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ROUZIES Dominique

Dominique ROUZIES

Professor

Marketing

Member of CNRS-GREGHEC Research Group


Dominique Rouziès (Ph.D.) is Professor of Marketing and the EDF Chair at HEC Paris. Previously, she was the Academic Director of the Executive Masters in Sales and Marketing and the Master of Science in Marketing. She has also been in charge of the HEC Center for Research on Individuals and Organizations (CRIO). Additionally, she is Co-Principal Investigator in the Laboratoire d’Excellence - ECODEC a joint research center founded by HEC Paris, Ecole Polytechnique and ENSAE. She was Visiting Professor in the Desautels Faculty of Management at McGill University (2016-2017).

Her research and teaching interests focus primarily on strategic sales decisions such as the way firms value sales professionals (variable-pay formula, compensation gaps), their career paths and specializations as well as the marketing and sales interface. Beyond academic publications, her work has been featured in Harvard Business Review, Harvard Business Manager, Les Echos and The Financial Times among others. She is also contributing regularly to the sales blog of Harvard Business Review France. She received the American Marketing Association Selling and Sales Management Special Interest Group's Excellence in Research Award for her coauthored article on pay levels and structures in sales organizations published in the Journal of Marketing.

 

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