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Dominique ROUZIES

Professor

Marketing

 Profile picture

Biography

Dominique Rouziès (Ph.D., McGill University) is Professor of Marketing at HEC Paris and Academic Dean at BMI Executive Institute. She is also a member of the scientific committee of the Groupe des écoles nationales d’économie et statistique (GENES) and of the CNRS-GREGHEC Research Lab.

Previously, she held the EDF Chair, was the Academic Director of the Executive Masters in Sales and Marketing and the Master of Science in Marketing. Additionally, she was awarded the 2023 American Marketing Association Sales SIG’s Lifetime Achievement Award for her work in the sales and sales management area.

Her research, teaching and consultancy interests focus primarily on improving sales organization performance. She received (with her co-authors) the American Marketing Association Sales SIG’s Excellence in Research Award for her article on salesforce financial incentives published in the Journal of Marketing. She recently co-authored a book on salesforce compensation.

Beyond academic publications, her work has been featured in Harvard Business Review, Harvard Business Manager, Les Echos and The Financial Times among others.

Scientific articles

How do firms value sales career paths?

Journal of the Academy of Marketing Science, 2024, vol. 52, pp 762-788, (in coll. with A. KESHAVARZA, F. KRAMARZ, B. QUELIN, M. SEGALLA)

The Impact of Brand Equity on Employee Attitudes

European Management Journal, february 2024, vol. 42, n° 1, pp 119-129, (in coll. with M. ERTZ, E. SARIGÖLLÜ)

The Ethics of Managing People’s Data

Harvard Business Review, July-August 2023, vol. 101, n° 4, pp 86-94, (in coll. with M. SEGALLA)

All that glitters is not sold: selling a luxury brand outside a luxury environment

Journal of Personal Selling & Sales Management, 2022, vol. 42, n° 1, pp 26-45, (in coll. with M. DAS GYOMLAI, M. Ahearne, J.-N. KAPFERER)

Impact of religiosity and culture on salesperson job satisfaction and performance

International Journal of Cross Cultural Management, August 2018, vol. 18, n° 2, pp 191-219, (in coll. with V. ONYEMAH, D. LACOBUCCI)

Brand Assets and Pay Fairness as Two Routes to Enhancing Social Capital in Sales Organization

Journal of Personal Selling & Sales Management, 2018, vol. 38, n° 2, pp 191-204, (in coll. with Maria ROUZIOU, Riley DUGAN, Dawn IACOBUCCI)

A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems: when managers are more equal and less fair than others

Journal of Personal Selling & Sales Management, September 2017, vol. 37, n° 3, pp 198-212, (in coll. with Vincent ONYEMAH, Dawn IACOBUCCI)

Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Perspective

Journal of the Academy of Marketing Science, September 2014, vol. 42, n° 5, pp 511-527, (in coll. with J. HULLAND)

Is extra legroom worth fighting for ?

Harvard Business Review, November 2014, vol. 92, n° 11, pp 30, (in coll. with M. SEGALLA, C. CIOBANU, V. LEBUNTEL)

Sales Force Turnover And Retention: A Research Agenda

Journal of Personal Selling & Sales Management, Winter 2012, vol. 32, n° 1, pp 131-140, (in coll. with J. Boles, G. Dudley, V. Onyemah, B. Weeks)

Books

Sales Force Compensation: Trends and Research Opportunities in Foundations and Trends® in Marketing, vol. 11, no. 3, pp. 143-214, http://dx.doi.org/10.1561/1700000046

now Publishers Inc. (in coll. with V. ONYEMAH)

Chapters in edited books

Barton A. Weitz : la vente

Les Grands Auteurs En Marketing, A. Jolibert (Ed.), EMS Management et Sociétés, 2nde édition, 391-405

Sales Force Compensation

Sales Management: A Multinational Perspective, P. Guenzi, S. Geiger (Eds), Palgrave Macmillan, 413-432

Evaluation commerciale : les défis européens

L'Art Du Management, Leadership, Performance, Développement Durable, B. Ramanantsoa (ed.), Pearson Education France

Une étude exploratoire de l'effet modérateur de la culture sur les relations entre systèmes de contrôle d'une part, motivation et attitudes des vendeurs d'autre part

Première Biennale Internationale De La Négociation, G. O. Faure (Ed.), Publibook Université, 231-252

Le pilotage des forces de vente : effets pervers des systèmes hybrides

Marketing Et Management Commercial, E. Colla (Ed.), Vuibert, 123-140

Barton A. Weitz : la vente

Les Grands Auteurs En Marketing, A. Jolibert (Ed.), Editions Management & Société, 183-195

