Catherine Pardo

General information on her teaching and research work is available here. Her activities focus mainly on B2B marketing and, more generally, how organisations manage their exchanges of products and services, in particular when their customers are "key accounts".

EDUCATION

• 2006 : Accreditation to supervise research in Management (HDR)
• 2000 : PhD in Management
• 1994 : Master degree (DEA) in Management
• 1989 : ESC Lyon degree
  

EXPERIENCE

• Since 1991 : Professor - EMLYON Business School
• 1989 - 1991 : Research Assistant, then Research Manager - Institut de Recherche de l’Entreprise (ESC Lyon Group)

EXPERTISE

• B2B marketing
• Key account management
• Customer portfolio management
• Organisational customer buying behaviour
• B2B intermediation

COURSES TAUGHT

• B2B Marketing (M.Sc. programme)

RESEARCH INTEREST

• B2B marketing
• Key account management
• Inter-company intermediation
• B2B marketing organisations

PUBLICATIONS

ACADEMIC ARTICLES (33)

‑ Michel, Sophie, Saucède, Florent, , Pardo, Catherine, , Fenneteau, Hervé. 2018. Business interaction and institutional work: When intermediaries make efforts to change their position.Industrial Marketing Management, FORTH

‑ Pagani, Margherita, Pardo, Catherine. 2017. The impact of digital technology on relationships in a business network.Industrial Marketing Management, FORTH

‑ Leischnig, Alexander, Ivens, Björn Sven, , Niersbach, Barbara, , Pardo, Catherine. 2017. Mind the gap: A process model for diagnosing barriers to key account management implementation.Industrial Marketing Management, FORTH

‑ Ivens, Björn Sven, Leischnig, Alexander, , Pardo, Catherine, , Niersbach, Barbara. 2017. Key account management as a firm capability.Industrial Marketing Management, FORTH

‑ Pardo, Catherine, Portier, Philippe, , Salle, Robert. 2016. Rapprocher achats et marketing dans l'entreprise: Mieux collaborer en interne pour mieux collaborer en externe.Revue Française de Gestion, 2016/5 (258): 11-27

‑ Lacoste, Sylvie, Pardo, Catherine. 2016. Les pratiques conjointes de responsabilité sociale de l'entreprise (RSE) au sein d'un écosystème d'affaires: Une étude de cas.Management et Avenir, 85: 35-55 P.

‑ Ivens, Björn Sven, Pardo, Catherine. 2016. Managerial implications of research on inter-organizational interfaces: The case of key account management.The IMP Journal, 10 (1): 25-49 P.

‑ Ivens, Björn Sven, Pardo, Catherine, , Niersbach, Barbara, , Leischnig, Alexander. 2016. Firm-internal key account management networks: Framework, case study, avenues for future research.Industrial Marketing Management, 58: 102-113

‑ COVA, Bernard, Pardo, Catherine, , Salle, Robert, , Spencer, Robert. 2015. Normal vs spectacular science: The IMP Group and BtoB marketing.Industrial Marketing Management, 49: 80-83 P.

‑ Pardo, Catherine, MICHEL, Sophie. 2015. Dynamics in a distribution triad.Journal of Business and Industrial Marketing, 30 (8): 915-925 P.

‑ IVENS, Björn Sven, NIERSBACH, Barbara, , Pardo, Catherine. 2015. Key Account Management: Selling? Providing Services?... Or Both?.Marketing Review St. Gallen, 32 (6): 68-76 P.

‑ COVA, Bernard, Pardo, Catherine, , Salle, Robert. 2014. Coping with Recurring Issues in BtoB research: The Sisyphus effect? Or a "rolling stone" Syndrome?.The IMP Journal, 8 (3): 101-106 P.

‑ Ivens, Björn Sven, Pardo, Catherine. 2014. The role of Key Account Management in Marketing and Sales Intelligence.Marketing Review St. Gallen, 31 (4): 32-41 P.

‑ Pardo, Catherine, IVENS, Björn Sven, , WILSON, Kevin. 2014. Differentiation and alignment in KAM implementation.Industrial Marketing Management, 43 (7): 1136-1145 P.

‑ Pardo, Catherine, IVENS, Björn Sven, , WILSON, Kevin. 2013. Assessing and strengthening internal alignment of new marketing units: An interpretative tool.Industrial Marketing Management, 42 (7): 1074–1082 P.

‑ Giraud, Laurent, Pardo, Catherine. 2012. Les fonctions commerciales au cœur de l’évolution des intermédiaires du BtoB ?: Une étude exploratoire.Management et Avenir, 51 (1): 167-185 P.

‑ MICHEL, Sophie, Pardo, Catherine. 2012. La spécificité du commerce BtoB: quelques repères historiques.Management et Avenir, 51 (1): 156-166 P.

‑ MISSIRILIAN, Ohannes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2011. Barriers to the "key supplierization" of the firm.Industrial Marketing Management, 40 (6): 853-861 P.

‑ Portier, Philippe, Pardo, Catherine, , Salle, Robert. 2010. Achats et marketing: Une asymétrie d'interface.Revue Française de Gestion, 99: 97-119 P.

‑ GUENZI, Paolo, GEORGES, Laurent, , Pardo, Catherine. 2010. The impact of strategic account managers' behaviors on relational outcomes: An empirical study.Industrial Marketing Management, 38 (3): 300-311 P.

