Publications – articles
2008/2009 Forthcoming - Henneberg, Stephan, Pardo, Catherine, Mouzas, Stefano &Naudé, Peter (2008 ou 2009), "Value dimensions and relationships postures in dyadic key relationship programmes", Journal of Marketing Management, xx(x), xxx-xxx.
2008 Forthcoming Guenzi, Paolo, Georges, Laurent, & Pardo, Catherine (2008), "The impact of strategic account managers' behaviors on relational outcomes: An empirical study", Industrial Marketing Management, xx(x), xxx-xxx.
2008 Ivens, Bjoern & Pardo, Catherine (2008), "Key account management in business markets: An empirical test of common assumptions", Journal of Business and Industrial Marketing, 23 (5), 301-310.
2007 Ivens, Bjoern & Pardo, Catherine (2007), "Are key account relationships different? Empirical results on supplier strategies and customer reactions"", Industrial Marketing Management, 36, 470-482.
2007 Guenzi, Paolo, Pardo, Catherine &Georges, Laurent (2007), "Relational Selling Strategy and Key Account Managers' Relational Behaviors: an Exploratory Study", Industrial Marketing Management, 36, 121-133.
2006 Pardo, Catherine, Henneberg, Stephan, Mouzas, Stefano & Naudé, Peter (2006), "Unpicking the meaning of value in key account management", European Journal of Marketing, 40 (11/12), 1360-1374.
2004 Ivens, Bjoern & Pardo, Catherine (2004), "Les clients comptes clés sont-ils vraiment traités différemment ? Le point de vue des clients" [Are Key Account Customers Really Treated Specifically? A Customers' point of view], Recherche et Applications en Marketing, 19 (4), 3-22
1999 Pardo, Catherine (1999), "Key account Management in the business to business field : a French overview", Journal of Business and Industrial Management, 14 (4), 276-290.
1999 Pardo, Catherine (1999), "Gestion des comptes clés" [Key Account Management], Revue Française du Marketing, 173/174, 141-154.
1997 Pardo, Catherine (1997), "Key account management in the business to business field : the key account's point of view", Journal of Personal Selling and Sales Management, 17 (4), 17-26.
1997 Pardo, Catherine & Salle, Robert (1997), "La gestion de portefeuille de clients en milieu industriel : pour une démarche intégrée" [Customers Portfolio Management in the Industrial Field: for an Integrated Method], Décisions Marketing, 9, 67-76.
1995 Pardo, Catherine, Salle, Robert & Spencer, Robert (1995) "The key accountisation of the firm - A case study ", Industrial Marketing Management, 22, 123-134.
1994 Pardo, Catherine & Salle, Robert (1994), "Strategic interplays of an actor in a relationship with a distributor", Industrial Marketing Management, 23, 403-418.
Publications – Chapters in books
2006 Pardo, Catherine, Henneberg, Stephan C., Mouzas, Stefanos & Naudé, Peter (2006), Unpicking the meaning of value in Key Account Management, Key Accounts Management. Concepts and Applications, éds. V. Partha Sarathy et A.V. Balakhrishna, Hyderabad, The ICFAI University Press, 10-27.
2006 Pardo, Catherine (2006), Key Account Management in the Industrial Field, Key Accounts Management. Concepts and Applications, éds. V. Partha Sarathy et A.V. Balakhrishna, Hyderabad, The ICFAI University Press, 111-131.
2001 Pardo, Catherine (2001), "Gestion des comptes clés" [Key Account Management] in l'Encyclopédie de la Vente et de la Distribution, Economica, coordination by Bloch A. et Macquin A., pp397-406.
2000 Salle, Robert, Cova, Bernard & Pardo, Catherine (2000), "Portfolio of supplier-customer relationships" dans Advances in Business Marketing and Purchasing, vol. 9, pp. 419-442, Woodside A. G. (Ed), JAI press.
1997 Pardo, Catherine (1997), "Industrial key account management: the key accounts point of view" dans Relationships and Networks in International Markets, pp. 166-179, Gemuenden H.G., Ritter T., Walter A., (Eds), Elsevier, Ghauri P. (Ed).
1994 Mazet, Florence &Pardo, Catherine (1994), "Modyfying the power balance in a high-stakes industrial relationships" in Perspectives on Marketing Management, vol. 4, M.J. Baker (John Wiley & Sons limited).
Communications – Conferences and Congresses
2008 Pardo, Catherine & Ivens, Bjoern (2008), "Some common assumptions on business to business marketing oragnization confronted to empirical evidence", IMP conference, Uppsala, Sweden.
2008 Ivens, Bjoern, & Pardo, Catherine (2008) "Some Common Issues on Business to Business Marketing Organization Confronted to Empirical Evidence, 1st Workshop on Business to Business Marketing, Lausann, Switzerland.
2008 Ivens, Bjoern, & Pardo, Catherine, (2008), "Governance Mechanisms and Price Level: An Empirical Study in Vertical Business-to-Business Relationships", EMAC Conference, Brighton UK.
