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Sylvie Lacoste graduated from ESCP Europe, holds a PhD in Marketing from the University of Paris 1 Panthéon Sorbonne and a HDR from Aix-Marseille University. After working in senior management positions in business development and strategic customer management within MNCs, she joined academia and in 2017 the marketing department of Kedge Business School. She has published a book on "Key Account Management" (Global Village - Pearson) and her research focuses on strategic customer-supplier relations (purchasing) or supplier (sales) as well as the growing role of digital transformation in such Business-to-Business relationships. Research areas: Customer-Supplier Relations; Power in BtoB Relationships; The Impact of Digitalization in BtoB Relations; Sales management

    Recent publications
    Publication Year of publication Type of publication
    JOHNSEN, R. E., S.LACOSTE, J.MEEHAN, "Hegemony in asymmetric customer-supplier relationships", Industrial Marketing Management, 2020, vol. 87, pp. 63-75 2020 Journal article
    LACOSTE, S., "From selling to managing strategic customers: a customer analysis", Journal of Personal Selling and Sales Management, 2018, vol. 38, no. 1, pp. 92-122 2018 Journal article
    JOHNSEN, R. E., S.LACOSTE, "An exploration of the ‘dark side’ associations of conflict, power and dependence in customer–supplier relationships", Industrial Marketing Management, 2016, vol. 59, pp. 76-95 2016 Journal article
    LACOSTE, S., "Perspectives on social media ant its use by key account managers", Industrial Marketing Management, 2016, vol. 54, pp. 33-43 2016 Journal article
    LACOSTE, S., "Sustainable value co-creation in business networks", Industrial Marketing Management, 2016, vol. 52, pp. 151-162 2016 Journal article
    LACOSTE, S., C.PARDO, "Les pratiques conjointes de responsabilité sociale de l’entreprise (RSE) au sein d’un écosystème d’affaires", Management & Avenir, 2016, vol. 85, pp. 35-55 2016 Journal article
    LACOSTE, S., J.DEKKER, "Driving change: the role of “emotional connectedness” – a case study", Learning Organization, 2016, vol. 23, no. 5, pp. 357-369 2016 Journal article
    LACOSTE, S., A.LA ROCCA, "Commentary on “Storytelling by the sales force and its effect on buyer–seller exchange”", Industrial Marketing Management, 2015, vol. 46, pp. 143-146 2015 Journal article
    LACOSTE, S., K.BLOIS, "Suppliers’ power relationships with industrial key customers", Journal of Business and Industrial Marketing, 2015, vol. 30, no. 5, pp. 562-571 2015 Journal article
    LACOSTE, S., R. E.JOHNSEN, "Buyer-supplier relationships: a case study of power dynamics", Journal of Purchasing and Supply Management, 2015, vol. 21, no. 4 2015 Journal article


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