Robert Salle

- 1976 Doctorat d'Etat ès Sciences LYON 1/INSA(PhD in Chemestry)
- 1978 MBA EM LYON

- 1978- 1997: Different positions in IRE the Research Center of the EMLYON:
   - Research Assistant, (1978-1983)
   - Reponsable de recherche, (1983-1987)
   - Research Director (1987-1997)
   - Assistant Director of the Research Center (1995-1997)
- 1990-1997 : in charge of the Chair of Industrial Marketing financed by Société des Pétroles Shell , Usinor, La Savoisienne de Banque, Chambre de Commerce et d'Industrie de Haute Savoie.
   - Professor in Marketing: deliver courses to all students and in executive development programmes.
   - Habilité à diriger les recherches (HDR)
   - Research Director at the University Lyon 3.(Joint Doctorate Programme involving The University Lyon 3 and EMLYON).
- 2001- 2004 Director of Research EMLYON
- since 2004 Professor in B to B Marketing EMLYON
- since 2008 Head of Markets and Innovation Department

Classes taught, Graduate programmes
- Business to business marketing : MBA program, Specialised Master, PhD
- Principle of Marketing : MBA
- Project Marketing and System Selling : MBA program, Specialised Master, M Sc
Executive development programmes
Involved in conception and teaching in tailor-made courses in several companies such as : Air Liquide, Alcatel, Bouygues, Cogema, Dassault Aviation, Elf, EDF, Industeel (Groupe Acelor), Lafarge, Schneider Electric, Société des Pétroles Shell, Spie Batignolles, Vivendi.

Publications
Articles in management reviews (since 1992)
COVA, B. & SALLE,R. (1992). "Appel d'offres et marketing d'achat : une double perspective", Revue Internationale de l'Achat, vol.12, n°1, pp.3-12.

COVA, B. & SALLE, R., (1992). "L'évolution de la modélisation du comportement d'achat industriel : Panorama des nouveaux courants de recherche", Recherche et Applications en Marketing, vol 7, n°2, pp. 83-106

GOUJET, R., BANSARD, D. & SALLE R. (1992). "L'établissement des relations fournisseur-client en milieu industriel", Gestion 2000, n°6, décembre, pp.47-75.

SALLE, R. & ROST, C., (1992). "Une méthode de gestion des portefeuilles de clients en milieu industriel", Gestion 2000, n°2, avril 1993, pp.69-87.

BANSARD, D., COVA, B. & SALLE R., (1993). "Project marketing: beyond competitive bidding strategies", International Business Review, vol 2, n°2, pp.125-141.

COVA, B., MAZET, F. & SALLE, R., (1994). "From competitive tendering to strategic marketing: an inductive approach for theory building", Journal of Strategic Marketing, vol 2, pp.29-47.

PARDO, C. & SALLE R., (1994). "Strategic interplays of an actor in a relationship with a distributor", Industrial Marketing Management, vol 23, n° 4, pp. 403-418.

COVA, B., MAZET, F. & SALLE, R., (1995). "La négociation d'affaires : un épisode de la relation", Direction et gestion, n°150-151, novembre-février, pp. 62-74.

PARDO, C., SALLE R. & SPENCER, R., (1995). "The Key Accountization of the Firm", Industrial Marketing Management, vol.22, n°1, pp.123-134.

COVA, B., MAZET, F. & SALLE, R., (1995). "Nouvelles approches du marketing de la grande industrie", Revue Française de Gestion, n° 106, novembre-décembre, pp. 22-37.

SALLE, R., (1996). "Conduçào de satisfaçào en business-to-business", Marketing Industrial, Abril, pp. 58-68.

PINARD-LEGRY, J., MARION, F. & SALLE, R., (1996). "Mener des études de satisfaction clients en milieu business to business", Décisions Marketing, n°8, mai-août, pp. 83-91.

COVA, B. & SALLE, R., (1996). "L'analyse de milieu au service du mode d'entrée à l'étranger : leçons de la grande industrie", Revue Française du Marketing, n°157-158, pp. 23-34.

