Formation
Ph.D. in Marketing - University of Paris Dauphine Master of Science in Marketing & Strategy - University of Paris Dauphine Master in Management Science - University of Paris Dauphine
Biographie
Joël Le Bon est Professeur Associé de Marketing à l’ESSEC Business School dont il a rejoint le Campus de Singapour. Il a également été Responsable du Département Marketing de l’ESSEC Paris. Avant de rejoindre l’ESSEC, il a exercé les fonctions d’Ingénieur Commercial sur les Comptes Stratégiques chez Xerox France et a été Visiting Scholar invité au sein de l’ISBM (Institute for the Study of Business Markets) à l’Université de PennState (Pennsylvanie, USA). Il a également été invité en tant que Visiting Research Scholar au sein du Sales Excellence Institute de l’Université de Houston (Texas, USA). Ses recherches portent sur la contribution des commerciaux à la veille concurrentielle et aux performances financières; l’analyse et la mesure de la satisfaction client; les aspects marketing et relationnels de la gestion du poste client; le comportement du consommateur en ligne et la gestion des marques. Il a reçu de nombreux prix et distinctions pour ses recherches et ses enseignements de la part de l’American Marketing Association (AMA), la National Conference in Sales Management (NCSM), l’Association Française du Marketing (AFM) et la Fondation Nationale pour l’Enseignement de la Gestion des Entreprises (FNEGE). Il a obtenu de l’American Marketing Association le prix la Meilleure Thèse de Doctorat en Marketing dans le domaine du Management de la Vente et de la Distribution. Il est le premier professeur de marketing non affilié à une université américaine à recevoir de l'American Marketing Association l’AMA Prentice Hall's Solomon-Marshall-Stuart Best Teacher Award for Innovative Excellence in Marketing Education. Il est également le premier professeur français à avoir reçu l’IBM Faculty Award. Ses enseignements couvrent plusieurs aspects du marketing dont les fondamentaux de la discipline, le marketing stratégique, la gestion de la relation client, la gestion des marques, le management commercial, les stratégies de prix et le e-marketing. Il a mené de nombreux programmes de formation de dirigeants et d’activités de coaching en Europe, Amérique du Sud et en Asie pour des entreprises parmi lesquelles AGF, Arthur D. Little, DHL, Essilor, Groupe Eiffage, France-Telecom, Hanglas, IBM, Renault-Nissan, Rogers Group, Sodexo, Samsung Motors, Thales, 3M. Joël Le Bon est titulaire d’une Maîtrise des Sciences de Gestion, d’un DEA de Marketing et Stratégie et d’un Doctorat de Marketing de l’Université Paris Dauphine. Il a vécu en Europe, aux Etats-Unis et en Asie avec sa femme et leurs enfants, et est originaire de l’Ile Maurice.
Thèmes de Recherche
Thèmes
Sales Force Management, Competitive Intelligence Activities, Customer Relationship Management & Customer Satisfaction, Customers' Payment Delay, E-Marketing, Low Cost Branding
Secteurs
Business to Business Marketing - Services Marketing
Projets en Cours
Sales Force Management and Competitive Intelligence Activities Marketing and Finance/Accounting Interface and Customers' Payment Delay Customer Care Management and Marketing Efficiency
Customer Satisfaction Measurement
Low Cost Brand Management
Publications académiques
Articles
"The dilemma of outsourced customer service and care: a transaction cost perspective" (J. Le Bon, D. Hughes), Industrial Marketing Management, Oct 2009, Vol. 38, Numéro 4, p. 391‑397
"The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities" (J. Le Bon, D. Merunka), International Journal of Research in Marketing, Oct 2006, Vol. 23, Numéro 4, p. 395‑408
"La Force de Vente et les Activités d'Intelligence Economique (i.e. The Sales Force and Competitive Intelligence Activities)" (J. Le Bon), Revue Française de Gestion, Mar 2006, Vol. 32, Numéro 163, p. 15‑30
"Capital de marque et internet : les nouveaux enjeux de l'e-communication de l'insatisfaction des clients (i.e. Brand Equity and the Internet: New Issues about the E-Communication of Customers' Dissatisfaction)" (J. Le Bon), Revue Française de Gestion, Jan 2003, Vol. 29, Numéro 145, p. 187‑201
"Contribution des vendeurs aux activités de veille marketing et commerciale : d'un cadre conceptuel aux opportunités de recherche (i.e. Salespeople's Contribution to Competitive Intelligence Activities: From a Conceptual Framework to Research Opportunities)" (J. Le Bon), Recherche et Applications en Marketing, Jan 1997, Vol. 12, Numéro 3, p. 5‑24
Chapitres
Stimuler ses ventes sans simuler ses performances financières : enjeux du crédit client, enjeux marketing et crise d'enjeux (i.e. Stimulating Sales without Simulating Financial Performances: Trade Credit Issues, Marketing Issues and Crisis Issues). In: Le leadership Responsable. Paris (France) : Gualino Lextenso Editions, 2009, p. 177-185
De l'intelligence économique à la veille marketing et commerciale : vers une nécessaire mise au point conceptuelle et théorique (i.e. From Competitive Intelligence to Marketing and Sales Intelligence: Toward a Conceptual Clarification). In: Encyclopédie de la Vente et la Distribution. Paris (France) : Economica, BLOCH A., MACQUIN A.. 2001, p. 237-267
The definition of sales. In: The World Book Encyclopedia (avec M. Ahearne). Chicago (USA) : World Book Publishing, 2001, p. 61-65
Working papers
"De l'intelligence économique à la veille marketing et commerciale : vers une nécessaire mise au point conceptuelle et théorique" (J. Le Bon). Essec Research Center, DR‑00012 Jun 00.