2007 Ivens, Bjoern, Pardo, Catherine & Tunisini, Annalisa (2007), "Industrial marketing organization and the IMP approach: A comparative analysis", IMP conference, Manchester, UK
2007 Salle, Robert, Cova, Bernard, Ivens, Bjoern & Pardo, Catherine (2007), "Integrated solutions in the IT industry: the key role of alliance managers", IMP conference, Manchester, UK
2007 Ivens, Bjoern & Pardo, Catherine (2007), "Do services exchanges and products exchanges require specific marketing approaches? A governance approach", EMAC conference, Reikjavick, Iceland.
2007 Ivens, Bjoern & Pardo, Catherine (2007), "Toutes les façons de gouverner une relation interorganisationnelle sont-elles aussi satisfaisantes pour le client ?" [Are All Relationships Governance Types Equally Satisfactory for the Customer?", 1ères Journées de la Satisfaction et de la Fidélité de Grenoble, Grenoble, France. .
2006 Ivens, Bjoern & Pardo, Catherine (2006), " Governance Types in Business Exchanges and Their Impact on Satisfaction and Commitment ", EMAC conference, Athens, Greece.
2006 Pardo, Catherine & Spencer, Robert (2006), "Managing Key Accounts: A focus on The Strategic-Customer Account Team as a Supplier-Customer Relationship Interface Matcher", ISBM BtoB Academic Conference, Chicago, USA.
2006 Pardo, Catherine & Ivens, Bjoern (2006), "Industrial Marketing Organization: Dimensions of the Problem, State-of-the-Art, and Directions for Future Research", 22nd IMP-conference in Milan, Italy .
2005 Ivens, Bjoern & Pardo, Catherine "When a Relationship is 'Transactionalized'; The Introduction of Reverse Auctions in a Key Account Relationship", 21st IMP conference, Rotterdam, the Netherlands.
2005 Ivens, Bjoern & Pardo, Catherine "The Impact of Governance Mechanisms on Relationship Quality: Effects in Key Account and Non Key Account Dyads", 21st IMP conference, Rotterdam, the Netherlands.
2005 Henneberg, Stephan C., Pardo, Catherine, Mouzas, Stefanos et Naudé, Peter (2005), Value Dimensions and Strategies in Dyadic Relationships Programmes, ", 21st IMP conference, Rotterdam, the Netherlands.
2005 Haas, Alexander, Ivens, Bjoern et Pardo, Catherine (2005), "How Control Mechanisms and Trust Affect Customer Commitment", 12ème world Marketing congress de l'AMS, Munster, Allemagne.
2005 Georges, Laurent, Pardo, Catherine et Guenzi, Paolo (2005), "Relational outcomes of key account managers' behaviours: An empirical examination", 35ème conference EMAC, Milan, Italie.
2005 Georges, Laurent, Guenzi, Paolo et Pardo, Catherine (2005), "Building trust through synergistic solutions in a key account setting: an empirical study", Conférence NCSM, Miami, USA.
2004 Ivens, Bjoern et Pardo, Catherine (2004) "Key Account Management in Business Markets: An empirical Test of 'Theoretical Wisdom' and 'Common Wisdom'", 20ème conférence IMP, Copenhague, Danemark.
2004 Ivens, Bjoern et Pardo, Catherine (2004) "Key account programs: Do they Really Generate Superior Relationship Quality", ISBM Academic Workshop, Boston, USA.
2003 Ivens, Bjoern et Pardo, Catherine (2003) "Are Key Account Relationships Different? Empirical Results on Supplier Strategies and Customer Reactions", 19ème Conférence IMP, Lugano, Switzerland.
2003 Georges, Laurent, Pardo, Catherine et Guenzi, Paolo (2003), "The Link Between the Supplier’s Relational Selling Strategy and its Key Account Managers’ Relational Behaviors : an Exploratory Study ", 19ème Conférence IMP, Lugano, Switzerland.
2003 Georges, Laurent, Pardo, Catherine et Guenzi, Paolo (2003), "Quel lien entre la stratégie commerciale relationnelle d’une entreprise et les comportements relationnels de ses gestionnaires de comptes clés", Journée Transversale Management des Ressources Humaines Commerciales, AFM-AGRH, Montpellier, France.
2001 Pardo, Catherine (2001), "Key Account Management in the Industrial Field – The Account Team for an Efficient Reconfiguration of the Supplier-Customer Relationship", 17ème Conférence IMP, Oslo, Norvège.
2001 Pardo, Catherine (2001), "Gestion des comptes clés en milieu industriel – L’équipe compte comme reconfiguration efficace de la relation fournisseur - client", 17ème Congrès de l’AFM, Deauville, France.
1999 Pardo, Catherine (1999), "Les problématiques de la gestion des comptes clés en business to business", 15ème Congrès de l'AFM, Strasbourg, France.
1998 Pardo, Catherine (1998), "Quelques facteurs clés de succès et d'échec de la coordination intra-organisationnelle entre gestionnaires de comptes-clés et contacts-connectés en milieu industriel ", 14ème Congrès de l'AFM, Bordeaux, France.
