Paul Lapoule
ESCP Europe
The InternetEthnocentrismSales managementBusinessEconomicsMarketingExploitCritical success factorQualitative researchManagement systemGlobalizationOrder (business)CosmopolitanismConsumer ethnocentrismQuality (business)Context (language use)Case methodSuccess factorsDirect marketingE-commerceDeveloping country
18Publications
6H-index
184Citations
Publications 17
Newest
Within the ongoing debate on the roles and tensions between teaching and research in higher education, this paper explores the extent to which the pedagogical case study method can contribute to bridge the gap between teaching and research. Based on an initial survey on 1,057 university academics, the results reveal the existence of five major groups of academics with varying degrees of link between the two topics and demonstrate the variations in the contributions that pedagogical case studies ...
Source
The purpose of this case study is to identify the conditions for a company developing a B2B trade show’s communication to move into an efficient Omni-channel communication approach. The case study method is used to describe the issues facing Plastic Omnium Environnement Company in deploying an Omni-channel communication approach. This company provides services to local authorities and private sector companies to dispose of their waste. Its Director of communication, Pierre Mereau, is faced with ...
2 CitationsSource
Purpose – The purpose of this paper is to gain a deeper understanding of the multi-channel impact on the role of sales forces and the way in which they are managed in a B2B context. Design/methodology/approach – The authors compare the conclusion of their literature review with an analysis of the sales strategy of a leading cosmetic brand. They conducted their study by applying a multi-method qualitative research approach, which includes semi-structured interviews with managers and a research ac...
21 CitationsSource
Cet article a pour objectif de mieux comprendre en quoi la methode des cas pedagogique peut contribuer au rapprochement de l’education et de la recherche en management. Une etude realisee aupres de 1057 auteurs montre l’existence de cinq grandes familles de pratiques et revele l’utilite scientifique de l’administration des cas en classe.
1 CitationsSource
#1Zhongqi Jin (Middlesex University)H-Index: 14
#2Richard Lynch (Middlesex University)H-Index: 9
Last. Marius Ungerer (Stellenbosch University)H-Index: 5
view all 12 authors...
Although the differences between developed and developing countries have been extensively studied in the context of globalization strategies, few studies have so far been conducted on the relationship between country development status and the possession by countries of a favorable (or unfavorable) product country image (PCI). Moreover, the results of such studies to date have been inconclusive. The purpose of this paper is to investigate the moderating role of country developmental status on PC...
44 CitationsSource
#1Enrico CollaH-Index: 7
#2Paul LapouleH-Index: 6
EnglishThe main objective of this qualitative research is to identify the impact of multichannel retailing on sources of synergies and cannibalization between the grocery store and the click and collect channels. The authors compared the conclusions of a review of the literature with the practices of French large grocers. The research demonstrates that a multi-channel strategy enables retailers to reinforce their competitive advantages when developing material, immaterial and competitive synergi...
5 Citations
The purpose of this case study is to enable readers to identify the conditions for a sustainable relationship between a brand and its External Sales Force(s). A case study approach is used to describe, in a clear manner, the issues confronting L’Oreal Professional Products Division, leader of the hair care product market, in regard to the contribution of indirect sales forces to business development. Manager of the Matrix Sales University (M.S.U.), Eric Mellet conceived and developed a worldwide...
Le principal objectif de cette recherche qualitative est de comprendre l’impact du multi-canal sur le role et le management des forces de vente. Les auteurs confrontent les resultats d’une revue de la litterature avec l’analyse des strategies commerciales deployees par une grande marque de produits de beaute professionnels. Ils formulent des implications manageriales relatives aux methodes de formation et de remuneration qui aideront les commerciaux a accompagner la migration inter-canal de leur...
Source
The purpose of this case study is to let the readers identify the key success factors of the French grocery retail companies’ drive-through model. A case study approach is used to describe clearly issues confronting Intermarche, the third largest French grocery retail company, to the important and fast drive-in model development. The large French grocery retailers are investing heavily in the ‘click and drive’ format in order to avoid having to make home deliveries and bear the substantial costs...
2 CitationsSource
Due to the complexity of management situations, both quantitative and qualitative approaches, including the case study method, are applied to their analysis. For many years, authors of pedagogical case studies did not have any scientific ambitions for those cases. But the situation is changing. Academics are obliged to meet publication objectives, while continuing their teaching activities, including the production of case studies. Beyond statements of a general nature, the way in which the arti...
1 Citations