Dominique Rouziès

Professor

Marketing

Dominique Rouziès's research and teaching interests focus primarily on strategic sales decisions such as the way firms value sales professionals (variable-pay formula, compensation gaps), their career paths and specializations as well as the marketing and sales interface.

rouzies@hec.fr

Dominique Rouzies HEC professor

Latest articles

October 02nd, 2024

Could Department Store Salespeople Hold the Key to Success for Luxury Brands?

For luxury retail brands, selling their goods in other businesses’ stores may be an effective way of reaching more customers. But the employees at these...

By Dominique Rouziès

Asian manager closing blue suit buttons, arranging fashionable clothes and stylish accessories in modern boutique.

December 01st, 2023

What is Experience Worth in A Sales Career? And What it Means for Talent Retention

Sales is an occupation known for its high turnover rates. How do employers value a salesperson’s experience, and does it matter whether they have hopped...

By Dominique Rouziès, Bertrand Quélin, Michael Segalla

courbe salaire_thumbnail

December 01st, 2023

Are Strong Brands Stressing Out Their Mid-level Employees?

Most companies value the benefits of branding: customer loyalty, easier sales, premium pricing. But what does brand equity mean for the employee...

By Dominique Rouziès

Louis Vuitton shop in Tokyo_thumbnail

November 08th, 2023

Five Lessons on Managing your Career in Sales and Sales Management

Sales is an occupation known for its high turnover rates. And for good reason: an HEC study shows that salary increases for salespeople tapers off within...

By Dominique Rouziès

Human Resources

October 20th, 2023

How to Handle People’s Data Ethically

Despite legislative transformation, the issue of data handling is far from resolved. Since GDPR (the General Data Protection Regulation) came into effect...

By Michael Segalla, Dominique Rouziès

mosaic of images_thumbnail

January 30th, 2019

Managing Fake News

Can studying fake news be good? At least two professors at HEC Paris think so. Ludovic François and Dominique Rouziès explain why and how in their recent...

By Dominique Rouziès, Ludovic François

fake news - alswart - adobe stock

June 15th, 2009

Sales Force Compensation: The Weight of the Net

To ensure that sales force remain motivated, companies should increase the variable component of sales representatives’ salary for people operating in...

By Dominique Rouziès

Sales Force Compensation

September 26th, 2014

Global business travel builds sales and stress: The seven stages of business travel stress

In their latest paper “ Global Business Travel Builds Sales and Stress: The 7 Stages of Business Travel Stress” (featured in the HBR Blog Network of the...

By Michael Segalla, Dominique Rouziès

segalla_business travel stress

October 30th, 2014

How to optimize the marketing and sales interface

While it is useful to know how to coordinate marketing and sales functions to enhance their collaboration, it is also necessary to help them avoid...

By Dominique Rouziès

How to optimize the marketing and sales interface by Dominique Rouziès

July 17th, 2017

The Sales Revolution

The conference focused on the challenges facing 21st century salesforce management. New players with disruptive strategies are forcing many major...

By Dominique Rouziès

La révolution de la fonction commerciale - ©Kentoh-AdobeStock

follow us

Insights @HECParis School of #Management

Follow Us

Support Research

Our articles are produced thanks to our reader's support

Give