COVA, B., MAZET, F. & SALLE, R., (1996). "Milieu as a pertinent unit of analysis in project marketing", International Business Review, vol.5, n°6, pp. 647-664.

COVA,.B & SALLE, R. (1997). " Pricing des soumissions aux appels d'offres dans la grande industrie ", Revue Française de Marketing, n° 161, pp. 89-101.

PARDO, C. & SALLE, R, (1997). " La gestion de portefeuille client en milieu industriel : pour une démarche intégrée ". Décisions Marketing,n°10, janvier-avril, pp. 67-76.

AZIMONT,F. , COVA, B. & SALLE, R. (1999). "Vente de solutions et marketing de projet : une même recherche d'intimité client pour une construction conjointe de l'offre et de la demande ". Revue Française du Marketing , N° 173-174.

NANTUA, R., MICHEL, D. & SALLE, R. (1999). " Du solo à la cordée : réussir le lancement d'une innovation par l'établissement d'un standard professionnel compatible - le cas de l'ASB chez SNR Roulements ". Décisions Marketing, N°17, pp 45-54.

COVA, B., SALLE, R. & VINCENT, R. (2000). " To bid or not to bid : screening of the Whorcop project". European Management Journal , Vol 18, N°5, pp.551-560.

COVA, B. & SALLE, R. (2000). " Rituals in managing extrabusiness relationships in international project marketing : a conceptual framework". International Business Review , Vol 9, N°6, pp.669-685.

COVA, B. & SALLE, R. (2001). " Marketing Relationnel : gérer la relation hors affaires par les rites ". Revue Française de gestion, N°134, pp.27-37

COVA, B. & SALLE, R. (2003). "Convergence between project marketing and project management:
Time as a structuring factor". Journal of Customer Behaviour, Vol 1, Issue 3, pp 396-415.

GUILLOU M., CRESPIN F. & SALLE R., (2003) "La segmentation dans les entreprises travaillant par affaires. L'exemple de Spie Batignolles dans le secteur du BTP, Decisions Marketing, n°31, 63-71.

SALLE R et COVA B, 2005, Six Key Points to Merge Project Marketing into Project Management, International Journal of Project Management, n° 23, p354-359.

Books (since 1992)
SALLE R., SILVESTRE H. (1992). Vendre à l'industrie : approche stratégique de la relation business-to-business. Paris, Editions Liaisons, 135 p.

MICHEL D., SALLE R.., VALLA J.P. (1996). Marketing industriel : stratégies et mise en œuvre. Paris, Economica, 588 p.

COVA B., SALLE R., (1999). Marketing d'affaires. Paris, Dunod, 232 p. This book was awarded by the Commercial Sciences Academy: "Nepveu-Nivelle" Price 2000.

MICHEL, D., SALLE R.., VALLA J.P. (2000). Marketing industriel : stratégies et mise en œuvre. Paris, Economica,, 2nd edition. 529 p.

COVA, B. , GHAURI, P. , SALLE, R. (2002). Project Marketing : Beyond Competitive Bidding.Chichester, Wiley. 469 p.

NAUDE, P. , MICHEL, D., SALLE R.., VALLA J.P. (2002). Business to Business Marketing. Palgrave.

COVA B., SALLE R., (2003). Marketing d'affaires. Paris, Dunod, 236 p.chapters in books

COVA B., MAZET F. & SALLE.R., (1995). "Towards flexible anticipation: the challenge of project marketing", in BAKER, M.J. (ed.), Perspectives on marketing management. vol.3, New York, John Wiley, 1993, pp.375-400.

SPENCER R., R.MAZET F. & SALLE, R. (1995). "The Vegan Case", in HAKANSSON & H. and SNEHOTA, I. (eds), Developing Relationships in Business Networks. London, Routledge, 1995, pp. 148-163.

MAZET F., SALLE R. & SPENCER R., (1995). "MTF: Understanding Complex Relationship Dynamics between Industrial Groups: Power Play and Positions", in H.HAKANSSON & H. and SNEHOTA, I. (eds), Developing Relationships in Business Networks. London, Routledge, pp. 205-221.

