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Frederic DALSACE

Associate Professor, on leave of absence

Marketing

dalsace@hec.fr
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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

The friend or foe fallacy: Why your best customers may not need your friendship

Business Horizons, July-August 2017, vol. 60, n° 4, pp 483-493, (in coll. with S. JAP)

Reaching the Rich World's Poorest Consumers

Harvard Business Review, March 2015, vol. 93, n° 3, pp 46-53, (in coll. with M. YUNUS, D. MENASCE, B. FAIVRE TAVIGNOT)

Les pénalités de pauvreté en France : comment le marché aggrave la situation des populations pauvres

Facts Reports (Field ACTions Science Reports), 2012, n° 4, (in coll. with F. Dalens, J. Berger, C-E. Vincent)

Structurer le débat « entreprises et pauvretés ». Légitimité, intérêt, modalité, efficacité

Revue Française de Gestion, November 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)

Brand Magic: Harry Potter marketing

Harvard Business Review, February 2007, vol. 85, n° 2, (in coll. with D. DUBOIS, C. Damay)

Should You Set Up Your Own Sales Force or Should You Outsource It ? Pitfalls in the Standard Analysis

Business Horizons, January-February 2005, vol. 48, n° 1, pp 23-36, (in coll. with W. Ross, E. Anderson)

Do Make or Buy Decisions matter ? The Influence of Organizational Governance on Technological Performance

Strategic Management Journal, September 2002, vol. 23, n° 9, pp 817-833, (in coll. with M. Leiblein, J. Reuer)

Redefining Supplier Development Programs

Revue Internationale de l'Achat, 2002, vol. 22, n° 1, (in coll. with B. Rogowski)

Chapters edited in books

L'apprentissage comme motivation de l'externalisation

L'Art Du Management, HEC Paris, Dunod, Paris, 234-240

Proceedings

Successful Solution Deployment: How Manufacturing Firms can Leverage their Channel Partne

Successful Solution Deployment: How Manufacturing Firms can Leverage their Channel Partners

ISBM Academic Conference 2012 , 2012 , Boston (C. Renault, W. Ulaga, S. WORM)

Consumers, not Brands: "Potterian" Marketing as a Potential Alternative to the Traditional Marketing Model in Fast Moving Consumer Goods

36th EMAC Annual Conference , 2007 , Reykjavik

Supplier Selection in Horizontal Alliances: The Role and Transferability of Relational Rents

36th EMAC Annual Conference , 2007 , Reykjavik

Working papers

Is Marketing Becoming a Dirty Word? A Longitudinal Study of Public Perceptions of Marketing

Cahier de Recherche du Groupe HEC , 2009

Relational Rents Meet Social Rigidity: Barriers to Pooling Network Resources in Alliances

Mimeo , 2009

Do Insider Effect and Ex-post Rationalization in NPD Research threaten what we know about drivers of NPD performance ? Results of an experimental simulation

Mimeo , 2008

Has Marketing become a dirty word?

Mimeo , 2008

Relational rents meet social rigidity: barriers to pooling network resources in purchasing alliances

Mimeo , 2008

Relational Subcontracting: the Importance of Relationships in the Subcontracting Behavior of French SMEs

Mimeo , 2007

The Impact of Competitive Competition and Channel Type on the Development of Relational Marketing

Mimeo , 2007

The Overlooked Difference between Process- and Project- Acceleration: Evidence from a New Product Development Simulation

Mimeo , 2007

We succeeded, therefore we did well: Ex-Post Rationalization Bias in NPD Practices

Mimeo , 2007

Co-Constructing Offers in B2B Marketing Through Asymmetric Patterns of Negotiation

Mimeo , 2006

Case Studies

Combining Business and Societal Objectives at Danone

Danone is a leading European food multinational company who has been aggressively pursuing societal ("CSR") objectives for more than 40 years, and has developed an even more ambitious dual project since 2008. In 2011, in the aftermath of the worldwid , 2014 , SnO

