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Frederic DALSACE

Professeur Associé, mis en disponibilité

Marketing

 Profile picture

Biographie

Frédéric Dalsace est titulaire d'un MBA de la Harvard Business School, et d'un Doctorat (Ph.D.) en Marketing de l'INSEAD.

Sa recherche se focalise sur les relations inter-organisationnelles, comme l'externalisation, les liens clients-fournisseurs et l'innovation ouverte. Son travail de thèse a reçu en 2001 le Prix de la Fondation Canon et le Prix ISBM (Institute for the Study of Business Market) qui distingue la meilleure recherché dans le domaine B2B. Il a publié dans des journaux tels que Strategic Management Journal, Business Horizons et la Harvard Business review. Frédéric Dalsace a reçu le prix de la Fondation HEC pour la meilleure publication publiée en 2004 par l'ensemble de la faculté, et le Prix ACA-Bruel pour la meilleure recherche publiée en 2005 dans le domaine des achats.

Frédéric Dalsace a travaillé pendant plus de 10 ans dans des entreprises industrielles (Michelin et CarnaudMetalbox), en Europe et au Japon, et en tant que consultant en stratégie chez McKinsey & Company. Il a reçu le Prix Vernimmen-BNP Paribas 2006 qui distingue le meilleur enseignant du Groupe HEC (vote des étudiants)

Articles scientifiques

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

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

Reaching the Rich World's Poorest Consumers

Harvard Business Review, mars 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, novembre 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)

Brand Magic: Harry Potter marketing

Harvard Business Review, février 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, janvier-février 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, septembre 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)

Chapitres d'ouvrages

L'apprentissage comme motivation de l'externalisation

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

Actes de conférence

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

Cahiers de recherche

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

Cas pédagogiques

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

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

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

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, 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

Articles scientifiques

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

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

Reaching the Rich World's Poorest Consumers

Harvard Business Review, mars 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, novembre 2010, vol. 36, n° 208-209, pp 15-44, (in coll. with D. Ménascé)

Chapitres d'ouvrages

L'apprentissage comme motivation de l'externalisation

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

Actes de conférence

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

Cahiers de recherche

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

Cas pédagogiques

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

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

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

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

Formation

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

Nominations académiques

Responsabilités académiques à HEC

  • 2019- Professeur Associé, mis en disponibilité, Marketing HEC Paris
  • 2008-2018 Professeur Associé, Marketing HEC Paris
  • 2008- Titulaire de la Chaire "Social Business / Entreprise et Pauvreté" HEC Paris
  • 2002-2007 Professeur Assistant HEC Paris
  • Spécialisation marketing ABA HEC Paris

Responsabilités académiques externes

  • 1994-2002 Adjunct Professor in Industrial Management Bordeaux Ecole de Management

Activités scientifiques

Adhésion à l'organisation académique ou professionnelle

  • Membre, American Marketing Association
  • Membre, INFORMS
  • Membre, Strategic Management Society
  • Administrateur de l'Association pour le Développement de la Recherche dans le Domaine de la Gestion des Entreprises (Harvard Business School - European Research Center)
  • Membre, Academy of Management
  • Membre du GERPISA (Groupe d'Etudes et de Recherche Permanent sur l'Industrie et les Salariés de l'Automobile)

Activités scientifiques

  • Rapporteur, International Journal of Research in Marketing
  • Rapporteur, European Management Review
  • Rapporteur, European Marketing Academy Conference
  • Rapporteur, Recherche et Application en Marketing
  • Editorial Board Member : Journal of Business Market Management, Industrial Marketing Management

  • Conference organisation

  • Organisation du symposium "The Inter-Organizational Communities of Practice (IOCoPs): New Insights and Knowledge Strategies", symposium co-sponsorisé par les divisions BPS et OMT, Academy of Management Conference, Hawaii.
  • Membre du comité d'organisation, Research workshop on Sustainability & Impact Challenges at the Base of the Pyramid, Ecole Polytechnique, ESSEC, HEC Paris
  • Prix ​​& honneurs

    • 2017 Prix Bruno Roux de Bézieux pour l’Initiative Pédagogique, conjointement avec L. Cochard, C. Renault, N. Dragonetti, E. Joujon, pour leur travail sur le programme « Commercial Academy » de LafargeHolcim ayant pour objectif d’aider les patrons pays, directeurs des ventes et directeurs marketing à transformer leur business unit en accélérant leur orientation clients. Ce programme a été entièrement co-construit avec l’entreprise et suivi en direct par un membre de son Comité de Direction.
    • 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 Prix ACA Bruel pour ma recherche sur la stratégie achats
    • 2002 HEC Fondation Research Prize
    • 2000 Winner, Institute for the Study of Business Markets (ISBM), Doctoral Dissertation Award Competition