La rémunération des vendeurs

Encyclopédie De La Vente Et De La Distribution, A. Bloch, A. Macquin (Eds), Editions Economica, 365-375

L'européanisation des forces de vente

L'Art Du Marketing, Village Mondial, Financial Times, Les Echos, 178-180

Négociation et différences culturelles

L'Art De L'Entreprise Globale : Guide De La Mondialisation, Village Mondial, Financial Times, Les Echos, 186-189

Selling Across the Culture Gap

Mastering Global Business, The Financial Times - FT Pitman Publishing, 225-227

Proceedings

Do Salespeople Trust their Customers? Toward an Understanding of Trust in B2B Relationships under Uncertainty: An Abstract

Marketing Opportunities and Challenges in a Changing Global Marketplace , 2020 , AMSAC 2019 (M. Rouziou, I. GILBOA, R. Dugan)

How Do Firms Value their Sales Organizations?

Rediscovering the Essentiality of Marketing , 2015 (A. KESHAVARZ)

A Cross-National Investigation Of Incentive Sales Compensation

22nd Workshop On Strategic Human Resource Management , 2007 , Bruxelles (D. Rouziès, M. Besson, B. Weitz, M. SEGALLA)

Cultural Impact On European Staffing Decisions In Sales Management

18th Workshop On Strategic Human Resource Management , 2003 , Bruxelles (M. SEGALLA, D. Rouziès, B. Weitz)

Working papers

Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Capital Perspective

Cahier de Recherche du Groupe HEC , 2010

How HRM Control Affects Boundary-Spanning Employees' Behavioural Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation

Cahier de Recherche du Groupe HEC , 2008

How Governance costs Drive Compensation of Managers and Salespeople in Business-to-Business Field Sales

Cahier de Recherche du Groupe HEC , 2007

How Transaction Costs Drive Compensation Schemes

Working Paper Series, Social Science Research Network , 2005

How Internal Transaction Costs Drive Compensation Schemes

Cahier de Recherche du Groupe HEC , 2004

How Internal Transaction Costs Drive Compensation Schemes

INSEAD Working Paper , 2004

The Impact of Cultural Dimensions on Sales Force Compensation

Cahier de Recherche du Groupe HEC , 1999

L'effet de la concurrence sur la structure optimale de la rémunération d'une force de vente

Cahier de Recherche du Groupe HEC , 1996

Salesforce Compensation Plans: an Investigation of Three-Dimensional Structures

Cahier de Recherche du Groupe HEC , 1996

Internal Validity of Conjoint Analysis Under Alternative Measurement Procedures

Cahier de Recherche du Groupe HEC , 1995

Case Studies

Scientific articles

How do firms value sales career paths?

Journal of the Academy of Marketing Science, 2024, vol. 52, pp 762-788, (in coll. with A. KESHAVARZA, F. KRAMARZ, B. QUELIN, M. SEGALLA)

The Impact of Brand Equity on Employee Attitudes

European Management Journal, february 2024, vol. 42, n° 1, pp 119-129, (in coll. with M. ERTZ, E. SARIGÖLLÜ)

The Ethics of Managing People’s Data

Harvard Business Review, July-August 2023, vol. 101, n° 4, pp 86-94, (in coll. with M. SEGALLA)

All that glitters is not sold: selling a luxury brand outside a luxury environment

Journal of Personal Selling & Sales Management, 2022, vol. 42, n° 1, pp 26-45, (in coll. with M. DAS GYOMLAI, M. Ahearne, J.-N. KAPFERER)

Books

Sales Force Compensation: Trends and Research Opportunities in Foundations and Trends® in Marketing, vol. 11, no. 3, pp. 143-214, http://dx.doi.org/10.1561/1700000046

now Publishers Inc. (in coll. with V. ONYEMAH)

Chapters in edited books

Barton A. Weitz : la vente

Les Grands Auteurs En Marketing, A. Jolibert (Ed.), EMS Management et Sociétés, 2nde édition, 391-405

Sales Force Compensation

Sales Management: A Multinational Perspective, P. Guenzi, S. Geiger (Eds), Palgrave Macmillan, 413-432

Evaluation commerciale : les défis européens

L'Art Du Management, Leadership, Performance, Développement Durable, B. Ramanantsoa (ed.), Pearson Education France

Une étude exploratoire de l'effet modérateur de la culture sur les relations entre systèmes de contrôle d'une part, motivation et attitudes des vendeurs d'autre part

Première Biennale Internationale De La Négociation, G. O. Faure (Ed.), Publibook Université, 231-252

Proceedings

Do Salespeople Trust their Customers? Toward an Understanding of Trust in B2B Relationships under Uncertainty: An Abstract

Marketing Opportunities and Challenges in a Changing Global Marketplace , 2020 , AMSAC 2019 (M. Rouziou, I. GILBOA, R. Dugan)

How Do Firms Value their Sales Organizations?

