Elsa DESSAIGNE

Elsa DESSAIGNE Research Active Faculty - Assistant Professor
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    • Department
      Marketing Department
    • Languages
      English, French
    • Teaching specialisations
      Marketing BtoB, Strategic Marketing, Customer Relationship Management, Procurement
    • Areas of research
      Modes of governance of BtoB networks, Roles and position of BtoB distributors, Evolution of commercial functions in distribution, Action strategy of BtoB actors
    • Campus
      Tours

    Biography

    Graduated of Sciences Po Grenoble, Dr Elsa Dessaigne spent the first part of her professional career in industry, in Marketing, Purchasing or Sales of tailor-made products, both within large groups (Philips Lighting, ABB) and SMEs.

    She obtained her PhD in Management Sciences in 2020 and has been teaching for over ten years in Business Schools (Idrac, EM Lyon...)

    As specialist in BtoB marketing, Dr Dessaigne is particularly interested in the co-creation of value in BtoB networks involving distributors.

    She published her first article in Industrial Marketing Management.

    She now joins Excelia's team of teacher-researchers in the Marketing department.

  • 2020

    PhD in Management Sciences, with a specialisation in Marketing, Université Jean-Moulin-Lyon-III, France

    2015

    Master in socio-economic Management, Université Jean-Moulin-Lyon-III, France

    2009

    Specialized Master " International Strategy and Industrial Marketing ", EM, France

  • 2021

    Research Active Faculty - Assistant Professor, Excelia, La Rochelle, France

    2020-2021

    Adjunct Faculty

    2020-2021

    Adjunct Faculty, INSEEC, Lyon, France

    2013-2021

    Junior lecturer, EM, Lyon, France

    2012-2014

    Adjunct Faculty, IDRAC Lyon, Lyon, France

    2010-2012

    Adjunct Faculty, ESC Saint-Etienne, , France

    2007-2008

    Technical Writer in a software company

    2003-2006

    Technical Sales Representative in industrial windows

    2002-2003

    Purchasing assistant at ABB France

    2000-2002

    International Marketing Assistant at Philips Lighting

    1997-2000

    Manager of the offer for youngsters and students at Orchestre National de Lyon

  • Journal articles

    DESSAIGNE, E. (2024). Agency in business networks: Combining IMP research with a relational sociological perspective to challenge views on sutainability and ethics. Journal of Business and Industrial Marketing. doi:10.1108/JBIM-05-2023-0294.
    DESSAIGNE, E., PARDO, C. (2020). The network orchestrator as steward: Strengthening norms as an orchestration practice. Industrial Marketing Management, 91, 223-233. doi:10.1016/j.indmarman.2020.09.007.

  • Proceedings from scholarly meetings

    KIROVA, V., DESSAIGNE, E., DE KERVENOAEL, R., SCHWOB, A. (2023). Legitimation work in B2B procurement: Analysing market shaping strategies towards sustainable energy purchasing. IMP Conference. IMP Group 35th annual conference.
    DESSAIGNE, E. (2020). Du Channel Captain au Channel Steward : les nouveaux visages de la distribution BtoB. Congrès de l’AFM 2020. 36ème congrés international de l'AFM, Biarritz.
    DESSAIGNE, E., PARDO, C. (2019). Channel Stewardship. Orchestrating network relationships in a collaborative way. 35ème conference IMP. 35ème conférence IMP.

    Papers presented at academic or professional meetings

    DESSAIGNE, E., PARDO, C., PACHE, G. (2021). De l'épicier à la dentellière : quand l'expertise SCM parachève la stratégie marketing des distributeurs BtoB. 24ème Colloque Etienne Thil.
    DESSAIGNE, E. (2018). Distribution Network Dynamics. Can distributors of electrical supply emerge as network stewards. 34ème conference IMP.
    DESSAIGNE, E. (2017). Managing the network or through the network?. 23rd Nordic Workshop in Interorganisational Research.
    PARDO, C., DESSAIGNE, E. (2016). Staging the end-user in B2B. 32ème conférence IMP.
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