Faculty Directory

ROUZIES Dominique

Dominique ROUZIES



Member of CNRS-GREGHEC Research Group

Dominique Rouziès earned her Ph.D. in Marketing from McGill University. She is Professor of Marketing and EDF Chair at HEC Paris. She is also the Academic Director of the Master of Sciences in Marketing (Accelerated Track). She has been in charge of the Marketing Intelligence Masters (2005-2015) and of the Executive Masters in Sales Strategy and Marketing Management (2002-2012).

In addition, she is managing the HEC Center for Research on Individuals and Organizations (CRIO) since 2012. Moreover, she is the Co-Principal Investigator with Pierre Cahuc and Isabelle Méjean (CREST-ENSAE and Ecole Polytechnique) of  the "Secure Careers in a Global Economy" Research Axis in Labex-ECODEC since 2012. She is a member of the Senior Advisory Board of the Journal of Personal Selling & Sales Management (2016).

Her research and teaching interests focus primarily on strategic sales decisions. A first orientation includes work on sales force compensation structures and control systems in international settings. A related topic of interest deals with marketing and sales interface in organizations.
Dominique Rouziès has published in the Journal of Marketing , the International Journal of Research in Marketing , Marketing Letters , the Journal of the Academy of Marketing Science , the Journal of Business Research , the International Journal of Human Resource Management , the Journal of the Operational Research Society , the Journal of Personal Selling & Sales Management , the European Management Journal , Recherche et Applications en Marketing , Harvard Business Review , Harvard Business Manager , Décisions Marketing , The Financial Times , Les Echos , Hommes et Commerce .

In 2010, she and her coauthors received the American Marketing Association Selling and Sales Management Special Interest Group's Excellence in Research Award for their article entitled "Determinants of Pay Levels and Structures in Sales Organizations", Journal of Marketing (November 2009, vol. 73, n° 6, pp. 92-104).

In synergy with her research, she has contributed many book chapters and case studies. She is teaching Sales and Key Account Management at the MBA, HEC GE and Executive Education levels.

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