Rediscovering the Essentiality of Marketing , 2015 (A. KESHAVARZ)

A Cross-National Investigation Of Incentive Sales Compensation

22nd Workshop On Strategic Human Resource Management , 2007 , Bruxelles (D. Rouziès, M. Besson, B. Weitz, M. SEGALLA)

Cultural Impact On European Staffing Decisions In Sales Management

18th Workshop On Strategic Human Resource Management , 2003 , Bruxelles (M. SEGALLA, D. Rouziès, B. Weitz)

Working papers

Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Capital Perspective

Cahier de Recherche du Groupe HEC , 2010

How HRM Control Affects Boundary-Spanning Employees' Behavioural Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation

Cahier de Recherche du Groupe HEC , 2008

How Governance costs Drive Compensation of Managers and Salespeople in Business-to-Business Field Sales

Cahier de Recherche du Groupe HEC , 2007

How Transaction Costs Drive Compensation Schemes

Working Paper Series, Social Science Research Network , 2005

Case Studies

Education

  • Habilitation a diriger des recherches (Qualified Research Supervisor), Marketing, Université d'Aix-Marseille - France
  • Ph.D. in Marketing, McGill University, Faculty of Management - Canada
  • M.Sc., Université de Sherbrooke, Faculté d'Administration - Canada
  • EDHEC Diploma (Master Degree in Management), EDHEC - France

Academic appointments

Academic Responsibilities at HEC

  • 2015-2016 Academic Director, Master of Sciences in Marketing (Accelerated Track) HEC Paris
  • 2005-2015 Directrice scientifique du Mastère Intelligence Marketing HEC Paris
  • 2012- EDF Chair, Energy Efficiency and Customer Relationship Digitization HEC Paris
  • 2012- Responsable du HEC Center for Research on Individuals and Organizations HEC Paris
  • 2012- Co-Principal Investigator with Pierre Cahuc & Isabelle Méjean (CREST-ENSAE and Ecole Polytechnique) : « Secure Careers In A Global Economy » in Labex ECODEC HEC Paris
  • 2003-2012 Directrice scientifique Executive Mastere Marketing et Developpement Commercial HEC Paris
  • 2003-2012 Directrice Scientifique CESA Développement Commercial HEC Paris
  • 2004- Professor, Marketing HEC Paris
  • 2004- Member of GREGHEC, the joint research laboratory CNRS-HEC Paris HEC Paris
  • 2001-2003 Responsable de l'enseignement du marketing en Formation Fondamentale HEC Paris
  • 1999-2001 Co-responsable de la filière "Management of Customer Value", MBA du Groupe HEC HEC Paris
  • 1996-1998 Responsable de la filière "Marketing stratégique", ISA HEC Paris
  • 1995-1996 Chairperson, International Track HEC Paris
  • 1994-1995 Associate Chairperson, International Track HEC Paris

External Academic Responsibilities

  • 2016-2017 Visiting professor McGill University, Faculty of Management
  • 1998-1999 Invited Professor University of Florida
  • 1987-1988 Lecturer McGill University, Faculty of Management
  • 1986-1987 Research Assistant, Québec Industrial Sales Force Research Group McGill University, Faculty of Management
  • 1984-1985 Lecturer and Research Assistant Université de Sherbrooke, Faculté d'Administration

Scientific Activities

Membership in Academic or Professional Organisation

  • Member, Senior Advisory Board, Journal of Personal Selling Sales Management
  • Member, American Marketing Association
  • Member, French Marketing Association
  • Member, INFORMS
  • Member, Strategic Account Management Association