"Understanding, Explaining and Enhancing Salespeople's Effort towards Marketing and Sales Intelligence" (avec D. Merunka). ISBM, May 99.
"The Role of Attitude in Competitive Intelligence Activities of Salespersons: Evidence and Consequences of the Mediating Effect" (avec D. Merunka). ISBM, Dec 98.
"Measuring the Competitive Intelligence Attitude of Salespeople: Development and Replication of the C.I.A. Salesperson Scale" (avec D. Merunka). ISBM, Sep 98.
"Les nouveaux enjeux de l'intelligence économique et de la veille marketing et commerciale (i.e. New Issues in Competitive Intelligence)" Negocia, May 98.
Autres publications
Communications publiées
"Facilitating and Accelerating the Collection of Customers' Late Payment: The Key Role of the Sales Organization", In : NCSM Proceedings, National Conference in Sales Management. Norfolk (USA) : National Conference in Sales Management, 2009.
"Appraising, Predicting, and Preventing Business Customer Dissatisfaction and Disloyalty: Highlights and Impacts of a Marketing and Accounting Initiative", In : AMA Proceedings, AMA Winter Educators' Conference. Tampa (USA) : American Marketing Association, Best Paper Award for the Interorganizational Issues Track, 2009.
"Understanding and Assessing the Power of the Sales Organization in Accelerating Customers' Payment Delay", In : AMA Proceedings, American Marketing Association, Best Paper Award for the Sales and Sales Management Track. San Diego (USA) : American Marketing Association, 2008.
"Developing the Sales Force's Participation to Competitive Intelligence Activities: A Marketing and Sales Perspective", avec D. Merunka. In : GSSI Proceedings, 2nd Global Sales Science Institute on Scholarship & Practice in Sales & Sales Management Conference. Athens (Greece) : Global Sales Science Institute, 2008.
"Investigating and Asserting the Influence of the Sales Force on the Prevention of Customers' Late Payment", In : AMS Proceedings, AMS Conference. Vancouver (Canada) : Academy of Marketing Science Association, 2008.
"Enhancing Sales Force's Productivity towards Competitive Intelligence Activities: A Marketing and Sales Responsibility", avec D. Merunka. In : Christian-Albrechts-University at Kiel Proceedings, 2nd Biennial Conference on Enhancing Sales Force Productivity. Kiel (Germany) : Christian-Albrechts-University at Kiel & Marketing Science Institute, 2008.
"Salespeople's Participation in Competitive Surveillance: A Model and an Empirical Test in the French Legally Constrained Environment", avec D. Merunka. In : KAMS Proceedings, KAMS Global Marketing Conference. Shanghai (China) : Korean Academy of Marketing Science Association, 2008.
"Stimuler l'effort des vendeurs envers les activités des vendeurs envers les activités de veille marketing : d'un modèle conceptuel aux évidences empiriques", avec D. Merunka. In : AFM Proceedings, Conférence de l'Association Française de Marketing. Montréal (Canada) : Association Française de Marketing, 2000.
"Explaining and Managing Salespeople's Effort towards Competitive Intelligence: Evidence from the C.I.A. Salesperson Scale", avec D. Merunka. In : AMA Proceedings, AMA Summer Educators' Conference. San Francisco (USA) : American Marketing Association, Best Paper Award for the Sales Management & Distribution Track, 1999.
