 05, 1996 Afficher plus |
|
|
|
| Jean-Louis, Le Grand |
|
| Defining life stories |
|
| Volume VI, Issue 14, 2000 Afficher plus |
|
|
|
| Pierre, Parlebas |
|
| A cultural break: from traditional games to sport |
|
| Volume IX, Issue 20, 2003 Afficher plus |
|
|
|
| Michel, Llory ; Annick, Llory |
|
| Management description and subjective description of work : differences ? An automobile assembly plant |
|
| Volume III, Issue 05, 1996 Afficher plus |
|
|
|
| Eugène, Enriquez |
|
| Psychosociology at the crossroads |
|
| Volume I, Issue 01, 1994 Afficher plus |
|
|
|
| |
| |
|
|