Editorial activities

  • 2014- Author for the Harvard Business Review France "Chronique d'Experts in Marketing"
  • 2008 Membre du Comite Scientifique, Trophees Syntec des Etudes (membre du jury final pour trophee etudiant)
  • 2003 Membre du Comite Scientifique, Journee thematique " Management des Ressources Humaines et Gestion de la Force de Vente ", Centre de Recherche En Gestion des Organisations (CREGO) de l'Universite de Montpellier, sous l'egide de l'AFM
  • 2003 Membre du Comite Scientifique, deuxieme atelier de recherche SIM-OSES "Percevoir, identifier et gerer le risque en marketing", La Sorbonne, Universite Paris I
  • 2001 Membre du Comite Scientifique, Journee thematique " Management de la Force de Vente et Negociation ", Centre de Recherche en Gestion des Organisations (CREGO) de l'Universite de Montpellier, sous l'egide de l'AFM
  • 1997 Redacteur en chef invite du numero special de Recherche et Applications en Marketing, vol. 12, n 3, sur les forces de vente
  • Member, Scientific Committee, Congres de l'Association Francaise de Marketing, 1996, 1999, 2000, 2001, 2008
  • Membre de l'Editorial Review Board de Journal of Personal Selling Sales Management, Recherche et Applications en Marketing, Journal of Euromarketing, Revue Francaise du Marketing
  • Ad Hoc reviewer for European Journal of Operational Research, International Journal of Research in Marketing, Marketing Letters, Journal of Marketing, Management
  • Membre du Conseil Scientifique des Dirigeants Commerciaux de France
  • Membre du Comite editorial de la collection de cas HEC
  • Member, Editorial Review Board, Journal of Personal Selling Sales Management

  • Conference organisation

  • 2017-2017 Co-organiser of the "Thought Leadership on the Sales Profession: Enhancing Sales Force Productivity" Conference
  • 2015- Organisateur Conférence "Les Médias Sociaux dans les Organisations Commerciales : Vecteur de Croissance et de Performance ?
  • 2013-2013 Conference Labex: Salesforce Issues and Census Data - Gestion des comptes clés : approches relationnelles
  • 2010-2010 Membre du Comité Scientifique, Academy of Marketing Science
  • 2009-2009 Membre du Comité Scientifique, 8èmes Assises de la Vente (http://8assisesdelavente.inseec-france.com)
  • 2008-2008 Membre du Comité Scientifique, American Marketing Association Summer's Educators Conference
  • 2003-2003 Membre du Comité Scientifique de la Journée thématique " Management des Ressources Humaines et Gestion de la Force de Vente ", Centre de Recherche En Gestion des Organisations (CREGO) de l'Université de Montpellier, sous l'égide de l'AFM
  • 2003-2003 Membre du Comité Scientifique du deuxième atelier de recherche SIM-OSES "Percevoir, identifier et gérer le risque en marketing", La Sorbonne, Université Paris I
  • 2001-2001 Membre du Comité Scientifique du XVIIe Congrès de l'Association Française du Marketing, Deauville
  • 2001-2001 Membre du Comité Scientifique de la Journée thématique " Management de la Force de Vente et Négociation ", Centre de Recherche en Gestion des Organisations (CREGO) de l'Université de Montpellier, sous l'égide de l'AFM
  • 2000-2000 Membre du Comité Scientifique du XVIe Congrès de l'Association Française du Marketing, Montréal
  • 1999-1999 Membre du Comité Scientifique du XXVIIIth European Marketing Academy conference, Berlin
  • 1999-1999 Membre du Comité Scientifique du XVe Congrès de l'Association Française du Marketing, Strasbourg
  • 1996-1996 Membre du Comité Scientifique du XIIe Congrès de l'Association Française de Marketing, Poitiers
  • Membre du Comité Scientifique de la Journée thématique « Management des Ressources Humaines et Gestion de la Force de Vente », Centre de Recherche En Gestion des Organisations (CREGO) de l¿Université de Montpellier, sous l¿égide de l¿Association Française de Marketing
  • Membre du Comité Scientifique de la Biennale de la négociation
  • Membre du Comité Scientifique du Congrès de l'Association Française du Marketing
  • Membre du Comité Scientifique du Congrès de l'European Marketing Academy
  • Membre du Comité Scientifique de la Summer's Educators Conference
  • Membre du Comité Scientifique des 8èmes Assises de la Vente
  • 1999, 2008, 2009, 2010 Membre du Comité Scientifique, European Marketing Academy
  • Membre de Comités Scientifiques, European Marketing Academy
  • Awards & honors

    • 2023 2023 American Marketing Association (AMA) Sales Special Interest Group (SIG) Lifetime Achievement Award for her work in the sales and sales management area
    • 2010 American Marketing Association Selling and Sales Management Special Interest Group's Excellence in Research Award for "Determinants of Pay Levels and Structures in Sales Organizations", Journal of Marketing, November 2009, vol. 73, n 6, pp. 92-104