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
    Bompar, L., Lunardo, L. & Saintives, C. (2018). The effects of humor usage by salespersons: The roles of humor type and business sector. Journal of Business and Industrial Marketing, 33 (5), 599-609 2018 Refereed Article
    Lunardo, L., Bompar, L., Saintives, C. (2018). L’usage de l’humour par les vendeurs et son impact sur la performance : le rôle de la phase d’exploration et du type d’humour. Recherche et Applications en Marketing, 33 (2), avril, 6-26 2018 Refereed Article
    Bompar, L., & Allal-Chérif, O. (2017). La dynamique de la confiance sur la coopération acheteur / vendeur en B2B. Logistique & Management, 25(4), 253-265 2017 Refereed Article
    Laurent BOMPAR ; Zahir YANAT. « La dichotomie transactionnel-relationnel de la première relation commerciale », Recherches en Sciences de Gestion–Management Sciences–Ciencias de Gestión, n°95, Juillet 2013, pp. 45-63 2013 Refereed Article
    Kedge Insights
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    La dynamique de la confiance entre acheteur et vendeur : quatre phases relationnelles pour la coopération None Publication highlight
    Marketing
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