Dominique Rouziès

Dominique Rouziès @HECParis

A graduate of McGill University (Ph.D.), Dominique Rouziès is professor of marketing, member of CNRS-GREGHEC – a joint research laboratory between the French National Research Center (CNRS) and HEC Paris– and holds the EDF Chair at HEC Paris, where she runs the Marketing Intelligence Masters. Her research is focused on the strategic management of sales forces, especially the development of compensation structures for salespeople and the relationship between sales and marketing. 

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Articles written by Dominique Rouziès

Marketing Strategy30 October 2014

How to optimize the marketing and sales interface

While it is useful to know how to coordinate marketing and sales functions to enhance their (...)

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Human Resources Management15 June 2009

Sales Force Compensation: The Weight of the Net

Key Ideas •To ensure that sales force remain motivated, companies should increase the variable (...)

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Sales15 September 2011

Managing International Sales Teams

As international sales forces increase, the question of standardized management becomes more (...)

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