Sylvie LACOSTE

Sylvie LACOSTE Research Active Faculty - Full Professor
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    • Department
      Marketing Department
    • Languages
      English, French
    • Teaching specialisations
      Marketing BtoB, Sales management & strategic customer management, Digital transformation in BtoB
    • Areas of research
      Customer-Supplier Relations, Power in BtoB Relationships, The Impact of Digitalization in BtoB Relations, Sales management
    • Campus
      La Rochelle

    Biography

    Graduated of ESCP Europe, Prof. Sylvie Lacoste spent the first part of her professional career in large industrial groups (Pechiney, SCA Packaging, ICI) in international sales and marketing positions, and then in the management of large global accounts.

    She obtained an aggregation in economics and management, followed by a PhD in management sciences in 2010, and a Habilitation to Supervise Research (HDR) in 2017.

    She is a specialist in B2B marketing and strategic customer/supplier interaction (publication of "Management des grands comptes" by Pearson Education) and is also interested in digital transformation in B2B.

    Pr. Lacoste regularly publishes in academic journals such as Industrial Marketing Management, Journal of Purchasing and Supply Management, Journal of Personal Selling and Sales Management, etc.

    She joined Excelia Business School as Head of Marketing Department.

     

  • 2017

    Qualification to Direct Research, Aix-Marseille Université, France

    2010

    PhD in Management Sciences, Université Sorbonne, Paris, France

    2006

    Master Research (management of organisations), IAE de Paris, France

  • 2020

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

    2017-2020

    Research Active Faculty, Kedge Business School, Bordeaux, , France

    2016-2017

    Head of the research center, Pôle universitaire Léonard de Vinci, Paris, France

    2015-2017

    Research Active Faculty, Associate Professor, Pôle universitaire Léonard de Vinci, Paris, France

    2012

    Full Professor, Université de Lausanne, Lausanne, Switzerland

    2011-2015

    Research Active Faculty, Associate Professor, NEOMA Business School, Rouen, France

  • Journal articles

    LACOSTE, S., ZIDANI, K., CUEVAS, J. M. (2022). Lateral collaboration and boundary-spanning from a global leadership perspective: The case of global account managers. Journal of World Business, 57 (3), 101288. doi:10.1016/j.jwb.2021.101288.
    JOHNSEN, R. E., LACOSTE, S., MEEHAN, J. (2020). Hegemony in asymmetric customer-supplier relationships. Industrial Marketing Management, 87, 63-75. doi:10.1016/j.indmarman.2020.01.013.
    APPIO, F. P., LACOSTE, S. (2019). B2B relationship management in complex product systems. Industrial Marketing Management, 79. doi:10.1016/j.indmarman.2018.12.001.
    LACOSTE, S. (2018). From selling to managing strategic customers - a competency analysis. Journal of Personal Selling and Sales Management, 38 (1), 92-122. doi:10.1080/08853134.2018.1426991.
    JOHNSEN, R., 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. doi:10.1016/j.indmarman.2015.12.011.
    LACOSTE, S. (2016). Co-création de valeur durable dans les réseaux d’entreprises. Sustainable value co-creation in business networks. Industrial Marketing Management, 52, 151-162.
    LACOSTE, S. (2016). Perspectives on social media ant their use by key account managers. Industrial Marketing Management, 54, 33-43.
    LACOSTE, S., DEKKER, J. (2016). Driving change: the role of “emotional connectedness” – a case study. The Learning Organization, 23 (5), pp. 357-369.
    LACOSTE, S., 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 (3), 35. doi:10.3917/mav.085.0035.
  • Papers presented at academic or professional meetings

    LACOSTE, S. (2019). Dyadic negotiation preparation (buyer versus supplier): a roadmap. 28th Annual Conference of the International Purchasing and Supply Education & Research and Association (IPSERA), 14- 17 April, 2019, Milan.
    LACOSTE, S. (2019). Global account management and leadership. 35nd IMP Conference, 27– 30 August, IESEG Business school, Paris, France.
    LACOSTE, S. (2018). An investigation of tensions the case of asymmetric supplier-customer relationships. inaugural Industrial Marketing Management Summit, 24-26 January, Copenhagen Business School, Denmark.
    LACOSTE, S. (2018). Is the key account manager a salesperson?. 34nd IMP Conference, 4 – 7 September, Kedge Business school, Marseille, France..
    LACOSTE, S. (2017). Rethinking SMEs customer relational strategies. 26th Annual Conference of the International Purchasing and Supply Education & Research and Association (IPSERA), 9-12 April, 2017, Budapest..
    LACOSTE, S., NIERSBACH, B. (2017). An exploration of the multiple facets of leadership within key account management. BMM- EMAC biennal conference, 6-8 July, 2017, Graz, Austria..
    LACOSTE, S. (2016). Asymmetric customer-supplier relationships- an examination with Kraljic's matrix. 32nd IMP Conference, 31 August – 3 september, University of Poznan, Poland..
    LACOSTE, S. (2016). Supplier-customer relationships- a portfolio analysis of asymmetry. ISBM Academic Conference 2016, August 3-5, Atlanta, USA..
    LACOSTE, S. (2016). Asymmetric vertical relationships - a portfolio analysis. BtoB colloquium, 23-24 Juin, Paris la Sorbonne 1..

    Press articles

    LACOSTE, S. (2018). Non, il ne faut pas supprimer les classes préparatoires. Tribune, Les Echos.
    LACOSTE, S. (2017). Les écoles de commerce doivent-elles devenir des entreprises comme les autres ?. The Conversation.com.
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