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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

Chapitres d'ouvrages

Actes de conférence

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

Cahiers de recherche

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

Cas pédagogiques

Articles scientifiques

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)

Actes de conférence

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

Cahiers de recherche

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

Cas pédagogiques

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

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