MAZET F., SALLE R. & SPENCER R.,(1995). "International networks and international network strategies: networks in different cultural contexts", in MOLLER K. & WILSON D.T. (eds), Business Marketing: an Interaction and Network Perspective. Boston, Kluwer Academic, pp. 351-374.

COVA B. & SALLE R.,(1996). "L'approche réseau comme réducteur d'incertitudes commerciales à l'international : leçons de la grande industrie", in COVA B. & WICKHAM S. (eds), Stratégies d'incertitude. Paris, Economica, pp. 154-174.

COVA B., MAZET F. & SALLE R. (1996). "La négociation d'affaires : un épisode de la relation" in Négocier : entreprise et négociations, Groupe Ecully. Paris, Ellipses, pp. 155-177.

COVA B., MAZET F. & SALLE R.,(1997). "Project negotiations : an episode in the relationship", in GHAURI P.A. & USUNIER J.-C. (eds). International business negotiations, , London, Pergamon Press, pp. 253-271,

COVA B. & SALLE R., (1998). "Appels d'offres et marketing dans la grande industrie", in SIMON, Y. & JOFFRE, P. (eds). Encyclopédie de gestion. Paris., Economica, pp. 155-170
.
COVA B., MAZET F. & SALLE R. (1999). " From districts to milieux: in search of network boundaries " in Naude P. & Turnbull P.W. (eds.), Network Dynamics in International Marketing. Oxford, Pergamon,

COVA, B. & SALLE, R. (1999). "Organizational Buying Behaviour" in BLOIS, K.J (ed) The Oxford Textbook of Marketing , Oxford University Press, pp.131-149.

SALLE,.R.,COVA, B. & PARDO, C. (2000)."Portofolio of supplier-customer relationships", in WOOSIDE, A (ed). Advances in Business Marketing and Purchasing. JAL Press Inc, pp.419-442.

CESTRE, G., AZIMONT, F., CALISTI, B. , COVA, B. & SALLE, R. (2002). "Marketing and Purchasing Management" in PERRET, F-L. and JAFFEUX, C.(eds). Essentials of Logistics and Management. Lausanne : EPFL Press. pp. 198-222.

Research papers and reports / case-studies and teaching notes

SALLE, R., SPENCER, R., & VALLA J.P (eds) (1992) . "Business networks in an international context: recent research developments", Proceedings of the 8th IMP Conference, Lyon, France, September 3-5.

SALLE, R. & VALLA J.-P., (1996) "L'émergence du modèle d'interaction en sciences de gestion", Rapport de recherche pour la Direction de l'Animation des Etudes et des Statistiques du Ministère du Travail, du Dialogue Social et de la Participation, Lyon, Maison des Sciences de l'Homme, avril 1996, pp. 97-103.

MAZET.F, SALLE.R & VALLA J.P (eds) (1997) " Interaction, relationships and networks in business markets ", Proceedings of the 13th IMP Conference, Lyon, France, September 4-6.

SALLE,.R (1999) Echanges inter organisationnels et contrats : la contractualisation des réseaux de l'entreprise. Séminaire interdisciplinaire Entreprise, Institution et Société. Tome 2 :L'entreprise et ses contrats

SALLE, R. & MICHEL, D. (1999) " Aluminium Containers " in CATEORA, P.R & GHAURI, P.N International Marketing: European Edition. Mc Graw Hill, pp.577-582.

Working papers

SALLE, Robert. 2005. La direction des partenariats : un métier en émergence. Rapport d'étude, A2 Partner et INEUM Consulting.

SALLE R., COVA B., "When IMP-Don Quixote tilts his Lance against the Kotlerian Windmills: BtoB marketing deeply changed during the last 25 years, BtoC marketing too", Cahier de Recherche EMLYON, n°2005/1

Conference papers

COVA B., MAZET F. & SALLE R. (1992). "Le marketing de projets : entre planification et laisser faire", 8ème Congrès de l'Association Française du Marketing, Lyon, France, May 14-15.