1997 Pardo, Catherine (1997), "Gestion des comptes clés en milieu industriel : le point de vue des clients", 13ème Congrès de l'AFM, Toulouse, France.
1997 Pardo, Catherine (1997), "Key account management in the business to business field : the key account point of view ", 1st Symposium on Selling and Major Account Management, Southampton, Angleterre.
1996 Pardo, Catherine (1996), "Key account management : between internal and external networks (the symbolic aspects of a new mission)", Euroconférence organisée par le Programme TMR de l'Union européenne, Porto, Portugal.
1996 Pardo, Catherine et Salle, Robert (1996), "Définir les limites du client : la première étape de la gestion d'un portefeuille de clients en milieu industriel", 12ème Congrès de l'AFM, Poitiers, France.
1995 Pardo, Catherine et Salle, Robert (1995), "Defining customer boundaries : the first step in customer portfolio management ", 11ème Conférence IMP, Manchester, Angleterre.
1995 Pardo, Catherine (1995), "La gestion des comptes clés en milieu industriel : quelques éléments de réflexion" [Key Account Management in the Industrial Fields: Some Issues] , 11ème Congrès de l'AFM, Reims, France.
1995 Pardo, Catherine (1995), "Key account management in the business to business field : the key accounts point of view ", 12ème Conférence IMP, Karlsruhe, Allemagne.
1994 Pardo, Catherine (1994), "The key account manager: managing external and internal networks ", 10ème Conférence IMP, Groningen, Pays Bas.
1993 Mazet, Florence et Pardo, Catherine (1993), "La modification des rapports de pouvoir au sein d'une relation inter-organisationnelle à enjeux élevés", 9ème Congrès de l'AFM, Marseille, France.
1993 Salle, Robert et Pardo, Catherine (1993), "Jeux stratégiques d'acteurs dans une relation tripartite fournisseur - distributeur - utilisateur, le cas de la distribution d'énergie" [The strategic interplay of actors in a tripartite relationship supplier - distributor - end user ; A case concerning the distribution of electricity in France "] -, Colloque des ESC Rhône Alpes Auvergne, Grenoble, France.
1993 Pardo, Catherine, Salle, Robert et Spencer, Robert (1993), "The key accountisation of the firm - A case study ", 9ème Conference IMP, Bath, Angleterre.
1993 Pardo, Catherine et Salle, Robert (1993), "The strategic interplay of actors in a tripartite relationship supplier - distributor - end user ; A case concerning the distribution of electricity in France ", 9ème Conférence IMP, Bath, Angleterre.
Publications - Books
2004 Pardo, Catherine (2004), "Responsable Comptes Clés" [Key Account Manager], Dunod, Paris, France 202 pages.
Publications - Coordination
1999 : "Guest Editor" of Journal of Business and Industrial Marketing Special Issue on"Key Account Management", vol.14, iss 4.
Publications – Working papers
2005 Ivens, Bjoern, Haas, Alexander & Pardo, Catherine (2005), "How Different Control Mechanisms and Trust Affect Customer Commitment An Empirical Study, Cahier de Recherche de L'ISBM (USA), n° 6-2005.
2005 Pardo, Catherine, Henneberg, Stephan C., Mouzas, Stefanos & Naudé, Peter (2005), "Unpicking the meaning of value in key account management, Cahier de Recherche [Working Paper] de l'Ecole de Management de l'Université de Bath (Angleterre) [University of Bath – UK].
2004 Guenzi, Paolo, Pardo, Catherine & Georges, Laurent (2004), "The impact of key account managers' behaviours on customers' trust", Cahier de Recherche [Working Paper] de EDHEC Business School (France).
2004 Ivens, Bjoern & Pardo, Catherine (2004), "Key-Account Management: Some classical assumptions revisited", Cahier de Recherche [Working Paper] de l'Université Erlangen-Nürnberg (Allemagne), n° 120.
2000 Pardo, Catherine (2000), "Du gestionnaire de comptes clés à l’équipe compte – La reconfiguration d’échanges interorganisationnels en échanges intraorganisationnels dans un contexte industriel". [From Key Account Manager to Key Account Team: The reconfiguration of Interorganizational Exchanges into Intraorganizational Exchanges in and Industrial Context] Thèse pour le Doctorat ès Sciences de Gestion [Phd Dissertation] – Université de Bourgogne [Univesrity of Burgundy].
1995 Pardo, Catherine (1995), "Le gestionnaire de comptes clés dans les entreprises de biens et services industriels", [The Key Account Manager in Industrial Goods and Services Companies] Cahier de Recherche [Working Paper]EM Lyon, n° 9503.
1994 Pardo, Catherine (1994), "Le gestionnaire de comptes clés : l'émergence d'une fonction" [The Key Account Manager: an Emerging Function] , Mémoire pour le DEA de Sciences de gestion Groupe ESC Lyon - Université Lyon III, [Research Master Thesis] Septembre.
Publications – Professional
2003 Pardo, Catherine, Georges, Laurent et Guenzi, Paolo (2003), "Are Your Key Account Managers Truly Relationally-Oriented?”, Focus: Europe, 3 (3).