Catherine PARDO

Catherine PARDO PROFESSOR

Her activities focus mainly on B2B marketing and, more generally, how organizations manage their exchanges of products and services, in particular when their customers are "key accounts".

EDUCATION 

2000 : PhD in Management 

1994 : Master degree (DEA) in Management 

1989 : ESC Lyon degree

EXPERIENCE

1989 - 1991 : Research Assistant, then Research Manager - Institut de Recherche de l’Entreprise (ESC Paris Group)

EXPERTISE 

B2B marketing 

Key account management 

Customer portfolio management 

Organisational customer buying behaviour 

B2B intermediation 

Brand and content strategy

RESEARCH INTEREST 

B2B marketing 

Key account management 

Inter-company intermediation 

B2B marketing organisations 

Brand and content strategy

PUBLICATIONS ACADEMIC ARTICLES (33)

‑ Michel, Sophie, Saucède, Florent, , Pardo, Catherine, , Fenneteau, Hervé. 2019. Business interaction and institutional work: When intermediaries make efforts to change their position.Industrial Marketing Management, 80: 266-279 p.

‑ Leischnig, Alexander, Ivens, Björn Sven, , Niersbach, Barbara, , Pardo, Catherine. 2018. Mind the gap: A process model for diagnosing barriers to key account management implementation.Industrial Marketing Management, 70: 58-67 p.

‑ Ivens, Björn Sven, Leischnig, Alexander, , Pardo, Catherine, , Niersbach, Barbara. 2018. Key account management as a firm capability.Industrial Marketing Management, 74: 39-49 p.

‑ Pagani, Margherita, Pardo, Catherine. 2017. The impact of digital technology on relationships in a business network.Industrial Marketing Management, 67: 185-192 p.

‑ Ivens, Björn Sven, Pardo, Catherine. 2016. Managerial implications of research on inter organizational interfaces: The case of key account management.The IMP Journal, 10 (1): 25-49 P.

‑ Lacoste, Sylvie, Pardo, Catherine. 2016. Les pratiques conjointes de responsabilité sociale de l'entreprise (RSE) au sein d'un écosystème d'affaires: Une étude de cas.Management et Avenir, 85: 35-55 P.

‑ Pardo, Catherine, Portier, Philippe, , Salle, Robert. 2016. Rapprocher achats et marketing dans l'entreprise: Mieux collaborer en interne pour mieux collaborer en externe.Revue Française de Gestion, 2016/5 (258): 11-27 ‑ Ivens, Björn Sven, Pardo, Catherine, , Niersbach, Barbara, , Leischnig, Alexander. 2016. Firm internal key account management networks: Framework, case study, avenues for future research.Industrial Marketing Management, 58: 102-113 ‑ Pardo, Catherine, Michel, Sophie. 2015. Dynamics in a distribution triad.Journal of Business and Industrial Marketing, 30 (8): 915-925 P.

‑ Cova, Bernard, Pardo, Catherine, , Salle, Robert, , Spencer, Robert. 2015. Normal vs spectacular science: The IMP Group and BtoB marketing.Industrial Marketing Management, 49: 80-83 P.

‑ Ivens, Björn Sven, Niersbach, Barbara, , Pardo, Catherine. 2015. Key Account Management: Selling? Providing Services?... Or Both?.Marketing Review St. Gallen, 32 (6): 68-76 P.

‑ Ivens, Björn Sven, Pardo, Catherine. 2014. The role of Key Account Management in Marketing and Sales Intelligence.Marketing Review St. Gallen, 31 (4): 32-41 P.

‑ Pardo, Catherine, Ivens, Björn Sven, , Wilson, Kevin. 2014. Differentiation and alignment in KAM implementation.Industrial Marketing Management, 43 (7): 1136-1145 P.

‑ Cova, Bernard, Pardo, Catherine, , Salle, Robert, , Spencer, Robert. 2014. Coping with Recurring Issues in BtoB research: The Sisyphus effect? Or a "rolling stone" Syndrome?.The IMP Journal, 8 (3): 101-106 P.

‑ Pardo, Catherine, Ivens, Björn Sven, , Wilson, Kevin. 2013. Assessing and strengthening internal alignment of new marketing units: An interpretative tool.Industrial Marketing Management, 42 (7): 1074–1082 P.

‑ Giraud, Laurent, Pardo, Catherine. 2012. Les fonctions commerciales au cœur de l’évolution des intermédiaires du BtoB ?: Une étude exploratoire.Management et Avenir, 51 (1): 167-185 P.

‑ Michel, Sophie, Pardo, Catherine. 2012. La spécificité du commerce BtoB: quelques repères historiques.Management et Avenir, 51 (1): 156-166 P.

