Education
2005-2006 : Master of Research in Management (IAE Paris - La Sorbonne University)
2010 : PhD in Marketing - Doctoral School EDSDO (IAE Paris La Sorbonne University/HEC/ParisTech), thesis subject : “The development of new “hybrid” forms of vertical exchange, mixing transactional and relational features and studied from a global key account’s point of view”.
Summary of thesis (in French)
Abstract in English :
For the past 10 years we have seen the purchasing department of leading and major companies restructuring their purchasing approaches and moving towards more formalised and global purchase processes. This move follows further pressure from their environment, which has become a hyper-competitive and global one. The question arises whether the Relationship Marketing paradigm which has been developing for over 20 years now, is not being turned by Key Account customers, under the influence of their purchase structures, into a « transactional/relational hybrid » relationship management paradigm.
This research is an empirical one to define new forms of a “hybrid” relationship between key Accounts and their network of suppliers, mixing features from transactional and relational exchanges and analysed from the key Account (customer) perspective.
We study why and how Key Accounts use this new form of customer–supplier relationship and define new pivotal mechanisms mixing opposite forms of exchange with the model “SCC” for “Strengthening – Correcting – Commuting”.
We also explore the explanatory forces behind these new supplier management relationships and define a new supplier segmentation and relationship dynamic.
To access my PhD
(password protected)
Research interests
Relationship marketing in business to business markets
Industrial marketing
Key Account Management
Conference attendance
http://www.impgroup.org/conferences.php
http://www.b2bworkshop.com
http://www.ams-web.org/cde.cfm ?event=256268
COMMUNICATIONS IN PEER-REVIEWED CONFERENCES :
2010
"Internationalising the French education paradigm" has been accepted for presentation at the 2010 AMS Cultural Perspectives in Marketing Conference to be held July 21 – July 24 at the IESEG School of Management, Lille (with J. Takhar).
« How do Key customers link cooperation and calls for competition (tenders) with suppliers ? The CSC (Correction- Strengthening- Commuting) model » has been accepted for presentation at the 26th IMP Conference to be held September 2nd - 4th in Budapest, Hungary.
2009
« Global key accounts and supplier segmentation : emerging issues », 38th EMAC Conference, May 26-29, Nantes, France.
« Relationship “the development of new “hybrid” forms of exchange developed by key accounts with their suppliers, mixing competitive bids (transactional approach) and cooperation (relational approach) », 2nd B to B Marketing Workshop, June 19-20, Lyon, France.
“Power in business-to-business relationships : some problems of interpretation”, 25th IMP Conference, September 3-5, Marseille, France (with Keith Blois).
2008
« The « hybrid » relationship exchange from key accounts’ point of view with their suppliers », 37th EMAC Conference, Doctoral Colloquium, May 25-27, 2008, Brighton, UK.
« Relationship management from the key account buyer’s point of view : the role of frameworks contracts”, 1st B to B Marketing Workshop, June 20-21, 2008, Lausanne, Switzerland.
“The development of “hybrid” forms of vertical exchange, mixing transactional and relational features : a key account’s point of view”, 24th IMP Conference, September 4-6, 2008, Uppsala, Sweden.
Case studies
Creation of an end-of-chapter case study (Chapter Two – Organizational Buying Behaviour) to be inserted in
Ellis, N (2010), “Business to Business Marketing : Relationships, Networks & Strategies”, Oxford : Oxford University Press.
