Paul LAPOULE Department: Commerce and Negotiation. Professional experience

Transcription

1 Paul LAPOULE Department: Commerce and Negotiation Professional experience 2000 / 2014: Adjunct Professor at University of Marne la Vallée, South China Normal University (Guangdong, China), University of Wine, University of the West of England (Bristol, UK), Western Michigan University (Michigan, USA), Ecole Supérieure Algérienne des Affaires (Algeria), l Institut International de Formation aux Technologies de l Information in Agadir (Morocco), C.N.A.M., University of Furtwangen / 2014: consultant for Cadbury-Schweppes, l'oréal, Ballantine's, Danone, Lu, Blédina, Evian Volvic, La Compagnie des Jus de Marmande, McDonald France, Orfi, Société Générale / 2001: leader of French special week-long events in Germany, Ireland and in the USA (New York, Wisconsin), Irish and European events in France 1970 / 1982: product demonstrator and sales representative (Société Compto services) 1975 / 2007: manager of foreign language centres and vacation camps for companies and cities (Banque de France, Chamber of Commerce and Industry, Mairie de Paris) Consulting in Strategy and Pricing, Marketing and Sales Strategy, Supply Management, Sales Force Training, Business Plan, E.C.R., Marketing and Export Analysis Consulting in Education

2 Courses taught Strategy Marketing Retailing Negotiation Case Methodology Programs Bachelor Master MSc Executive education Education PHD in Management, C.N.A.M. Paris D.E.A. : Master s degree in Management, C.N.A.M. Paris Intermediate Certificate of the Chamber of Commerce and Industry of London (spoken English for Industry and Commerce) Contact [email protected] Intellectual contributions A. Peer-reviewed journals 2014 (with Enrico Colla), L impact du multi-canal sur le rôle et le management des forces de vente. Le cas du secteur de la beauté professionnelle, Management & Avenir n (with Jin Z., Lynch R., Attia S., Chansarkar B., Gu lsoy T., Liu X., Newburry W, Nooraini M. S., Parente R., Purani K. & Ungerrer M.), The relationship between consumer ethnocentrism, cosmopolitanism and product country image among younger generation

3 consumers: The moderating role of country development status, International Business Review, : The French Grocery Retail Company Intermarché develops the click and drive model in South Asian Journal of Business and Management Cases vol. 3, n 1: (with Enrico Colla), E-commerce: exploring the critical success factors in International Journal of Retail and Distribution Management, Vol. 40, N : Carrefour and its competitors in India, Management Decision (SSCI Revue), volume 48, issue 3, p (with Enrico Colla): Below Cost Selling in France: Impact on Pricing Decisions, International Journal of Retail and Distribution Management n 10, p (with Enrico Colla): «Facteurs clés du succès des cybermarchés : les enseignements du cas Tesco.com» in Décisions Marketing n 61 B. Books 2011: «Le succès des marques terroir des distributeurs : un modèle par les compétences», thesis published by l Atelier National de Reproduction des Thèses 2010: «Le succès des marques terroir des distributeurs : un modèle par les compétences», thesis published by the Editions Universitaires Européennes C. Chapter Lamy E. and Lapoule P. (2012), Case Studies and Research in Management Science, dans Reframing Human Capital For Organizational Excellence, Tojo Thatchenkery, G.D. Sardana, Academic References Series, Bloomsbury, London, New Dehli, New York, Sydney, November D. Case studies Published by the French Cases Central 2014: Bienvenue chez Cora: stratégie, merchandising et négociation avec des fournisseurs, reference M (with Emmanuel Frémiot): «Widoobiz: les entrepreneurs ont leur web radio», reference G : Intermarché: the expansion of drive-through outlets in the French retail grocery sector, reference G1801GB 2013: «Leclerc: the right wine in the right place», référence M1818GB 2013: The contribution of indirect sales forces to business development: the case of the

