Frederic DALSACE
Associate Professor, on leave of absence
Marketing

Biography
Frédéric Dalsace holds an M.Sc. degree from HEC and an MBA with honors from the Harvard Business School and both an M.Sc. and a Ph.D. in Management from INSEAD. He teaches New Product Development and B2B Marketing.
Most of his research concentrates on inter-organizational (B2B) issues such as outsourcing, product development, and buyer-seller relationships, but Frédéric is also working on non-traditional branding strategies. His thesis work has been awarded the Canon Foundation Fellowship and the 2001 ISBM (Institute for the Study of Business Market) prize for the best doctoral research in B2B, and he has published in academic journals such as the Strategic Management Journal, Harvard Business Review and Business Horizons. Frédéric Dalsace was awarded the HEC Foundation Prize for the best research piece published by the HEC Faculty in 2004, and the 2005 ACA Prize for the best research published in the area of purchasing strategy. In 2006, he was awarded the business school-wide BNP-Paribas Teaching Award.
Frédéric Dalsace has more than 10 years of experience in the business world. He worked in the sales and marketing departments of several industrial companies such as Michelin and CarnaudMetalbox (packaging), both in Europe and in Japan. Before returning to Academia, he was a strategy consultant with McKinsey & Company for more than three years.
Scientific articles
Business Horizons, July-August 2017, vol. 60, n° 4, pp 483-493, (in coll. with S. JAP)
Harvard Business Review, March 2015, vol. 93, n° 3, pp 46-53, (in coll. with M. YUNUS, D. MENASCE, B. FAIVRE TAVIGNOT)
Facts Reports (Field ACTions Science Reports), 2012, n° 4, (in coll. with F. Dalens, J. Berger, C-E. Vincent)
Revue Française de Gestion, November 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)
Harvard Business Review, February 2007, vol. 85, n° 2, (in coll. with D. DUBOIS, C. Damay)
Business Horizons, January-February 2005, vol. 48, n° 1, pp 23-36, (in coll. with W. Ross, E. Anderson)
Revue Internationale de l'Achat, 2002, vol. 22, n° 1, (in coll. with B. Rogowski)
Strategic Management Journal, September 2002, vol. 23, n° 9, pp 817-833, (in coll. with M. Leiblein, J. Reuer)
Chapters in edited books
L'Art Du Management, HEC Paris, Dunod, 234-240
Proceedings
ISBM Academic Conference 2012 , 2012 , Boston (C. Renault, W. Ulaga, S. WORM)
36th EMAC Annual Conference , 2007 , Reykjavik
36th EMAC Annual Conference , 2007 , Reykjavik
Working papers
Cahier de Recherche du Groupe HEC , 2009
Mimeo , 2009
Mimeo , 2008
Mimeo , 2008
Mimeo , 2008
Mimeo , 2007
Mimeo , 2007
Mimeo , 2007
Mimeo , 2007
Mimeo , 2006
Case Studies
2012
Scientific articles
Business Horizons, July-August 2017, vol. 60, n° 4, pp 483-493, (in coll. with S. JAP)
Harvard Business Review, March 2015, vol. 93, n° 3, pp 46-53, (in coll. with M. YUNUS, D. MENASCE, B. FAIVRE TAVIGNOT)
Facts Reports (Field ACTions Science Reports), 2012, n° 4, (in coll. with F. Dalens, J. Berger, C-E. Vincent)
Revue Française de Gestion, November 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)
Chapters in edited books
L'Art Du Management, HEC Paris, Dunod, 234-240
Proceedings
ISBM Academic Conference 2012 , 2012 , Boston (C. Renault, W. Ulaga, S. WORM)
36th EMAC Annual Conference , 2007 , Reykjavik
36th EMAC Annual Conference , 2007 , Reykjavik
Working papers
Cahier de Recherche du Groupe HEC , 2009
Mimeo , 2009
Mimeo , 2008
Mimeo , 2008
Case Studies
Education
Academic appointments
Academic responsabilities at HEC
- 2019- Associate Professor, on leave of absence, Marketing HEC Paris
- 2008-2018 Associate Professor, Marketing HEC Paris
- 2008- Social Business/Enterprise and Poverty Chair Professor HEC Paris
- 2002-2007 Assistant Professor HEC Paris
- Spécialisation marketing ABA HEC Paris
External Academic Responsabilities
- 1994-2002 Adjunct Professor in Industrial Management Bordeaux Ecole de Management
Scientific Activities
Membership in Academic or Professional Organisation
- Member, American Marketing Association
- Member, INFORMS
- Member, Strategic Management Society
- Board Member, Harvard Business School - European Research Center
- Member, Academy of Management
- Member, GERPISA (Groupe d'Etudes et de Recherche Permanent sur l'Industrie et les Salaries de l'Automobile)
Editorial activities
Conference organisation
Awards & honors
- 2017 Bruno Roux de Bezieux Award for the Pedagogical initiative, together with L. Cochard, C. Renault, N. Dragonetti, E. Joujon
- 2015 Marketing Award at The Case Centre Awards and Competitions 2015 for 'Michelin Fleet Solutions: From Selling Tires to Selling Kilometers' (in coll. with C. Renault, W. Ulaga)
- 2006 BNP Paribas Pierre Vernimmen Teaching Award
- 2005 ACA Bruel Prize
- 2002 HEC Fondation Research Prize
- 2000 Winner, Institute for the Study of Business Markets (ISBM), Doctoral Dissertation Award Competition