"Few Salespeople Transmit Marketing Information to Managers, Does Motivation Count or else Attitude ?", avec D. Merunka. In : MCCB Proceedings, Marketing Communications and Consumer Behavior Conference . La Londe les Maures (France) : Marketing Communications and Consumer Behavior, 1999.
"The C.I.A. Salesperson Scale: A New Scale to Measure the Competitive Intelligence Attitude of Salespeople", avec D. Merunka. In : EMAC Proceedings, The 28th EMAC Conference, Competitive Paper. Berlin (Germany) : European Marketing Academy, 1999.
"The Mediating Effect of Salespersons' Attitude towards Competitive Intelligence: Empirical Test and Managerial Considerations, National Conference in Sales Management", avec D. Merunka. In : NCSM Proceedings, National Conference in Sales Management. Louisiana (USA) : National Conference in Sales Management, 1999.
"Measuring the Competitive Intelligence Attitude of Salespeople: Validation of the C.I.A. Salesperson Scale, AMA Winter Educators' Conference", avec D. Merunka. In : AMA Proceedings, American Marketing Association Winter Educators' Conference. St Petersburg (USA) : American Marketing Association, 1999.
"Salespeople's Contribution to the Marketing Information System: A Measurement of their Attitude towards Marketing and Sales Intelligence", avec D. Merunka. In : AMA Exchange Colloquium Proceedings, AMA Marketing Exchange Colloquium. Vienna (Austria) : American Marketing Association, 1998.
"C.I.A. Salesperson Scale: Towards a New Scale to Measure the Competitive Intelligence Attitude of Salespeople", In : NCSM Proceedings, National Conference in Sales Management. Norfolk (USA) : National Conference in Sales Management, Best Doctoral Student Paper Award, 1998.
Enseignement à l'ESSEC
Undergraduate :
- Introduction to Marketing
MBA :
- Marketing Management
Masters :
- Marketing.com
- E-Business Models & Strategy
Autres activités pédagogiques
Executive Education :
- Marketing Strategy
- Customer Relationship Management
- Brand Management
- Marketing Productivity
- Pricing Strategies
Prix et distinctions
Best Paper Award - AMA Winter Educators' Conference - Interorganizational Issues Track - American Marketing Association - Tampa, USA - 2009 Best Paper Award - AMA Summer Educators' Conference - Sales and Sales Management Track - American Marketing Association - San Diego, USA - 2008 Winner of the AMA Prentice Hall's Solomon-Marshall-Stuart Best Teacher Award for Innovative Excellence in Marketing Education - American Marketing Association - 2007 - First Winner from a non American University IBM Faculty Award - 2002 - First French Winner - $28,000 Cited in the Marquis Who's Who in the World Winner of the AMA Sales Special Interest Group Best Doctoral Dissertation Award - American Marketing Association - 2000 Finalist of the AFM-FNEGE (French National Foundation for Management Education) Best Doctoral Dissertation Award - 2000 ISBM Fellow - Institute for the Study of Business Markets - PennState University Dissertation defended with Highest Distinction, Unanimous Congratulations of the Committee, Nominated for the Best National Doctoral Competition in Management Award and Proposed for a Book Publication Best Paper Award - AMA Summer Educators' Conference - Sales Management and Distribution Track - American Marketing Association - San Francisco, USA - 1999 Recipient of The FNEGE Abroad Research Scholarship - $19,000 Best Doctoral Student Paper Award - NCSM Conference - National Conference in Sales Management - Norfolk, USA - 1998 Best Dissertation Proposal in Management Award - The University of Paris Chancery Scholarship - $15,000 Best Dissertation Proposal in Social Sciences Award - The Cetelem Foundation Scholarship - $13,000
Activités scientifiques
Communications présentées à des conférences
Le Bon J. and Merunka D. (2009), Investigating the Relationships Between Customers Credit Granting by the Sales Organization and Brand Equity, University of Houston SEI & Marketing Science Institute Conference in Selling and Sales Management, April, Houston, U.S.A Le Bon J. (2008), Anticipating and Preventing Business Customers Dissatisfaction and Disloyalty: A Marketing and Accounting Perspective, Singapore Marketing Research Roundtable (SMRR), INSEAD, December, Singapore Le Bon J. (2007), Sales and Sales Management Research in France: A Revolutionary Concern in an Old Country, New Horizons In Professional Selling and Sales Management Conference, American Marketing Association, July, Orlando, Florida, U.S.A Le Bon J. (2002), Nouvelles Technologies et Automatisation de la Force de Vente : Enjeux, Problèmes et Perspectives (i.e. Information Technology and Sales Force Automation: Issues, Problems and Perspectives), Conférence de l'Association des Dirigeants Commerciaux de France (DCF) (France Sales Managers Association Conference), Avril, Yvelines, France