KARDANE N. & SALLE R., (1992) "The ambiguous position of the intermediary in supplier-customer relationships: a case study of French suppliers and Moroccan customers", Conference "The cultural dimension of international marketing", Odense, Denmark, May 22-26.

COVA B & SALLE R, (1992). "Models of industrial buying behavior: overview and rapprochement of new trends of research", Marketing Science Conference, London, UK.

KARDANE, N. & SALLE, R. (1992). "Supplier-customer relationships via an intermediary: tripartite influence interplay: a case study of French suppliers and Moroccan customers", 8th IMP Conference "Business networks in an international context". Lyon, France, 3-5 September.

COVA, B. & SALLE, R., (1992). "Project marketing and network theory: a gift approach", 8th IMP Conference "Business networks in an international context". Lyon, France, September 3-5.

SALLE, R. & PARDO, C. (1993). "Jeux stratégiques d'acteurs dans une relation tripartite fournisseur-distributeur-utilisateur : le cas de la distribution d'énergie", Colloque de recherche de la Conférence régionale des Ecoles de gestion Rhône-Alpes - Bourgogne - Auvergne, Grenoble, Frebruary 11.

COVA B., SALLE R. & VALLA J.P. (1993). "Industrial network theory: new inputs from the sociology of the gift", ESFConference "Forms of inter-organizational networks: structures and processes", Paul-Löbe Institut, Berlin, September 6-7.

PARDO, C. & SALLE, R. (1993). "The strategic interplay of actors in a tripartite relationship supplier-distributor-end user: a case concerning the distribution of electricity in France", 9th IMP Conference, Bath, UK, September 23-25.

PARDO, C., SALLE, R. & SPENCER, R., "The key accountisation of the firm: a case study", 9th IMP Conference, Bath, UK, September 23-25.

SALLE R. & COVA, B. (1994). "Milieus and poles of continuity: a case study", 4th Seminar of the European network on project marketing and systems selling, Pisa, Italy, April 21-23.

PROENCA, J., CASTRO, L.M. & SALLE, R. (1994). "The new tendencies in the Portuguese business banking industry: a networking interpretation", "Human capital and mobility" CEE Research Program, Workshop on Networks, Thessalonica, Greece, May 6-7.

SALLE, R. (1994). " Stratégie d'offres des entreprises industrielles : l'évolution vers les services ", Conférence organized by Amdahl " Du service client au client serveur ", Paris, France, June 14.

PROENCA, J., CASTRO, L.M. & SALLE, R. (1994). "The new tendencies in the Portuguese business banking industry: a networking interpretation", 10th Annual Conference "Meeting the challenge of new frontiers",Groningen, The Netherlands, September 29th-October 1st.

COVA, B. & SALLE, R. (1994). "Marketing et échange : dix années de ré-enchâssement de la théorie de l'échange", Congrès de l'Association Française du Marketing, Paris, France, 10-11 mai.

COVA, B., MAZET, F. & SALLE, R. (1995). "The Concept of Milieu: in Search of Network Boundaries", 11th IMP Conference, Manchester, UK, September 7-9.

PARDO, C. & SALLE, R. (1995) "Defining Customer Boundaries: the First Step in Customer Portfolio Management", 11th IMP Conference, Manchester, UK, September 7-9.

SALLE, R. (1995). " Modelos alternativos para avaliaçaada satisfaçao clientes ", Forum Marketing Industrial 95, Sao Paulo, Brazil, September 19.

SALLE, R. & VALLA J.-P., "L'émergence du modèle d'interaction en sciences de gestion", Séminaire "Entreprise, institution et société", Lyon, France.

SALLE, R. (1995) "Contribution sur le point de vue de la gestion", Séminaire MRASH (Maison Rhône-Alpes des Sciences de l'Homme) "L'entreprise comme institution : l'entreprise et ses contrats", séance "La contractualisation des réseaux de l'entreprise. Réseaux internes, réseaux externes", Lyon, France, April 5.

