Publications
Articles
-"Les clients comptes-clés sont-ils vraiment traités différemment ? Le point de vue des clients", Recherche et Applications en Marketing, Vol 19, n°4, p 3-22
- "Key Account Management in The Business To Business Field: a French Overview", Journal of Business and Industrial Management, 1999, vol.14, n°4, pp. 276-290.
- "Gestion des comptes clés", Revue Française du Marketing, 1999, n° 173-174, pp. 141-154.
- "Towards a Typology of Key Accounts in The Industrial Field", Journal of Selling & Major Account Management, 1998, vol.1, n°1, pp. 49-57.
- "Key Account Management in The Business to Business Field: The Key Account's Point of View", Journal of Personal Selling and Sales Management, 1997, vol.17, n° 4, pp. 17-26.
- "The Key Accountization of The Firm - A Case Study ", Industrial Marketing Management, 1995, n° 22, pp.123-134, with R. Salle and R. Spencer.
- "Strategic Interplays of an Actor in a Relationship With a Distributor", Industrial Marketing Management, 1994, n° 23, pp. 403-418, with R. Salle.
Books
"Responsable compte-clés", Paris, Dunod, 220 pages, 2004
Chapters in books
- "Unpicking the Meaning of Value in Key Account Management" with Henneberg S, Mpouzaz S, Naudé P: in Accounts Management, concepts and Applications, 2006, ICFAI University Press, pp 10-27
- "Gestion des comptes clés" in l'Encyclopédie de la Vente et de la Distribution, 2001, Economica, coordonnée par Bloch A. et Macquin A., pp397-406.
- "Portfolio of Supplier-Customer Relationships" in Advances in Business Marketing and Purchasing, 2000, vol. 9, pp. 419-442, Woodside A. G. (Ed), JAI press, with R. Salle et B. Cova.
- "Key Account Management in the Business to Business Field: the Key Accounts Point of View" in Relationships and Networks in International Markets, 1997, pp. 166-179, Gemuenden H.G., Ritter T., Walter A., (Eds), Elsevier, Ghauri P. (Ed).
Conferences
PARDO, Catherine, HENNENBERG, Stephan, MOUZAS, Stefano & NAUDE, Peter. 2005. Value Dimensions and Strategies in Dyadic Key Relationship Programmes. 21ème conférence IMP, September, Rotterdam.
PARDO, Catherine & IVENS, Björg. 2005. The Impact of Governance Mechanisms on Relationship Quality : Effects in Key Account and Non Key Account Dyads. 21ème conférence IMP, September, Rotterdam.
PARDO, Catherine & IVENS, Björg. 2005. When a Relationship is Transactionalized : the Introduction of Reverse Auctions in a Key Account Relationship. 21ème conférence IMP, September, Rotterdam.
PARDO, Catherine & IVENS, Bjorn. 2006. Governance Types in Business Exchanges and Their Impact on Satisfaction and Commitment. 35e conférence de l'EMAC, May, Athènes.
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, May, Chicago.
"How different control mechanisms and trust affect oustomer commitment an empirical study", with Ivens B. and Hass A., 12th World Marketing Congress - American Marketing Society - Munster Allemagne, 2005
"Relational outcomes of key account managers' behaviours: an empirical examination", with Georges L. and Guenzi P., 35e conference EMAC, Milan, 2005
" Building trust through synergistic solutions in a key account setting: an empirical study" with Georges L. and Guenzi P., Conference NCSM, Miami, USA, 2005
"Key account management in business markets: an empirical test of theoretical
wisdom and common wisdom", with Ivens B., 20th IMP conference, Copenhagen, Sept 2004
- "Key Account Management in the Industrial Field - The Account Team for an Efficient Reconfiguration of the Supplier-Customer Relationship", 17th IMP Conference, Oslo, Norway, 2001.
- "Gestion des comptes clés en milieu industriel - L'équipe compte comme reconfiguration efficace de la relation fournisseur - client", 17th AFM Congress, Deauville, France, 2001.
- "Gestion des comptes clés en business to business - Un panorama de fin de siècle",15th AFM Congress, Strasbourg, France, 1999.
- "Quelques facteurs clés de succès et d'échec de la coordination intra-organisationnelle entre gestionnaires de comptes-clés et contacts-connectés en milieu industriel ", 14th AFM Congress, France, 1998.
- "Gestion des comptes clés en milieu industriel : le point de vue des clients ", 13th AFM Congress, Toulouse, France, 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, UK, 1997.
Working papers
"How different control mechanisms and trust affect customer commitment an empirical study" avec Ivens B.et Hass A., Cahier de recherche ISBM (USA), n°6, 2005
"Unpicking the meaning of value in key account management" avec Enneberg S, Mouzas S, Naudé P, Cahier de recherche Ecole de Management de l'Université de Bath, January 2005
"Key-account Management: some classical assumptions revisited". avec B. Ivens, Cachier de recherche, n° 120, Université Erlangen-Nürenberg, Allemagne, Avril 2004
" The impact of key account managers'behaviours on customers'trust. avec L.Georges & P Guenzi. Cahier de Recherche EMLYON, Juillet 2004
Research Interest
- Business to business marketing
- Customers' portfolio in the business-to-business field
- Supplier-customers' relationships in the business-to-business field
- Key account management in the business-to-business field