GRAMEEN DANONE FOOD LIMITED (A): Creating a social business in Bangladesh

The cases examine how Danone, the leading French food company, and Grameen, Mohammed Yunus' organization, built Grameen Danone Food Limited (GDFL), the first "Social Business" ever co-developed according to the 2006 Nobel Prize winner principles Duri , 2012 , SnO

GRAMEEN DANONE FOOD LIMITED (B): New Directions

The cases examine how Danone, the leading French food company, and Grameen, Mohammed Yunus' organization, built Grameen Danone Food Limited (GDFL), the first "Social Business" ever co-developed according to the 2006 Nobel Prize winner principles. Du , 2012 , SnO

GRAMEEN DANONE FOOD LIMITED (C): Update

The cases examine how Danone, the leading French food company, and Grameen, Mohammed Yunus' organization, built Grameen Danone Food Limited (GDFL), the first "Social Business" ever co-developed according to the 2006 Nobel Prize winner principles. Du , 2012 , SnO

Michelin Fleet Solutions: From selling tires to selling kilometers

Michelin, a worldwide leader in the tyre industry, launched in 2000 a comprehensive tyre-management solution offer for large European transportation companies, called Michelin Fleet Solutions (MFS). With this new business model, the company ventured , 2012 , SnO

Michelin: Energy 4

Michelin, one of the worldwide leaders in the tire business, needs to decide on the market positioning and definition of the next generation of its main passenger "Energy" car tire line in Europe, a major investment. Tires are sold on two different - , 2012

Scientific articles

The friend or foe fallacy: Why your best customers may not need your friendship

Business Horizons, July-August 2017, vol. 60, n° 4, pp 483-493, (in coll. with S. JAP)

Reaching the Rich World's Poorest Consumers

Harvard Business Review, March 2015, vol. 93, n° 3, pp 46-53, (in coll. with M. YUNUS, D. MENASCE, B. FAIVRE TAVIGNOT)

Les pénalités de pauvreté en France : comment le marché aggrave la situation des populations pauvres

Facts Reports (Field ACTions Science Reports), 2012, n° 4, (in coll. with F. Dalens, J. Berger, C-E. Vincent)

Structurer le débat « entreprises et pauvretés ». Légitimité, intérêt, modalité, efficacité

Revue Française de Gestion, November 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)

Chapters edited in books

L'apprentissage comme motivation de l'externalisation

L'Art Du Management, HEC Paris, Dunod, Paris, 234-240

Proceedings

L'apprentissage comme motivation de l'externalisation

L'Art Du Management, HEC Paris, Dunod, Paris, 234-240

Working papers

Is Marketing Becoming a Dirty Word? A Longitudinal Study of Public Perceptions of Marketing

Cahier de Recherche du Groupe HEC , 2009

Relational Rents Meet Social Rigidity: Barriers to Pooling Network Resources in Alliances

Mimeo , 2009

Do Insider Effect and Ex-post Rationalization in NPD Research threaten what we know about drivers of NPD performance ? Results of an experimental simulation

Mimeo , 2008

Has Marketing become a dirty word?

Mimeo , 2008

Case Studies

L'apprentissage comme motivation de l'externalisation

L'Art Du Management, HEC Paris, Dunod, Paris, 234-240

Education

  • Ph.D. in Management, Specialization in Marketing, INSEAD - France
  • M.Sc. in Management, INSEAD - France
  • Visitor, Tokyo University - Japan
  • Master of Business Administration, Harvard Business School - USA
  • Diplome Grande Ecole HEC Paris (Master Degree in Management) - (PIM Berkeley - Hitotsubashi), HEC Paris - France

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

  • Reviewer, International Journal of Research in Marketing
  • Reviewer, European Management Review
  • Reviewer, European Marketing Academy Conference
  • Reviewer, Research and application in Marketing
  • Editorial Board Member : Journal of Business Market Management, Industrial Marketing Management

    • Conference organisation

  • The Inter-Organizational Communities of Practice (IOCoPs): New Insights and Knowledge Strategies Symposium, co-sponsored by BPS et OMT, Academy of Management Conference, Hawaii
  • Member, Organizing Committee, Research workshop on Sustainability & Impact Challenges at the Base of the Pyramid, Ecole Polytechnique, ESSEC, HEC Paris

    • 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