PARDO, C. & SALLE, R., "Définir les limites du client : la première étape de la gestion d'un portefeuille de clients en milieu industriel", Congrés de l'Association Française du Marketing, Poitiers, France, May 22-23.

COVA, B. & SALLE, R., "The marketing of complex industrial services: a pluralist approach", 4ème Séminaire International de Recherche en Management des Activités de Services, La Londe-les-Maures, June 4-7.

COVA, . & SALLE, R. (1997). " Management of the Atmosphere of the Extrabusiness Relationship : an Approach Through Rituals ", 13th IMP Conference, Lyon, France, September 4-6.

VALLA, J.P. & SALLE, R. 1997). " Progress in Business to Business Marketing Research : Interaction, Network....What Next ? ", 13th IMP Conference, Lyon, France, September 4-6.

AZIMONT, F., COVA, B. & SALLE, R. (1998). " Solution selling and project marketing, a convergence toward customer intimacy, for a joint construction of offer and demand ", 14th IMP Conference, Turku, Finland, 3-5 September 3-5.

COVA, B., SALLE, R. & VINCENT, R. (1999). "Project Marketing : The Catalu Shipyard Case of De/Re-Construction of a Project", 15th IMP Conference, Dublin, Ireland, September 2-4.
SALLE, R. (1999)." Jusqu'où peut on aller dans la valeur au client ? ", Colloque ADETEM : le marketing dans tous ses états. Paris, France. 20 octobre.

COVA, B., DONTENWILL, E. & SALLE, R. (2000). " The product service couple in business to business marketing : from services supporting the client's action to service supporting client's network", Séminaire International Eric Langeard en Management des Activités de Services. Lalonde-les Maures, France, June 6-9 .

COVA, B., DONTENWILL, E. & SALLE, R. (2000). " A network approach to the broadening of the offering : beyond added services", 16th IMP Conference, Bath, UK, September 7-9.

COVA, B. , CRESPIN, F. & SALLE, R. (2001) ." Ambiguity in choice of entry modes in project marketing: a case study", 17th IMP Conference, Oslo, Norway, September 9-11.

COVA, B. & SALLE, R. (2002). "Project Marketing and Project Management: A first attempt to bridge the gap", 18th Annual IMP Conference, Dijon, France, September 5-7.

COVA B. & SALLE R. (2003) "When IMP-Don Quixote tilts his lance against the kotlerian windmills : B to B marketing deeply changed during the last 25 years, B to C marketing too. Communication 19th annual IMP conference, 4-6 September, Lugano Switzerland.

CRESPIN F. & SALLE R. (2003) "Developing cooperation in discontinuous S/C relationships: a case study in the construction industry". Communication 19th annual IMP conference 4-6 September, Lugano, Switzerland.

LEEK S., TURNBULL PW., NAUDE P. & SALLE R. (2003) "A cross cultural comparison of the impact of information technology on managing relationships". Communication 19th annual IMP conference 4-6 September, Lugano, Switzerland.

COVA B. & SALLE R. (2004) "Project marketing and project management: the twain shall mett", Communication IRNOP, 25-27 August, Turku, Finland.

SALLE R. (2004) "Regards critiques et perspectives", Conférence de clôture du 3e Congrès de l'Académie de l'Entrepreneuriat, 31 Mars-1 Avril, Lyon, France

PACE S., CALISTI B., COVA B. & SALLE R. (2004) "Social acceptability in small scale projects: insights from two construction projects", 20th annual IMP conference, 2-4 September, Copenhaguen, Denmark.

SALLE R et COVA B (2005) Expectation Management in Project Business: a Question of Renunciation, 21e conference IMP, September, Rotterdam.

Academic activities
Member of the Editorial Board of " Industrial Marketing Management ".
Member of the Editorial Board of the IMP Journal

Professional associations
Member of the IMP Group (Industrial Marketing and Purchasing)
Member of Association Française de Marketing (French Marketing Association)