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Dominique ROUZIES

Professor

Marketing

 Profile picture

Biography

Dominique Rouziès (Ph.D.) is Professor of Marketing. Previously, she was the Academic Director of the Executive Masters in Sales and Marketing and the Master of Science in Marketing. She has also been in charge of the HEC Center for Research on Individuals and Organizations (CRIO). Additionally, she is Co-Principal Investigator in the Laboratoire d’Excellence - ECODEC a joint research center founded by HEC Paris, Ecole Polytechnique and ENSAE. She was Visiting Professor in the Desautels Faculty of Management at McGill University (2016-2017).

Her research and teaching interests focus primarily on strategic sales decisions such as the way firms value sales professionals (variable-pay formula, compensation gaps), their career paths and specializations as well as the marketing and sales interface. Beyond academic publications, her work has been featured in Harvard Business Review, Harvard Business Manager, Les Echos and The Financial Times among others. She is also contributing regularly to the sales blog of Harvard Business Review France. She received the American Marketing Association Selling and Sales Management Special Interest Group's Excellence in Research Award for her coauthored article on pay levels and structures in sales organizations published in the Journal of Marketing.

 

Scientific articles

La véritable histoire du P-DG le plus charismatique d'Europe

Harvard Business Review, February-March 2019, vol. on HBR France, pp 126-128, (in coll. with L. FRANCOIS)

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)

Impact of religiosity and culture on salesperson job satisfaction and performance

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

La véritable histoire du PDG le plus charismatique d'Europe

Harvard Business Review, September 2018, vol. on HBRFrance.fr, (in coll. with Ludovic FRANCOIS)

Le commercial, un métier porteur de croissance

Harvard Business Review, 18 July 2018, vol. on HBRFrance.fr, (in coll. with C. DUBOIS)

The Real Story of the Fake Story of One of Europe's Most Charismatic CEOs

Harvard Business Review, 18 July 2018, vol. on HBR.org, (in coll. with L. FRANCOIS)

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)

Comment le bien-être des salariés génère de la rentabilité

Harvard Business Review, 18 July 2017, vol. on HBRFrance.fr, (in coll. with M. ERTZ, E. SARIGOLLU)

Grandes marques: petits salaires

Harvard Business Review, June 10 2016, vol. on HBRFrance.fr, (in coll. with M. ROUZIOU)

Equipes commerciales: combien faut-il payer les stars?

Harvard Business Review, 26 Octobre 2015, vol. on HBRFrance.fr, (in coll. with M. ROUZIOU)

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.

Chapters edited in books

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), 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

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)

The Impact of Culture on Salesforce Management Control Systems in Europe

in 2001 National Conference in Sales Management Proceedings , 2001 , Dallas (A. MACQUIN)

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

Sales Disease at Hadaara Technology

This case study deals with a company-wide transformation: from a telecom commodity player into an ICT service company in Europe. The reorganization of the sales force is especially addressed as well as the key account management structure. The case offers insights into the evolution of a global industry and the consequences on its players, particularly focusing on sales strategy, sales management and sales competencies. The core issues are the sales structure and the missing sales competencies. The case also offers the opportunity to reflect on the role of politics in corporate life and how often they get in the way of sound and fact-based decision-making, particularly in sales management. The case is very useful also for leading a discussion on Key Account Management ("KAM") and its purpose and role within a sales strategy. In parallel it provides a context for developing a good understanding of sales competencies needed in KAM for complex business-2-business ("B2B") solution selling. It illustrates the importance of competency assessment as a base for sales force development and as a core part in building a sale structure. On a corporate strategy level, it poses students questions about the possible organizational structures of an international sales division and its effects on customer perception, sales motivation and compensation as well as brand awareness. , 2013 , Information and communications technology sector, B2B sales force, KAM organizational structure, KAM competencies (http://www.ccmp.fr/collection-hec-paris/cas-sales-disease-at-hadaara-technology)

Scientific articles

La véritable histoire du P-DG le plus charismatique d'Europe

Harvard Business Review, February-March 2019, vol. on HBR France, pp 126-128, (in coll. with L. FRANCOIS)

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)

Impact of religiosity and culture on salesperson job satisfaction and performance

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

La véritable histoire du PDG le plus charismatique d'Europe

Harvard Business Review, September 2018, vol. on HBRFrance.fr, (in coll. with Ludovic FRANCOIS)

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.

Chapters edited in books

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

Proceedings

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)

The Impact of Culture on Salesforce Management Control Systems in Europe

in 2001 National Conference in Sales Management Proceedings , 2001 , Dallas (A. MACQUIN)

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

Sales Disease at Hadaara Technology

This case study deals with a company-wide transformation: from a telecom commodity player into an ICT service company in Europe. The reorganization of the sales force is especially addressed as well as the key account management structure. The case offers insights into the evolution of a global industry and the consequences on its players, particularly focusing on sales strategy, sales management and sales competencies. The core issues are the sales structure and the missing sales competencies. The case also offers the opportunity to reflect on the role of politics in corporate life and how often they get in the way of sound and fact-based decision-making, particularly in sales management. The case is very useful also for leading a discussion on Key Account Management ("KAM") and its purpose and role within a sales strategy. In parallel it provides a context for developing a good understanding of sales competencies needed in KAM for complex business-2-business ("B2B") solution selling. It illustrates the importance of competency assessment as a base for sales force development and as a core part in building a sale structure. On a corporate strategy level, it poses students questions about the possible organizational structures of an international sales division and its effects on customer perception, sales motivation and compensation as well as brand awareness. , 2013 , Information and communications technology sector, B2B sales force, KAM organizational structure, KAM competencies (http://www.ccmp.fr/collection-hec-paris/cas-sales-disease-at-hadaara-technology)

Education

  • Habilitation a diriger des recherches (Qualified Research Supervisor), Marketing, Aix-Marseille Université - 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 responsabilities 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- Co-Principal Investigator with Pierre Cahuc & Isabelle Méjean (CREST-ENSAE and Ecole Polytechnique) : « Secure Careers In A Global Economy » in Labex ECODEC HEC Paris
  • 2012- Responsable du HEC Center for Research on Individuals and Organizations 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 (CNRS) 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 Responsabilities

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

Editorial activities

  • 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
  • Member, Scientific Committee, Congres de l'Association Francaise de Marketing, 1996, 1999, 2000, 2001, 2008
  • Ad Hoc reviewer for European Journal of Operational Research, International Journal of Research in Marketing, Marketing Letters, Journal of Marketing, Management
  • Member, Editorial Review Board, Journal of Personal Selling Sales Management
  • Membre du Comite editorial de la collection de cas HEC
  • Membre du Conseil Scientifique des Dirigeants Commerciaux de France
  • 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

  • Conference organisation

  • Membre du Comité Scientifique des 8èmes Assises de la Vente
  • Membre du Comité Scientifique de la Summer's Educators Conference
  • Membre du Comité Scientifique de la Biennale de la négociation
  • Membre du Comité Scientifique du Congrès de l'Association Française du Marketing
  • 1999, 2008, 2009, 2010 Membre du Comité Scientifique, European Marketing Academy
  • 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 du Congrès de l'European Marketing Academy
  • Membre de Comités Scientifiques, European Marketing Academy
  • 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 XVe Congrès de l'Association Française du Marketing, Strasbourg
  • 1999-1999 Membre du Comité Scientifique du XXVIIIth European Marketing Academy conference, Berlin
  • 1996-1996 Membre du Comité Scientifique du XIIe Congrès de l'Association Française de Marketing, Poitiers
  • Awards & honors

    • 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