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Frédéric Dalsace holds an M.Sc. degree from HEC and an MBA with honors from the Harvard Business School and both an M.Sc. and a Ph.D. in Management from INSEAD. He teaches New Product Development and B2B Marketing.
Most of his research concentrates on inter-organizational (B2B) issues such as outsourcing, product development, and buyer-seller relationships, but Frédéric is also working on non-traditional branding strategies. His thesis work has been awarded the Canon Foundation Fellowship and the 2001 ISBM (Institute for the Study of Business Market) prize for the best doctoral research in B2B, and he has published in academic journals such as the Strategic Management Journal, Harvard Business Review and Business Horizons. Frédéric Dalsace was awarded the HEC Foundation Prize for the best research piece published by the HEC Faculty in 2004, and the 2005 ACA Prize for the best research published in the area of purchasing strategy. In 2006, he was awarded the business school-wide BNP-Paribas Teaching Award.
Frédéric Dalsace has more than 10 years of experience in the business world. He worked in the sales and marketing departments of several industrial companies such as Michelin and CarnaudMetalbox (packaging), both in Europe and in Japan. Before returning to Academia, he was a strategy consultant with McKinsey & Company for more than three years.
"Reaching the Rich World's Poorest Consumers", Harvard Business Review, March 2015, vol. 93, n° 3, pp. 46-53 (in coll. with M. YUNUS, D. MENASCE, B. FAIVRE TAVIGNOT).
"Les pénalités de pauvreté en France : comment le marché aggrave la situation des populations pauvres", Facts Reports (Field ACTions Science Reports), 2012, n° 4 (in coll. with F. Dalens, J. Berger, C-E. Vincent).
"Structurer le débat « entreprises et pauvretés ». Légitimité, intérêt, modalité, efficacité", Revue Française de Gestion, November 2010, vol. 36, n° 208-209, pp. 15-44 (in coll. with D. Ménascé).
"Brand Magic: Harry Potter marketing", Harvard Business Review, February 2007, vol. 85, n° 2 (in coll. with D. DUBOIS, C. Damay).
"Should You Set Up Your Own Sales Force or Should You Outsource It ? Pitfalls in the Standard Analysis", Business Horizons, January-February 2005, vol. 48, n° 1, pp. 23-36 (in coll. with W. Ross, E. Anderson).
"Do Make or Buy Decisions matter ? The Influence of Organizational Governance on Technological Performance", Strategic Management Journal, September 2002, vol. 23, n° 9, pp. 817-833 (in coll. with M. Leiblein, J. Reuer).
"Redefining Supplier Development Programs", Revue Internationale de l'Achat, 2002, vol. 22, n° 1 (in coll. with B. Rogowski).
Chapters in Edited Books
"L'apprentissage comme motivation de l'externalisation", in L'art du management, HEC Paris, Dunod, Paris, 2005, 234-240.
"Successful Solution Deployment: How Manufacturing Firms can Leverage their Channel Partne", Bamberg, 2013 (in coll. with C. RENAULT, Stefan WORM, W. ULAGA).
"Successful Solution Deployment: How Manufacturing Firms can Leverage their Channel Partners", ISBM Academic Conference 2012, Boston, 2012 (in coll. with C. Renault, W. Ulaga, S. WORM).
"Is Marketing Becoming a Dirty Word? A Longitudinal Study of Public Perceptions of Marketing", Cahier de Recherche du Groupe HEC, 2009 (in coll. with D. Markovitch).
"Relational Rents Meet Social Rigidity: Barriers to Pooling Network Resources in Alliances", Mimeo, 2009 (in coll. with B. GARRETTE).
"Do Insider Effect and Ex-post Rationalization in NPD Research threaten what we know about drivers of NPD performance ? Results of an experimental simulation", Mimeo, 2008 (in coll. with A. MICHAUT-DENIZEAU).
"Has Marketing become a dirty word?", Mimeo, 2008 (in coll. with D. Markovitch).
"Relational rents meet social rigidity: barriers to pooling network resources in purchasing alliances", Mimeo, 2008 (in coll. with B. GARRETTE).