4 Matrix Sales University at the L Oréal Group s Professional Products Division. 2013: La contribution des forces de vente indirectes au business développement: le cas de la Matrix Sales University de la Division Produits Professionnels du Groupe L Oréal. 2013: La contribución de las fuerzas de venta indirectas al desarrollo de negocio: el caso de la Matrix Sales University de la División de Productos Profesionales del Grupo L Oréal. 2012: Carrefour in India (International Retailing) 2012: un intrapreneur associe les univers du bricolage et de la décoration (entrepreneurship) 2012: Leclerc : négocier pour rester le moins cher (Negotiation) 2012: Intermarché accélère le développement du drive. (Retailstrategy) 2011: Ca relie à Paris, quels choix stratégiques recommander à l entreprise pour accélérer son développement? (Craft and Trade) 2011: with Auplat Claire, «L Oréal: science, innovation and sustainable development» (International Strategy) 2011: Fleurs-de-Prestige-Paris (Entrepreneurship, Retailing click and brick, English and French versions) 2011: (with James Rowell, Buckingham University, UK): Premium Brands-Premium Products : ASDA Extra Special Stilton cheese (Retailmarketing) 2010: Coton biologique et commerce équitable, la création d un site de commercialisation de prêt-à-porter éthique 2010: La démarche marketing des Cidreries du Calvados La Fermière (Fundamentals of Marketing) 2010: Mauricia, la création d une entreprise d importation de spiritueux (Entrepreneurship) 2009: COMPARE AGENCY, the launching of a non-media communications agency, (entrepreneurship) 2009: Carrefour et ses concurrents priorisent le marché indien, International Retail Strategy 2009: Carrefour en Chine, International Retail strategy 2008 (with Enrico Colla): Tesco.com. Les capacités stratégiques d un leader du cybermarché (web marketing) 2008: La Compagnie des jus de fruits : emballage et environnement (Marketing strategy)

5 2008: Intermarché.com (web marketing) 2008 Groupe Danone (Dannon Cy): building the business of the future (International Marketing) 2007: Danone : apporter la santé par l alimentation au plus grand nombre (International Marketing) 2007: Terroir et exotisme sur internet (entrepreneurship) 2007: ICONE, La création d une entreprise de boissons à base de vin désalcoolisé (a new non-alcoholic wine business; entrepreneurship) 2007: Stratégie de développement à l horizon de 2010 de la Compagnie des Jus de Marmande (Marketing strategy) 2006 On or Off Line: le dilemne de Jean Louis (Wine marketing) 2006 e-solex: the launching of the electric SOLEX» (Marketing) 2006: Michel Polnareff. Un nouveau marketing musical (Marketing) 2005: Claude François : l effet nostalgie (Marketing strategy) 2004: La grande consommation : un nouveau défi pour NEGOSUP (Strategy) 2004: «Dannon aims for global leadership in its three strategic activities» (Strategy) 2004: «Welcome to ASDA Extra Special : the case of Stilton» (Retail brand and competencies) 2003: Cidreries du Calvados (Marketing fundamentals) 2003: Cora étend sa marque propre "L Ame du Terroir" (Necessary competencies for the launching of a retailer's own brand) 2003: Carrefour développe sa MDD "Reflets de France" (Necessary competences for the launching of one of Carrefour's own brand) 200:3 "Taillefine" (Marketing and Innovation, brand stretching) 2003: Le cidre. On devrait toujours en avoir au frais (Brand conception and protection in France and abroad) 2002: Crackez pour LU (Category Management) 2002: Hyper ou cyber marché? (Retail Marketing) 2002: Evian et le Carrousel du Louvre (Marketing and Negotiation) 2001: Danone vise la première place mondiale dans ses trois métiers stratégiques (Strategy) 2000: Danone produits laitiers, à vous d inventer la suite (Marketing and

6 Merchandising) 2000: Start again! les nouvelles technologies au service de la tradition (Business Plan) 1999: Leclerc : the Right Place for the Right Wine, English and French version actualised in 2002 (Marketing and Merchandising) 1999: Playskool Multimédia for Hasbro Interactive (Marketing international) 1998: Le cidre revient en grâce for the IRPI (Institute of Research in Intellectual Property), Ecusson and Pampryl 1997: Bienvenue chez Districo (Spirits and Supermarkets) with Ballantine s, Pernod, Auchan, Carrefour and Cora 1996: Distri 2000 (Educational support for l'oréal's commercial staff) 1995: Interbrew et le commerce parallèle 1994: Schweppes Europe, French version (International Marketing) Case studies published by the ECCH 2010 (with James Rowell from the Buckingham University): COMPARE AGENCY. A student project becomes business reality (with Robert Hoover from Idaho State University): e-solex. Le Solex électrique. Everything old is new again (Marketing) 2002 Leclerc: the Right Place for the Right Wine (Marketing and Merchandising) 1994 Schweppes Europe (International Marketing) Other published case studies Lapoule P. (2005), Groupe Danone (Dannon Cy): Building brand leadership in diverse product categories, Annual Advances for Business Cases 2005 (USA)