• Department Marketing
  • Areas of research Customer-Supplier Relations; Power in BtoB Relationships; The Impact of Digitalization in BtoB Relations; Sales management
  • Teaching fields Marketing BtoB - Procurement - Sales management & strategic customer management - Digital transformation in BtoB


After graduating from ESCP Business School, I spent the first part of my professional career working for major industrial groups (Pechiney, SCA Packaging, ICI) initially in international sales and marketing, and then in global key account management.

I then obtained my agrégation (civil service competitive examination for certain posts in teaching) in Management Economics, followed by a PhD in Management Science in 2010, and an HDR qualification (to advise doctoral students and oversee research) in 2017.

As a specialist in B2B Marketing, and strategic client/supplier interaction (author of Management des Grands Comptes published by Pearson Education), I am also interested in the Digital Transformation in the B2B sector.

I am regularly published in academic journals such as Industrial Marketing Management, Journal of Purchasing and Supply Management, Journal of Personal Selling and Sales Management, etc.

I join Excelia Business School as Head of the Marketing Teaching Department.


2020 Johnsen, R. E., Lacoste, S., & Meehan, J. (2020). “Hegemony in asymmetric customer-supplier relationships”. Industrial Marketing Management. 87, 63-75.

2019 Appio, F. P., & Lacoste, S. (2019). B2B relationship management in complex product systems (CoPS). Industrial Marketing Management, 79, 53-57. (editorial).

2018 Lacoste, S. (2018). “From selling to managing strategic customers - a competency analysis” Journal of Personal Selling and Sales Management, 38(1), 92-122.

2016 Lacoste, S. and Dekker J. (2016) “Driving change: the role of « emotional connectedness » - A case study.” (with Janet Dekker), The Learning Organization, 23 (5), 357-369.

2016 Lacoste, S. and Pardo C. (2016) “Les pratiques conjointes de responsabilité sociale de l’entreprise (RSE) au sein d’un écosystème d’affaires - Une étude de cas ”, Management & Avenir, 85, 35-55.

2016 Johnsen R. and Lacoste S. (2016) « An exploration of the ‘dark side’ associations of conflict, power and dependence in customer-supplier relationships”. Industrial Marketing Management, 59, 76-95,

2016 Lacoste S. (2016) « Perspectives on social media ant its use by key account managers”, Industrial Marketing Management, 54, 33-43.

2016 Lacoste S. (2016) « Sustainable value co-creation in business networks », Industrial Marketing Management, 52, 151-162.

2015 Lacoste S. and Blois K. (2015). “Suppliers’ power relationships with industrial Key Accounts”. Journal of Business and Industrial Marketing, 30(5), 562 - 571.

2015 Lacoste S. and Rhona E. Johnsen (2015). « Buyer-supplier relationships: a case study of power dynamics », Journal of Purchasing & Supply Management, 21(4), 229-240.