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Bruno Lussier

Associate Professor,  Department of Marketing


Bruno Lussier

Contact information

HEC Montréal
3000, chemin de la Côte-Sainte-Catherine
Montréal (Québec)
Canada H3T 2A7

Email : bruno.lussier@hec.ca
Phone : 514 340-1421
Secretary: 514 340-6427
Fax : n/a
Office : 4.503

Other title(s)

Education

  • Docteur ès Sciences de Gestion, Université de Grenoble
  • MBA en gestion des entreprises, Université Laval
  • Baccalauréat en sciences de la santé, Université Concordia

Expertise

  • Sales force effectiveness
  • Sales management
  • Business development
  • Business-to-business (B2B) marketing
  • Mental health and well-being
  • Ethics

Current research

  • Forthcoming

This publication selection covers the last five years.


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Journal articles (9)


RADANIELINA HITA, Marie Louise, GRÉGOIRE, Yany, LUSSIER, Bruno, BOISSONNEAULT, Simon, VANDENBERGHE, Christian, SÉNÉCAL, Sylvain; « An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying », Journal of the Academy of Marketing Science, 2023 (status : online).

LUSSIER, Bruno, CHAKER, Nawar N, HARTMANN, Nathaniel, RANGARAJAN, Deva; « Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy », Industrial Marketing Management, vol. 104, 2022, p. 304-316.

LUSSIER, Bruno, PHILP, Matthew, HARTMANN, Nathaniel, WIELAND, Heiko; « Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support », Journal of Business Research, vol. 124, 2021, p. 112-125.

LUSSIER, Bruno, HARTMANN, Nathaniel, BOLANDER, Willy; « Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach », Journal of Business Ethics, vol. 169, no 4, 2021, p. 747-766.

HARTMANN, Nathaniel, LUSSIER, Bruno; « Managing the sales force through the unexpected exogenous COVID-19 crisis », Industrial Marketing Management, vol. 88, 2020, p. 101-111.

GUAY, Anne-Geneviève, LUSSIER, Bruno, GÉLINAS, Marianne; « Teaology : la beau-thé à la conquête du marché canadien / Teaology: Innovative Skin Care Infuses Canadian Market », Revue internationale de cas en gestion, vol. 18, no 3, 2020, p. 1-19.

LUSSIER, Bruno, HALL, Zachary; « Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation », Industrial Marketing Management, vol. 69, 2018, p. 209-220.


LUSSIER, Bruno, GRÉGOIRE, Yany, VACHON, Marc-Antoine; « The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad », Industrial Marketing Management, vol. 65, 2017, p. 168-181.

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Books (2)


BRUNET, Johanne, COLBERT, François, LAPORTE, Sandra, LEGOUX, Renaud, LUSSIER, Bruno, TABOUBI, Sihem; Marketing Management, Chenelière Éducation, 2018.

BRUNET, Johanne, COLBERT, François, LAPORTE, Sandra, LEGOUX, Renaud, LUSSIER, Bruno, TABOUBI, Sihem; Gestion du marketing, Chenelière Éducation, 2017.

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Book chapters (2)


HARTMANN, Nathaniel, WIELAND, Heiko, LUSSIER, Bruno; « An exploration of sales activities from a service ecosystems perspective », A Research Agenda for Sales, Edward Elgar Publishing, 2021, p. 1-19.

KLEIN, Michel, POUJOL, Fanny, LUSSIER, Bruno, FOURNIER, Christophe; « COMBINING CRITICAL INCIDENT TECHNIQUE ANDCONTENT ANALYSIS TO INVESTIGATE CRITICAL EMOTIONAL BEHAVIORSIN SALESPERSON-CUSTOMER INTERACTIONS », Qualitative Research: practices and challenges, Ludomedia, 2020, p. 62-80.



This selection of supervision activities covers the last five years.

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Supervised project supervision – MSc in Management (2)

In codirection with : DESCHÊNES, Jonathan
Comprendre la performance de la sollicitation du don : le cas des "tops performers" , by Alexandre Gerbier
March 2021

Teaology: le défi de développer le marché canadien , by Anne-Geneviève Guay
March 2020

Winter 2021

Fall 2020


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