-
-
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.
-
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
Other, Ecole de Management (EM) Lyon, 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, ABB Automation, Paris, France
2000-2002
International Marketing Assistant at Philips Lighting, Philips Lighting BV, , France
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.
You appear to be in France... if you prefer, you can browse the French version of our site!
