Dominique ROUZIES
Professeur
Marketing
Biographie
Dominique Rouziès (Ph. D.) est Professeur de Marketing. Elle a précédemment dirigé l’Executive Mastère Stratégie Commerciale et Direction Marketing de même que le Master of Sciences in Marketing (Accelerated Track). Elle a également été responsable du CRIO (HEC Center for Research on Individuals and Organizations). Par ailleurs, elle est Co-Principal Investigator au sein du Laboratoire d'Excellence ECODEC fondé par HEC Paris, Ecole Polytechnique et l'ENSAE. Elle a été Professeur Visitant à la Desautels Faculté de Management de McGill University en 2016-2017.
Les travaux de recherche et l'enseignement de Dominique Rouziès sont principalement centrés sur les décisions stratégiques relatives aux commerciaux, notamment celles concernant leurs valeurs (parts fixe-variable, écarts de rémunération), leurs carrières, leurs spécialisations, de même que leurs relations avec leurs homologues en marketing. Outre ses publications académiques, Dominique Rouziès a notamment publié dans Harvard Business Review, Harvard Business Manager, Les Echos and The Financial Times, etc . Elle contribue régulièrement en tant qu'expert au blog consacré à la vente de Harvard Business Review France. Elle a reçu le prix de l'Excellence en Recherche de l’Association Américaine du Marketing “Selling and Sales Management Special Interest Group's Excellence in Research Award” pour son article sur la rémunération des commerciaux publié (avec coauteurs) dans le Journal of Marketing.
Articles scientifiques
Harvard Business Review, février-mars 2019, vol. on HBR France, pp 126-128, (in coll. with L. FRANCOIS)
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, 2018, vol. 18, n° 2, pp 191-219, (in coll. with V. ONYEMAH, D. LACOBUCCI)
Harvard Business Review, septembre 2018, vol. on HBRFrance.fr, (in coll. with Ludovic FRANCOIS)
Harvard Business Review, 18 juillet 2018, vol. on HBRFrance.fr, (in coll. with C. DUBOIS)
Harvard Business Review, 18 juillet 2018, vol. on HBR.org, (in coll. with L. FRANCOIS)
Journal of Personal Selling & Sales Management, septembre 2017, vol. 37, n° 3, pp 198-212, (in coll. with Vincent ONYEMAH, Dawn IACOBUCCI)
Harvard Business Review, 18 juillet 2017, vol. on HBRFrance.fr, (in coll. with M. ERTZ, E. SARIGOLLU)
Harvard Business Review, 10 juin 2016, vol. on HBRFrance.fr, (in coll. with M. ROUZIOU)
Harvard Business Review, 26 Octobre 2015, vol. on HBRFrance.fr, (in coll. with M. ROUZIOU)
Ouvrages
now Publishers Inc.
Chapters edited in books
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), 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
Actes de conférence
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)
in 2001 National Conference in Sales Management Proceedings , 2001 , Dallas (A. MACQUIN)
Cahiers de recherche
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
Cas pédagogiques
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)
Articles scientifiques
Harvard Business Review, février-mars 2019, vol. on HBR France, pp 126-128, (in coll. with L. FRANCOIS)
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, 2018, vol. 18, n° 2, pp 191-219, (in coll. with V. ONYEMAH, D. LACOBUCCI)
Harvard Business Review, septembre 2018, vol. on HBRFrance.fr, (in coll. with Ludovic FRANCOIS)
Ouvrages
now Publishers Inc.
Chapters edited in books
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
Actes de conférence
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)
in 2001 National Conference in Sales Management Proceedings , 2001 , Dallas (A. MACQUIN)
Cahiers de recherche
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
Cas pédagogiques
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)
Formation
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Habilitation à diriger des recherches en Sciences de Gestion, Marketing, Aix-Marseille Université - France
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Ph.D. in Marketing, McGill University, Faculty of Management - Canada
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M.Sc., Université de Sherbrooke, Faculté d'Administration - Canada
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Diplôme Grande École, EDHEC - France
Nominations académiques
Responsabilités académiques à HEC
- 2015-2016 Directeur Académique, Master of Sciences in Marketing (Accelerated Track) HEC Paris
- 2005-2015 Directrice scientifique du Mastère Intelligence Marketing HEC Paris
- 2012- Titulaire de la Chaire EDF - Efficacité énergétique et digitalisation de la relation client 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- Professeur, Marketing HEC Paris
- 2004- Membre du 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
Responsabilités académiques externes
- 2016-2017 Professeur visitant McGill University, Faculty of Management
- 1998-1999 Professeur invité University of Florida
- 1987-1988 Chargée de cours McGill University, Faculty of Management
- 1986-1987 Assistante de recherche, Québec Industrial Sales Force Research Group McGill University, Faculty of Management
- 1984-1985 Chargée de cours, assistante de recherche Université de Sherbrooke, Faculté d'Administration
Activités scientifiques
Adhésion à l'organisation académique ou professionnelle
- Membre, INFORMS
- Membre de l'American Marketing Association
- Membre de l'Association Française de Marketing
- Membre, Strategic Account Management Association
- Member, Senior Advisory Board, Journal of Personal Selling & Sales Management
Activités scientifiques
Conference organisation
Prix & honneurs
Adhésion à l'organisation académique ou professionnelle
- 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, novembre 2009, vol. 73, n° 6, pp. 92-104