Profecogest

« Becoming a customer-centric organization : dealing with the internal organizational tensions. », National Conference in Sales Management, March 14-17, Indianapolis, USA. (Accepted paper).

Market-focussed sustainability as innovation driver in B to B relationships, 28th IMP Conference, September 13-15, Rome, Italy. (Accepted abstract).

2011

« Global account attractiveness : the shift in the “give and take” negotiation process with “strategic” suppliers. », 27th IMP Conference, September 1- 3, Glasgow, UK.

"“Customer attractiveness” : the co-construction of a "countervailing power" by the suppliers with their key global customers.", 20th Annual IPSERA Conference 2011, 10-13 April, Maastricht, the Netherlands.

"“Strategic Partnership” : Moving the Limit of Relationship Marketing Further", 10th International Conference Marketing Trends, January 20– 22, ESCP Europe, Paris.

Abstract

Purpose : Although the terminology of “strategic partnership” has been commonly used among researchers and practitioners, a new sense has recently emerged which extends the cooperative border of the Relationship Marketing continuum (Day, 2000). This paper aims to report on a qualitative study that illustrates how “strategic partnership” has evolved and how it has now appeared as a new segmentation of key customers’ suppliers.

Design/Methodology/Approach : A qualitative study based on four industrial case-studies is used to explore how the collaborative end of the relationship continuum has been extended.

Findings : The results show a sophistication of the customer-supplier relationship in Business-to-Business with a new conceptualisation of “quasi vertical integration”. Managerial implications for the supplier are discussed as this new supplier segmentation may strongly impact on the key customer management of the supplying firms and provide SMEs with new opportunities to supply key accounts.

Research limitations : This research is a first step to investigate “strategic partnership” as an evolution in the customer-supplier relationship spectrum and aims to explaining the use of this new typology, rather than measuring it.

Originality/Value : Little research has been carried out, as of today, to explore the evolution of the far-end of the collaborative anchor of relationship marketing from the key customers’ perspective.

2010

"Internationalising the French education paradigm", 2010 AMS Cultural Perspectives in Marketing Conference, July 21 – July 24, 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 », 26th IMP Conference, September 2- 4, Budapest, Hungary.

« Fournisseur "stratégique" et négociation », 4th International biennale on commercial negotiation, November 17-18, – Negocia Business School, Paris.

Abstract : We study a new typology of suppliers, called « strategic » suppliers, which have been defined by their key customers those recent years. Grounded in this new supplier segmentation, our research goes further to find out the main features and consequences of this specific supplier status on negotiation. More specifically, we investigate the change in the negotiation main object.

« The New Frontier In B to B Relationship Marketing : The Construction Of A "Countervailing Power" By The Suppliers From Key Global Customers », 2010 IPSERA Workshop on “Customer attractiveness, supplier satisfaction and customer value”, November 25-26, University of Twente, Enschede, the Netherlands.

http://www.utwente.nl/mb/oohr/attractiveness/03_Lacoste.pdf

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).

Abstract : Power is a complex topic and because of this in any writing on ‘power’ there is a difficulty in maintaining a clear line of argument as, in addition to a need to be very precise in the use of language, there is a requirement for statements to be inter-linked with each other and for caveats to be associated with them. This paper will examine aspects of the concept of power using examples from the behaviour of the managements of industrial MNC’s or their suppliers which have made ‘power’ interpretations of their situations. It will thus provide an understanding of aspects of the concept of power which a manager should take account if they choose to use a power interpretation.

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

Case study " did you say partnership ? Tensions in the purchase of packaging" - (Chapter Two – Organizational Buying Behaviour) inserted in Ellis, N (2010), “Business to Business Marketing : Relationships, Networks & Strategies”, Oxford : Oxford University Press.

Case study « French leaders and Multiculturalism », to be published in « Lessons in Changing Cultures : Learning from Real World Cases », Don Warrick and Jens Mueller (eds), Rossi Smith Academic publishing, Oxford, (forthcoming).

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”.

Celebrating the defense of my doctoral thesis :

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.

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Research interests

Conference attendance

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Case studies