hec.ca > Faculty

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 Grenoble Alpes
  • 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)

BURCHETT, Molly, EPLER, Rhett, PAPPAS, Alec, BUTLER, Timothy, ROUZIOU, Maria, BOLANDER, Willy, LUSSIER, Bruno; « Charting the course: a framework for networking across the selling ecosystem », European Journal of Marketing, vol. 58, no 3, 2024, p. 733-755.

HARTMANN, Nathaniel, CHAKER, Nawar N, LUSSIER, Bruno, LAROCQUE, Denis, HABEL, Johannes; « A theory of sales system shocks », Journal of the Academy of Marketing Science, vol. 52, no 2, 2024, p. 261-283.

LUSSIER, Bruno, BEELER, Lisa, BOLANDER, Willy, HARTMANN, Nathaniel; « Alleviating the negative effects of salesperson depression on performance during a crisis: Examining the role of job resources », Industrial Marketing Management, vol. 111, 2023, p. 173-188.

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, vol. 51, no 1, 2023, p. 132-152.

LYNGDOH, Teidorlang, CHEFOR, Ellis, LUSSIER, Bruno; « Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors », Journal of Business & Industrial Marketing, vol. 38, no 9, 2023, p. 1880-1898.

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, 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.

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.

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

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Books (1)

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

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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.


Winter 2024

MARK 20123
Vente relationnelle

Fall 2023

MARK 20123
Vente relationnelle
MARK 60100
Psychologie et marketing

Winter 2023

MARK 20123
Vente relationnelle

Fall 2022

MARK 20123
Vente relationnelle
MARK 60100
Psychologie et marketing