Dominique ROUZIES

Professor

Marketing

rouzies@hec.fr http://www.hec.fr/rouzies
Profile picture

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

Selection and Implementation of Processing Strategies in Consumer Evaluative Judgment and Choice

International Journal of Research in Marketing, 1987, vol. 4, n° 2, pp 99-110, (in coll. with A. d'Astous)

Books

Chapters in edited books

Proceedings

Assessing the Internal Validity of Various Conjoint Analysis Procedures for Estmating Continuous Utility Functions, in Advanced Research in Marketing

Proceedings of the XIX Annual Conference of the European Marketing Academy , 1990 (R. Darmon)

Internal Validity Assessment of Conjoint Estimated Attribute Importance Weights, in Marketing Thought and Practice in the 1990's

Proceedings of the XVIII Annual Conference of the European Marketing Academy , 1989 (R. Darmon)

Working papers

Case Studies

Scientific articles

How HRM Control Affects Boundary-Spanning Employees: Behavioural Strategies and Satisfaction: The Moderating Impact of Cultural Performance Orientation

International Journal of Human Resource Management, September 2010, vol. 21, n° 11, pp 1951-1975, (in coll. with V. Onyemah, N. Panagopoulos)

Showdown für Venture Capital

Harvard Business Manager, february, 3 2010, pp 18-22,

The Embedded Salesforce: Connecting Buying and Selling Organizations

Marketing Letters, September 2010, vol. 21, n° 3, pp 239-253, (in coll. with K. Bradford, S. Brown, S. Ganesan, G. Hunter, V. Onyemah, R. Palmatier, R. Spiro, H. Sujan, B. Weitz)

The VC Shakeout

Harvard Business Review, July-August 2010, vol. 88, n° 7/8, pp 21-23, (in coll. with J. Ghalbouni)

Books

Chapters in edited books

Proceedings

Assessing the Internal Validity of Various Conjoint Analysis Procedures for Estmating Continuous Utility Functions, in Advanced Research in Marketing

Proceedings of the XIX Annual Conference of the European Marketing Academy , 1990 (R. Darmon)

Internal Validity Assessment of Conjoint Estimated Attribute Importance Weights, in Marketing Thought and Practice in the 1990's

Proceedings of the XVIII Annual Conference of the European Marketing Academy , 1989 (R. Darmon)

Working papers

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