‑ Ivens, Björn Sven, Pardo, Catherine, , Salle, Robert, , COVA, Bernard. 2009. Relationship keyness: The underlying concept for different forms of key relationship management.Industrial Marketing Management, 38 (5): 513-519 P.

‑ HENNEBERG, Stephan, Pardo, Catherine, , MOUZAS, Stefano, , Naudé, Peter. 2009. Value dimensions and relationship postures in dyadic "Key Relationship Programmes".Journal of Marketing Management, 25 (5-6): 535-550 P.

‑ Ivens, Björn Sven, Pardo, Catherine, , TUNISINI, Annalisa. 2009. Organizing and integrating marketing and purchasing in business markets: An introduction to the special issue, issues and implications.Industrial Marketing Management, 38 (8): 851-856 P.

‑ Pardo, Catherine, Ivens, Björn Sven. 2008. Key account management in business markets: an empirical test of common assumptions.Journal of Business and Industrial Marketing, 23 (5): 301-310 P.

‑ Pardo, Catherine, Ivens, Björn Sven. 2007. "Are key account relationships different? Empirical results on supplier strategies and customer reactions".Industrial Marketing Management, 36 (4): 470-482 P.

‑ Pardo, Catherine, GUENZI, Paolo, , GEORGES, Laurent. 2007. Relational selling strategy and key account managers' relational behaviors: an exploratory study.Industrial Marketing Management, 36 (1): 121-133 P.

‑ Pardo, Catherine, HENNEBERG, Stephan, , MOUZAS, Stefano, , Naudé, Peter. 2006. Unpicking the meaning of value in key account management.European Journal of Marketing, 40 (11/12): 1360-1374 P.

‑ Pardo, Catherine, IVENS, Björn Sven. 2004. Les clients comptes-clés sont-ils vraiment traités différemment ?: Le point de vue des clients.Recherche et Application en Marketing, 19 (4): 3-22 P.

‑ Pardo, Catherine. 1999. Key account management in the business-to-business field : a French overview.Journal of Business and Industrial Marketing, 14 (4): 276-290 P.

‑ Pardo, Catherine, Salle, Robert. 1997. La gestion de portefeuille de clients en milieu industriel: pour une démarche intégrée.Décisions Marketing, (10): 67-76 P.

‑ Pardo, Catherine. 1997. Key account management in the business to business field: the key account's point of view.Journal of Personal Selling and Sales Management, 17 (4): 17-26 P.

‑ Pardo, Catherine, Salle, Robert, , Spencer, Robert. 1995. The key accountization of the firm: A case study.Industrial Marketing Management, 24 (2): 123-134 P.

‑ Pardo, Catherine, Salle, Robert. 1994. Strategic interplays of an actor in a relationship with a distributor.Industrial Marketing Management, 23 (5): 403-418 P.

BOOKS (4)

‑ Paché, Gilles, Pardo, Catherine. 2015. Commerce de gros, commerce inter-entreprises : Les enjeux de l'intermédiation.: EMS 324 P.

‑ Pardo, Catherine, Paché, Gilles. 2015. Commerce de gros, commerce inter-entreprises: Les enjeux de l'intermédiation. Cormelles-le-Royal: Éd. EMS, Management & société 324 p.

‑ Pardo, Catherine. 2004. Responsable comptes clés : Comprendre, sélectionner, gérer, et développer les grands comptes .: Dunod 202

‑ Pardo, Catherine. 2004. Responsable comptes clés: comprendre, sélectionner, gérer et développer les grands comptes. Paris: Dunod 201 p.xiii-201 p. BOOK CHAPTERS (9) ‑ Pardo, Catherine. 2015. Une approche triadique de la distribution BtoB., Commerce de gros, commerce inter-entreprises : Les enjeux de l'intermédiation. : EMS, 61-80 P.

‑ Ivens, Björn Sven, Pardo, Catherine. 2014. Key account management in business markets: an empirical test of common assumptions., Handbook of Strategic Account Management: A Comprehensive Resource. : Wiley, 191-204 P.

‑ HENNEBERG, Stephan, Pardo, Catherine, , MOUZAS, Stefanos, , Naudé, Peter. 2014. Value dimensions and relationship postures in dyadic "key relationship programmes"., Handbook of Strategic Account Management: A Comprehensive Resource. : Wiley, 191-204 P.

‑ Pardo, Catherine, HENNEBERG, Stephan, , MOUZAS, Stefano, , Naudé, Peter. 2006. Unpicking the Meaning of Value in Key Account Management., Key Accounts Management, Concepts and Applications . : ICFAI University Press, 10-27 P.

‑ Pardo, Catherine. 2006. Key Account Management in the Industrial Field., Key Accounts Management, Concepts and Applications . : ICFAI University Press, 111-131 P.

‑ Pardo, Catherine. 2001. La gestion des comptes clés., Encyclopédie Vente et Distribution. : Economica, 397-406 P.

‑ Salle, Robert, COVA, Bernard, , Pardo, Catherine. 2000. Portofolio of Supplier-Customer relationships., Getting Better at Sensemaking (Advances in Business Marketing and Purchasing). : Emerald Group Publishing, 419-442 P.

‑ Salle, Robert, COVA, Bernard, , Pardo, Catherine. 2000. Portfolio of supplier-customer relationships., Advances in Business Marketing and Purchasing. : JAI Press, 419-442 P.

‑ Crespin-Mazet, Florence, Pardo, Catherine. 1994. Modifying the power balance in a high stakes industrial relationship ., Perspectives on Marketing Management. : John Wiley, 251-274 P.