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Frederic DALSACE

Associate Professor, on leave of absence

Marketing

 Profile picture

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

Chapters edited in books

Proceedings

The overlooked difference between process- and project-acceleration: evidence from a new products development simulation

Proceedings of the 14th International Product Development Management Conference , 2007 , Porto (A. MICHAUT-DENIZEAU)

We succeeded therefore we did well: ex-post rationalization biases in NPD practices

Proceedings of the 14th International Product Development Management Conference , 2007 , Porto (A. MICHAUT-DENIZEAU)

We succeeded, therefore we did well: Ex-post rationalization bias in New Product development Practices

36th EMAC Annual Conference , 2007 , Reykjavik (A. Michaut)

Beyond the Transaction: A Supplier Choice Model within Long-term Buyer-seller Relationships

EMAC Conference , 2004 , Alicante , Proceedings of the EMAC Conference

Working papers

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

Mimeo , 2006

How Close should you be to your Suppliers? Understanding How to Balance Short-term Efficiencies with Long-Term Benefits

Mimeo , 2006

Inter-Organizational Communities of Practice: Specificities and Stakes

Cahier de Recherche du Groupe HEC , 2006

When Strategic Renewal Does Not Occur: Explaining the Vertical Integration of Sales Forces

Cahier de Recherche du Groupe HEC , 2006

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

Cahier de Recherche du Groupe HEC , 2004

A comparative Test of the Efficiency, Focus and Learning Perspectives of Outsourcing

Cahier de Recherche du Groupe HEC , 2003

Path Dependence in Personal Selling: A Meso-Analysis of Vertical Integration

Cahier de Recherche du Groupe HEC , 2003

Case Studies

Scientific articles

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)

Proceedings

The overlooked difference between process- and project-acceleration: evidence from a new products development simulation

Proceedings of the 14th International Product Development Management Conference , 2007 , Porto (A. MICHAUT-DENIZEAU)

We succeeded therefore we did well: ex-post rationalization biases in NPD practices

Proceedings of the 14th International Product Development Management Conference , 2007 , Porto (A. MICHAUT-DENIZEAU)

We succeeded, therefore we did well: Ex-post rationalization bias in New Product development Practices

36th EMAC Annual Conference , 2007 , Reykjavik (A. Michaut)

Beyond the Transaction: A Supplier Choice Model within Long-term Buyer-seller Relationships

EMAC Conference , 2004 , Alicante , Proceedings of the EMAC Conference

Working papers

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

Case Studies

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, 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

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