‑ MISSIRILIAN, Ohannes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2011. Barriers to the "key supplierization" of the firm.Industrial Marketing Management, 40 (6): 853-861 P.

‑ GUENZI, Paolo, GEORGES, Laurent, , Pardo, Catherine. 2010. The impact of strategic account managers' behaviors on relational outcomes: An empirical study.Industrial Marketing Management, 38 (3): 300-311 P.

‑ Portier, Philippe, Pardo, Catherine, , Salle, Robert. 2010. Achats et marketing: Une asymétrie d'interface.Revue Française de Gestion, 99: 97-119 P.

‑ HENNEBERG, Stephan, Pardo, Catherine, , MOUZAS, Stefano, , Naudé, Peter. 2009. Value dimensions and relationship postures in dyadic "Key Relationship Programmes".Journal of Marketing Management, 25 (5-6): 535-550 P.

‑ Ivens, Björn Sven, Pardo, Catherine, , Salle, Robert, , Cova, Bernard. 2009. Relationship keyness: The underlying concept for different forms of key relationship management.Industrial Marketing Management, 38 (5): 513-519 P.

‑ Ivens, Björn Sven, Pardo, Catherine, , TUNISINI, Annalisa. 2009. Organizing and integrating marketing and purchasing in business markets: An introduction to the special issue, issues and implications.Industrial Marketing Management, 38 (8): 851-856 P.

‑ Pardo, Catherine, Ivens, Björn Sven. 2008. Key account management in business markets: an empirical test of common assumptions.Journal of Business and Industrial Marketing, 23 (5): 301-310 P.

‑ Pardo, Catherine, Ivens, Björn Sven. 2007. "Are key account relationships different? Empirical results on supplier strategies and customer reactions".Industrial Marketing Management, 36 (4): 470-482 P.

‑ Pardo, Catherine, GUENZI, Paolo, , GEORGES, Laurent. 2007. Relational selling strategy and key account managers' relational behaviors: an exploratory study.Industrial Marketing Management, 36 (1): 121-133 P.

‑ Pardo, Catherine, HENNEBERG, Stephan, , MOUZAS, Stefano, , Naudé, Peter. 2006. Unpicking the meaning of value in key account management.European Journal of Marketing, 40 (11/12): 1360-1374 P.

‑ Pardo, Catherine, Ivens, Björn Sven. 2004. Les clients comptes-clés sont-ils vraiment traités différemment ?: Le point de vue des clients.Recherche et Application en Marketing, 19 (4): 3-22 P.

‑ Pardo, Catherine. 1999. Key account management in the business-to-business field : a French overview.Journal of Business and Industrial Marketing, 14 (4): 276-297 P.

‑ Pardo, Catherine. 1997. Key account management in the business to business field: the key account's point of view.Journal of Personal Selling and Sales Management, 17 (4): 17-26 P.

‑ Pardo, Catherine, Salle, Robert. 1997. La gestion de portefeuille de clients en milieu industriel: pour une démarche intégrée.Décisions Marketing, (10): 67-76 P.

‑ Pardo, Catherine, Salle, Robert, , Spencer, Robert. 1995. The key accountization of the firm: A case study.Industrial Marketing Management, 24 (2): 123-134 P.

‑ Pardo, Catherine, Salle, Robert. 1994. Strategic interplays of an actor in a relationship with a distributor.Industrial Marketing Management, 23 (5): 403-418 P. BOOKS (2)

‑ Pardo, Catherine, Paché, Gilles. 2015. Commerce de gros, commerce inter-entreprises: Les enjeux de l'intermédiation. Cormelles-le-Royal: Éd. EMS, Management & société 324 p.

‑ Pardo, Catherine. 2004. Responsable comptes clés: comprendre, sélectionner, gérer et développer les grands comptes. Paris: Dunod 201 p.xiii-201 p.

Catherine PARDO 教授

她的活动主要集中在B2B市场营销，以及更普遍的，组织如何管理他们的产品和服务的交换，特别是当他们的客户是“关键客户”的时候。

教育背景 

2000 : 管理学博士 

1994 : 管理学硕士 

1989 : 巴黎高等商学院学位

工作经历

1989 - 1991 : 巴黎企业研究所(ESC Paris Group)研究助理、研究经理

专业领域 

b2b营销 

重要客户管理 

客户投资组合管理 

组织客户购买行为 

b2b中介 

品牌和内容战略

研究领域 

b2b营销 

重要客户管理 

公司之间中介 

b2b营销组织 

品牌和内容战略

期刊发表

学术论文（三十三篇)