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HEC Paris Phd Student receives the 2011 ISBM Dissertation Support Award

4 April 2012

Chloé Renault, Ph.D student at HEC Paris, was appointed a dissertation support award from the Institute for the Study of Business Markets (ISBM) for her work on "The Antecedents to Successful Solution Deployment." HEC Professors, Wolfgang Ulaga and Frédéric Dalsace, are Chloé’s Ph.D.advisors for the dissertation.

As major manufacturing firms are currently developing complex customer solutions alongside their existing product offerings there is growing consensus among managers and consultants alike that “solutions could be the answer”. However the solution trackrecord is so far quite disappointing and calls into question the strategic interest of this business model. The dissertation aims to contribute to the understanding of solution business and its long-term performance by investigating how manufacturing firms can leverage their existing channel partners to achieve successful solution deployment. This is of critical importance for manufacturing firms which, compared to other pure players, are entering the solution business, with a unique and specific resource: their distribution networks (Ulaga and Reinartz 2011). By better understanding the role that channel partners can play in solution deployment and how to best manage this interorganizational collaboration in a solution context, manufacturing firms may find the source of a sustainable competitive advantage, hard to replicate for other companies providing solutions.

Chloé’s work was selected from a total of twenty-six entries, which were judged on the rigor of their proposed work and the relevance of that work to b-to-b marketing practice. The ISBM award hassupported outstanding b-to-b dissertation work since its inception in 1991. Up to three candidates in accredited doctoral programs received dissertation support awards.

Dissertations in any area of business-to-business marketing or in any of the methodological areas that support advances in business marketing were considered. Each of the award winners were named ISBM Business Marketing Doctoral Fellows and received a grant to support their research.


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