Le Bon J. (2001), Evolution des Métiers Commerciaux et NTIC : Réflexions Théoriques et Pédagogiques (i.e. Sales Force Management and New Information and Communication Technologies: Theoretical and Pedagogical Reflections), Séminaire Inter-Ministériel de l'Education Nationale (Inter-Ministerial Department of Education Seminar), Novembre, Guyancourt, France
Ahearne M. and Le Bon J. (2001), Challenges in Measuring and Modeling Sales Team Behaviors and Attitudes, Academy of Marketing Science Conference, May, San Diego, California, U.S.A
Le Bon J. and Merunka D. (1999), The Role of Attitude in Competitive Intelligence Activities of Salespersons, Marketing Science Conference, May, Syracuse, New York, U.S.A
Le Bon J. (1998), Conceptualizing, Measuring and Managing Salespeople's Attitude towards Competitive Intelligence, Marketing Science Conference, July, Fontainebleau, France
Le Bon J. et Michaux G. (1998), M.I.R.E : Méthodes Intératives de Recherche et d'Enseignement (i.e. Interactive Methods for Research and Teaching with E-Learning), Forum CCMP des Innovations Pédagogiques dans les Formations au Management (Innovations Forum in Teaching in Management Education), Mars, Paris, France
Le Bon J. (1996), Upward Communication of Sales Information by Salespeople: An Analysis of the Decision Process, EMAC Colloquium for Doctoral Students in Marketing, May, Budapest, Hungary Affiliations et activités académiques
Member of the Editorial Board of the Journal of Personal Selling and Sales Management Member of the Editorial Board of the Journal of Global Academy of Marketing Science Member of the Editorial Board of the Journal of Global Fashion Marketing Member of the Abstracts Editorial Board for the Journal of Personal Selling and Sales Management (2003 - 2005) Track Chair for the Global Marketing Conference, Negotiation, Relationship Selling and Global Account Management Track, Tokyo, Japan, 2010 Track Chair for Academy of Marketing Science Conference, Electronic and Interactive Marketing Track, Vancouver, Canada, 2008 Journals Ad-hoc Reviewer: International Journal of Research in Marketing, Journal of Personal Selling and Sales Management, Journal of Interactive Marketing, European Journal of Marketing, Journal of Business Research, Psychology and Marketing, British Journal of Management, Industrial Marketing Management, Recherche et Applications en Marketing, Revue Française de Gestion, Décisions Marketing, Revue Française du Marketing Conferences Ad-hoc Reviewer: AMA (American Marketing Association), AMS (Academy of Marketing Science) - ANZMAC (Australian New Zealand Marketing Academy) - AFM (Association Française du Marketing) - MCCB (Marketing Communications and Consumer Behavior) Other Reviewing commitment: MSI Alden G. Clayton Doctoral Dissertation Proposal Competition - ISBM Doctoral Dissertation Award Competition - John Wiley & Sons Handbook of Technology Management Member of the AMA (American Marketing Association) Member of the AMS (Academy of Marketing Science) Conseil
Executive Training and Coaching Activities on Marketing Strategy, Customer Relationship Management and Decisional Marketing
Expérience professionnelle
ESSEC Business School (1999 to present)
- Head of the Marketing Department (2004 - 2006)
University of Houston - C.T. Bauer College of Business - U.S.A. - (2006 - 2007)
- Visiting Research Scholar - SEI - Sales Excellence Institute
PennState University - Smeal College of Business Administration - U.S.A. - (1998 - 1999)
- Visiting Scholar - ISBM - Institute for the Study of Business Markets
Negocia Graduate School of Management (1994 - 1999)
- Assistant Professor of Marketing
ESCP Paris Graduate School of Management (1997 - 1998)
- Lecturer
University of Paris Dauphine (1991 - 1998)
- Lecturer
XEROX France (1991 - 1993)
- Strategic Account Manager
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Liens utiles
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Marketing
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Contact
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E-mail
ESSEC Asian Center 100 Victoria Street #13-02 National Library Singapour
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