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Bruno Lussier

Assistant 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)

  • Forthcoming

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
  • Relationship marketing
  • Business-to-business (B2B) marketing
  • Positive organizational behavior
  • Ethics

Current research

  • Forthcoming

This publication selection covers the last five years.


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Journal articles (6)


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, 2020 (status : online).

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.

LUSSIER, Bruno, OUELLET, Jean-François, GUIZANI, Haithem; « Vos vendeurs savent-ils gérer les objections de leurs clients? Attention: c'est une arme à double tranchant! », Gestion - revue internationale de gestion, Vol. 39, no 4, 2015, p. 156-163.

LACROIX, Caroline, LUSSIER, Bruno, OUELLET, Jean-François; « Concern with the Well-Being of Future Generations Makes Salespeople More Innovative - But Does It Make Them More Performant? », Journal of Marketing Development and Competitiveness, Vol. 8, no 3, 2014, p. 49-58.

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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 (1)


LUSSIER, Bruno, HARTMANN, Nathaniel, WIELAND, Heiko; « An Exploration of Sales Activities from a Service Ecosystems Perspective », Handbook of Research on Sales, Edward Elgar Publishing, 2020, p. 1-29 (status : in press).



This selection of supervision activities covers the last five years.

Fall 2019

MARK 20123
Vente relationnelle
MARK 60100
Psychologie du consommateur

Winter 2019

30-111-18
Vente relationnelle
3-123-18
Vente relationnelle

Fall 2018

3-123-18
Vente relationnelle

Winter 2018

3-123-16
Vente relationnelle

Fall 2017

2-102-16
Développement d'affaires

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