
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) and was 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 and invited by Bocconi University and University College Dublin, and the BMI Executive Institute vilnius-Brussels among others.
Her research and teaching interests focus primarily on improving sales organization performance. 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
Journal of the Academy of Marketing Science, Forthcoming, (in coll. with A. KESHAVARZA, F. KRAMARZ, B. QUELIN, M. SEGALLA)
European Management Journal, Forthcoming, (in coll. with M. ERTZ, E. SARIGÖLLÜ)
Harvard Business Review, July-August 2023, vol. 101, n° 4, pp 86-94, (in coll. with M. SEGALLA)
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)
Journal of Personal Selling & Sales Management, 2018, vol. 38, n° 2, pp 191-204, (in coll. with Maria ROUZIOU, Riley DUGAN, Dawn IACOBUCCI)
International Journal of Cross Cultural Management, August 2018, vol. 18, n° 2, pp 191-219, (in coll. with V. ONYEMAH, D. LACOBUCCI)
Journal of Personal Selling & Sales Management, September 2017, vol. 37, n° 3, pp 198-212, (in coll. with Vincent ONYEMAH, Dawn IACOBUCCI)
Journal of the Academy of Marketing Science, September 2014, vol. 42, n° 5, pp 511-527, (in coll. with J. HULLAND)
Harvard Business Review, November 2014, vol. 92, n° 11, pp 30, (in coll. with M. SEGALLA, C. CIOBANU, V. LEBUNTEL)
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
now Publishers Inc. (in coll. with V. ONYEMAH)
Chapters in edited books
Les Grands Auteurs En Marketing, A. Jolibert (Ed.), EMS Management et Sociétés, 2nde édition, 391-405
Sales Management: A Multinational Perspective, P. Guenzi, S. Geiger (Eds), Palgrave Macmillan, 413-432
L'Art Du Management, Leadership, Performance, Développement Durable, B. Ramanantsoa (ed.), Pearson Education France
Première Biennale Internationale De La Négociation, G. O. Faure (Ed.), Publibook Université, 231-252
Marketing Et Management Commercial, E. Colla (Ed.), Vuibert, 123-140
Les Grands Auteurs En Marketing, A. Jolibert (Ed.), Editions Management & Société, 183-195
Encyclopédie De La Vente Et De La Distribution, A. Bloch, A. Macquin (Eds), Editions Economica, 365-375
L'Art Du Marketing, Village Mondial, Financial Times, Les Echos, 178-180
L'Art De L'Entreprise Globale : Guide De La Mondialisation, Village Mondial, Financial Times, Les Echos, 186-189
Mastering Global Business, The Financial Times - FT Pitman Publishing, 225-227
Proceedings
Marketing Opportunities and Challenges in a Changing Global Marketplace , 2020 , AMSAC 2019 (M. Rouziou, I. GILBOA, R. Dugan)
Rediscovering the Essentiality of Marketing , 2015 (A. KESHAVARZ)
22nd Workshop On Strategic Human Resource Management , 2007 , Bruxelles (D. Rouziès, M. Besson, B. Weitz, M. SEGALLA)
18th Workshop On Strategic Human Resource Management , 2003 , Bruxelles (M. SEGALLA, D. Rouziès, B. Weitz)
Working papers
Cahier de Recherche du Groupe HEC , 2010
Cahier de Recherche du Groupe HEC , 2008
Cahier de Recherche du Groupe HEC , 2007
Working Paper Series, Social Science Research Network , 2005
Cahier de Recherche du Groupe HEC , 2004
INSEAD Working Paper , 2004
Cahier de Recherche du Groupe HEC , 1999
Cahier de Recherche du Groupe HEC , 1996
Cahier de Recherche du Groupe HEC , 1996
Cahier de Recherche du Groupe HEC , 1995
Case Studies
Scientific articles
Harvard Business Review, July-August 2023, vol. 101, n° 4, pp 86-94, (in coll. with M. SEGALLA)
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)
Journal of Personal Selling & Sales Management, 2018, vol. 38, n° 2, pp 191-204, (in coll. with Maria ROUZIOU, Riley DUGAN, Dawn IACOBUCCI)
International Journal of Cross Cultural Management, August 2018, vol. 18, n° 2, pp 191-219, (in coll. with V. ONYEMAH, D. LACOBUCCI)
Books
now Publishers Inc. (in coll. with V. ONYEMAH)
Chapters in edited books
Les Grands Auteurs En Marketing, A. Jolibert (Ed.), EMS Management et Sociétés, 2nde édition, 391-405
Sales Management: A Multinational Perspective, P. Guenzi, S. Geiger (Eds), Palgrave Macmillan, 413-432
L'Art Du Management, Leadership, Performance, Développement Durable, B. Ramanantsoa (ed.), Pearson Education France
Première Biennale Internationale De La Négociation, G. O. Faure (Ed.), Publibook Université, 231-252
Proceedings
Marketing Opportunities and Challenges in a Changing Global Marketplace , 2020 , AMSAC 2019 (M. Rouziou, I. GILBOA, R. Dugan)
Rediscovering the Essentiality of Marketing , 2015 (A. KESHAVARZ)
22nd Workshop On Strategic Human Resource Management , 2007 , Bruxelles (D. Rouziès, M. Besson, B. Weitz, M. SEGALLA)
18th Workshop On Strategic Human Resource Management , 2003 , Bruxelles (M. SEGALLA, D. Rouziès, B. Weitz)
Working papers
Cahier de Recherche du Groupe HEC , 2010
Cahier de Recherche du Groupe HEC , 2008
Cahier de Recherche du Groupe HEC , 2007
Working Paper Series, Social Science Research Network , 2005
Case Studies
Education
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
Conference organisation
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