"Relational Subcontracting: the Importance of Relationships in the Subcontracting Behavior of French SMEs", Mimeo, 2007 (in coll. with N. Dragonetti, K. Cool).
"The Impact of Competitive Competition and Channel Type on the Development of Relational Marketing", Mimeo, 2007 (in coll. with S. Jap).
"The Overlooked Difference between Process- and Project- Acceleration: Evidence from a New Product Development Simulation", Mimeo, 2007 (in coll. with A. MICHAUT-DENIZEAU, H. van Trijp).
"We succeeded, therefore we did well: Ex-Post Rationalization Bias in NPD Practices", Mimeo, 2007 (in coll. with A. Michaut).
"Co-Constructing Offers in B2B Marketing Through Asymmetric Patterns of Negotiation", Mimeo, 2006 (in coll. with D. Kapelianis, S. Jap).
"Consumers, not Brands: "Potterian" Marketing as a Potential Alternative to the "Procterian" Marketing Model in Fast Moving Consumer Goods", Mimeo, 2006 (in coll. with C. Damay, D. Dubois).
"How Close should you be to your Suppliers? Understanding How to Balance Short-term Efficiencies with Long-Term Benefits", Mimeo, 2006.
"Inter-Organizational Communities of Practice: Specificities and Stakes", Cahier de Recherche du Groupe HEC, 2006 (in coll. with B. MOINGEON, F. Lumineau, B. QUÉLIN).
"When Strategic Renewal Does Not Occur: Explaining the Vertical Integration of Sales Forces", Cahier de Recherche du Groupe HEC, 2006 (in coll. with B. Ross).
"Michelin: Energy 4", 2012.
Employment Date: 2002
Main courses taught at HEC
Marketing stratégique (HEC)
Marketing Business-to-Business (HEC)
New Product Development (HEC)
New Product Decisions in Marketing (ABA)
2003 Ph.D. in Management, Specialization in Marketing, INSEAD, France.
2000 M.Sc. in Management, INSEAD, France.
2000 Visitor, Tokyo University, Japan.
1990 Master of Business Administration, Harvard Business School, USA.
1985 Diplôme Grande École HEC Paris (Master Degree in Management) -(PIM Berkeley - Hitotsubashi), HEC Paris, France.
Academic responsibilities at HEC
Spécialisation marketing ABA.
2008- Associate Professor.
2008- Social Business/Enterprise and Poverty Chair Professor.
2002-2007 Assistant Professor.
External academic responsibilities
1994-2002 Adjunct Professor in Industrial Management, Bordeaux Ecole de Management.
Membership in Academic or Professional Organisation
Member, American Marketing Association.
Member, GERPISA (Groupe d'Etudes et de Recherche Permanent sur l'Industrie et les Salariés de l'Automobile).
Board Member, Harvard Business School - European Research Center.
Member, Academy of Management.
Member, Strategic Management Society.
Reviewer, International Journal of Research in Marketing.
Reviewer, European Management Review.
Editorial Board Member : Journal of Business Market Management, Industrial Marketing Management.
Reviewer, Research and application in Marketing.
Reviewer, European Marketing Academy Conference.
Member, Organizing Committee, Research workshop on Sustainability & Impact Challenges at the Base of the Pyramid, Ecole Polytechnique, ESSEC, HEC Paris.
The Inter-Organizational Communities of Practice (IOCoPs): New Insights and Knowledge Strategies Symposium, co-sponsored by BPS et OMT, Academy of Management Conference, Hawaii.
Awards & Honors
2015 Marketing Award at The Case Centre Awards and Competitions 2015 for 'Michelin Fleet Solutions: From Selling Tires to Selling Kilometers' (in coll. with C. Renault, W. Ulaga).
2006 BNP Paribas Pierre Vernimmen Teaching Award.
2005 ACA Bruel Prize.
2002 HEC Fondation Research Prize.
2000 Winner, Institute for the Study of Business Markets (ISBM), Doctoral Dissertation Award Competition.
Inter-organizational Relationships (incl. Strategic Purchasing and B2B Marketing)
New Product Development
Non traditional branding strategies