Dominique ROUZIES

Professor

Marketing

rouzies@hec.fr http://www.hec.fr/rouzies
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Biography

Dominique Rouziès (Ph.D., McGill University) is Professor of Marketing at HEC Paris and Academic Dean at BMI Executive Institute. She is also a member of the scientific committee of the Groupe des écoles nationales d’économie et statistique (GENES) and of the CNRS-GREGHEC Research Lab.

Previously, she held the EDF Chair, was the Academic Director of the Executive Masters in Sales and Marketing and the Master of Science in Marketing. Additionally, she was awarded the 2023 American Marketing Association Sales SIG’s Lifetime Achievement Award for her work in the sales and sales management area.

Her research, teaching and consultancy interests focus primarily on improving sales organization performance. She received (with her co-authors) the American Marketing Association Sales SIG’s Excellence in Research Award for her article on salesforce financial incentives published in the Journal of Marketing. She recently co-authored a book on salesforce compensation.

Beyond academic publications, her work has been featured in Harvard Business Review, Harvard Business Manager, Les Echos and The Financial Times among others.

Scientific articles

Cultural Impact on European Staffing Policies in Sales Management

International Journal of Research in Marketing, March 2003, vol. 20, n° 1, pp 67-85, (in coll. with M. SEGALLA, B.A. Weitz)

Optimal Sales Force Compensation Plans: An Operational Procedure

Journal of the Operational Research Society, April 2002, vol. 53, n° 4, pp 447-456, (in coll. with R. Darmon)

Culture and Career Advancement in Europe: Promoting Team Players vs. Fast Trackers

European Management Journal, February 2001, vol. 19, n° 1, pp 44-57, (in coll. with M. SEGALLA, M. Flory)

The Influence of Culture on Personal Selling Interactions

Journal of Euromarketing, 2000, vol. 9, n° 4, pp 71-88, (in coll. with A. MACQUIN, N. Prime)

Internal Validity of Conjoint Analysis Under Alternative Measurement Procedures

Journal of Business Research, 1999, n° 46, pp 67-81, (in coll. with R. Darmon)

Le pilotage des forces de vente : effets pervers des systèmes hybrides

Décisions Marketing, May-August 1998, n° 14, pp 31-43, (in coll. with M. Besson)

Rémunération de la force de vente : une étude exploratoire des plans tridimensionnels

Recherche et Applications en Marketing, 1997, vol. 12, n° 4, pp 3-14,

Reliability and Internal Validity of Conjoint Estmated Utility Functions under Error-free Verus Error-full conditions

International Journal of Research in Marketing, 1994, vol. 11, n° 5, pp 465-476, (in coll. with R. Darmon)

Internal Validity Assessment of Conjoint Estimated Attribute Importance Weights

Journal of the Academy of Marketing Science, 1991, vol. 19, n° 4, pp 315-322, (in coll. with R. Darmon)

Assessing Conjoint Analysis Internal Validity: the Effect of Various Continuous Attribute Level Spacings

International Journal of Research in Marketing, 1989, vol. 6, n° 1, pp 35-44, (in coll. with R. Darmon)

Books

Chapters in edited books

Proceedings

Cross-National Comparisons of Sales Force Control Systems: a Proposal for an Integrative Perspective

Proceedings of the Multicultural Marketing Conference, sponsored by the Academy of Marketing Science , 1998 (A. MACQUIN)

Cultural Typology and Managers Preferences: A European Study of Sales Force Compensation Structure in the Banking Sector

Proceedings of the 26th Conference of European Marketing Association , 1997 , Warwick (M. SEGALLA, M. Besson)

Salesforce Compensation Plans: An Investigation of Three-Dimensional Structures

Proceedings of the 25th Administrative Sciences Association of Canada , 1997 , St John's

Optimal Compensations Plan Structures for Heterogeneous Sales Forces: an Empirical Application

Proceedings of the 22nd Conference of European Marketing Association , 1993 , Barcelone (R. Darmon)

Working papers

Case Studies

Scientific articles

Does Marketing and Sales Integration Always Pay Off? Evidence from a Social Perspective

Journal of the Academy of Marketing Science, September 2014, vol. 42, n° 5, pp 511-527, (in coll. with J. HULLAND)

Is extra legroom worth fighting for ?

Harvard Business Review, November 2014, vol. 92, n° 11, pp 30, (in coll. with M. SEGALLA, C. CIOBANU, V. LEBUNTEL)

Sales Force Turnover And Retention: A Research Agenda

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)

Sales-Marketing Interface in Saudi Arabia: A Commentary

Journal of Business Research, September 2012, vol. 65, n° 9, pp 1298-1300, (in coll. with M. SEGALLA)

Books

Chapters in edited books

La rémunération des vendeurs

Encyclopédie De La Vente Et De La Distribution, A. Bloch, A. Macquin (Eds), Editions Economica, 365-375

L'européanisation des forces de vente

L'Art Du Marketing, M. Dickson, 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

Cross-National Comparisons of Sales Force Control Systems: a Proposal for an Integrative Perspective

Proceedings of the Multicultural Marketing Conference, sponsored by the Academy of Marketing Science , 1998 (A. MACQUIN)

Cultural Typology and Managers Preferences: A European Study of Sales Force Compensation Structure in the Banking Sector

Proceedings of the 26th Conference of European Marketing Association , 1997 , Warwick (M. SEGALLA, M. Besson)

Salesforce Compensation Plans: An Investigation of Three-Dimensional Structures

Proceedings of the 25th Administrative Sciences Association of Canada , 1997 , St John's

Optimal Compensations Plan Structures for Heterogeneous Sales Forces: an Empirical Application

Proceedings of the 22nd Conference of European Marketing Association , 1993 , Barcelone (R. Darmon)

Working papers

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

Optimal Compensation Plan Strucures for Heterogeneous Sales Forces: an Empirical Application

Ceressec , 1992

Reliability and Internal Validity of Various Conjoint Estimation Methods under Errorfree Versus Errorfull Conditions

Ceressec , 1992

Case Studies

Education

  • Habilitation a diriger des recherches (Qualified Research Supervisor), Marketing, Université d'Aix-Marseille - 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

External Academic Responsibilities

  • 2016-2017 Visiting professor McGill University, Faculty of Management

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

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

    • Conference organisation

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

    • 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