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Laurent BOMPAR

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Laurent Bompar is Professor of Sales Management and Negotiation at KEDGE Business School and holds a PhD in Management. He worked for Mercuri International and KPMG as a consultant for eight years and later spent eleven years in business management supervising a large sales force to achieve results. For the past twenty years, Laurent has conducted more than 400 professional seminars on varying subject matters such as sales management, negotiation and behavior. His academic research includes the effects of humor, phases of relationships, trust, relationship qualities, performance on sales management and negotiation. He produces case studies on famous action sports companies. He is currently the Academic Manager of both MScs within the Wine & Spirits Academy at KEDGE.

    Recent publications
    Publication Year of publication Type of publication
    ESTAY, C., C.LAKSHMAN, L.BOMPAR, Z.YANAT, "Comment un manager peut-il faire réussir un collaborateur en situation d’échec ?", Question(s) de Management, 2020, no. 28, pp. 65-75 2020 Journal article
    BENSEMMANE, S., A.BRIANÇON, M.OHANA, L.BOMPAR, "Le bien-être au travail comme déterminant de l'orientation client : test d'un modèle exploratoire", Recherches en Sciences de Gestion - Management Sciences - Ciencias de Gestión, 2019, no. 134, pp. 135-159 2019 Journal article
    BOMPAR, L., O.ALLAL-CHERIF, "La dynamique de la confiance sur la coopération acheteur / vendeur en B2B", Logistique & Management, 2017, vol. 25, no. 4, pp. 253-265 2017 Journal article
    Pedagogy

    Marketing

    • Sales Management, Negotiation, Sporting Goods Marketing
    Kedge Insights
    Insights Others authors Category Expertise
    La dynamique de la confiance entre acheteur et vendeur : quatre phases relationnelles pour la coopération None Publication highlight
    Marketing & new consumption
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