Catherine PARDO
Professor
General information on her teaching and research work is available here. Her activities focus mainly on B2B marketing and, more generally, how organisations manage their exchanges of products and services, in particular when their customers are "key accounts". If you have any interest in these topics, please feel free to contact her at pardo@em-lyon.com
EducationTop
- 2006 : Accreditation to supervise research in Management (HDR)
- 2000 : PhD in Management
- 1994 : Master degree (DEA) in Management
- 1989 : ESC Lyon degree
ExperienceTop
- Since 1991 : Professor - EMLYON Business School
- 1989 - 1991 : Research Assistant, then Research Manager - Institut de Recherche de l’Entreprise (ESC Lyon Group)
ExpertiseTop
- B2B marketing
- Key account management
- Customer portfolio management
- Organisational customer buying behaviour
- B2B intermediation
Courses taughtTop
- B2B Marketing (M.Sc. programme)
- Key Account Management (M.Sc. programme)
- Customer Portfolio Management (M.Sc., M.S. and EMBA programmes)
- Introduction to Marketing (PGM and DUA programmes)
Research InterestTop
- B2B marketing
- Key account management
- Inter-company intermediation
- B2B marketing organisations
PublicationsTop
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ACADEMIC ARTICLES (38)
‑ Peters, Leonore, Ivens, Björn Sven, , Pardo, Catherine. 2020. Identification as a challenge in key account management: Conceptual foundations and a qualitative study.Industrial Marketing Management , 90: 300-313 p.
‑ Feste, Jasmin, Ivens, Björn Sven, , Pardo, Catherine. 2020. Key account selection as a political process: Conceptual foundation and exploratory investigation.Industrial Marketing Management , 90: 417-434 p.
‑ Pardo, Catherine, Ivens, Björn Sven, , Niersbach, Barbara. 2020. An identity perspective of key account managers as paradoxical relationship managers.Industrial Marketing Management, 89: 355-372 p.
‑ Pardo, Catherine, Ivens, Björn Sven, , Pagani, Margherita. 2020. Are products striking back? : The rise of smart products in business markets.Industrial Marketing Management, 90: 205-220 p.
‑ Dessaigne, Elsa, Pardo, Catherine. 2020. The network orchestrator as steward: Strengthening norms as an orchestration practice.Industrial Marketing Management, 91: 223-233 p.
‑ Michel, Sophie, Saucède, Florent, , Pardo, Catherine, , Fenneteau, Hervé. 2019. Business interaction and institutional work: When intermediaries make efforts to change their position.Industrial Marketing Management, 80: 266-279 p.
‑ Leischnig, Alexander, Ivens, Björn Sven, , Niersbach, Barbara, , Pardo, Catherine. 2018. Mind the gap: A process model for diagnosing barriers to key account management implementation.Industrial Marketing Management, 70: 58-67 p.
‑ Ivens, Björn Sven, Leischnig, Alexander, , Pardo, Catherine, , Niersbach, Barbara. 2018. Key account management as a firm capability.Industrial Marketing Management, 74: 39-49 p.
‑ Pagani, Margherita, Pardo, Catherine. 2017. The impact of digital technology on relationships in a business network.Industrial Marketing Management, 67: 185-192 p.
‑ Ivens, Björn Sven, Pardo, Catherine. 2016. Managerial implications of research on inter-organizational interfaces: The case of key account management.The IMP Journal, 10 (1): 25-49 P.
‑ Lacoste, Sylvie, Pardo, Catherine. 2016. Les pratiques conjointes de responsabilité sociale de l'entreprise (RSE) au sein d'un écosystème d'affaires: Une étude de cas.Management et Avenir, 85: 35-55 P.
‑ Pardo, Catherine, Portier, Philippe, , Salle, Robert. 2016. Rapprocher achats et marketing dans l'entreprise: Mieux collaborer en interne pour mieux collaborer en externe.Revue Française de Gestion, 2016/5 (258): 11-27
‑ Ivens, Björn Sven, Pardo, Catherine, , Niersbach, Barbara, , Leischnig, Alexander. 2016. Firm-internal key account management networks: Framework, case study, avenues for future research.Industrial Marketing Management, 58: 102-113
‑ Pardo, Catherine, Michel, Sophie. 2015. Dynamics in a distribution triad.Journal of Business and Industrial Marketing, 30 (8): 915-925 P.
‑ Cova, Bernard, Pardo, Catherine, , Salle, Robert, , Spencer, Robert. 2015. Normal vs spectacular science: The IMP Group and BtoB marketing.Industrial Marketing Management, 49: 80-83 P.
‑ Ivens, Björn Sven, Niersbach, Barbara, , Pardo, Catherine. 2015. Key Account Management: Selling? Providing Services?... Or Both?.Marketing Review St. Gallen, 32 (6): 68-76 P.
‑ Ivens, Björn Sven, Pardo, Catherine. 2014. The role of Key Account Management in Marketing and Sales Intelligence.Marketing Review St. Gallen, 31 (4): 32-41 P.
‑ Pardo, Catherine, Ivens, Björn Sven, , Wilson, Kevin. 2014. Differentiation and alignment in KAM implementation.Industrial Marketing Management, 43 (7): 1136-1145 P.
‑ Cova, Bernard, Pardo, Catherine, , Salle, Robert, , Spencer, Robert. 2014. Coping with Recurring Issues in BtoB research: The Sisyphus effect? Or a "rolling stone" Syndrome?.The IMP Journal, 8 (3): 101-106 P.
‑ Pardo, Catherine, Ivens, Björn Sven, , Wilson, Kevin. 2013. Assessing and strengthening internal alignment of new marketing units: An interpretative tool.Industrial Marketing Management, 42 (7): 1074–1082 P.
‑ Giraud, Laurent, Pardo, Catherine. 2012. Les fonctions commerciales au cœur de l’évolution des intermédiaires du BtoB ?: Une étude exploratoire.Management et Avenir, 51 (1): 167-185 P.
‑ Michel, Sophie, Pardo, Catherine. 2012. La spécificité du commerce BtoB: quelques repères historiques.Management et Avenir, 51 (1): 156-166 P.
‑ Missirilian, Ohanes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2011. Barriers to the "key supplierization" of the firm.Industrial Marketing Management, 40 (6): 853-861 P.
‑ GUENZI, Paolo, GEORGES, Laurent, , Pardo, Catherine. 2010. The impact of strategic account managers' behaviors on relational outcomes: An empirical study.Industrial Marketing Management, 38 (3): 300-311 P.
‑ Portier, Philippe, Pardo, Catherine, , Salle, Robert. 2010. Achats et marketing: Une asymétrie d'interface.Revue Française de Gestion, 99: 97-119 P.
‑ HENNEBERG, Stephan, Pardo, Catherine, , MOUZAS, Stefano, , Naudé, Peter. 2009. Value dimensions and relationship postures in dyadic "Key Relationship Programmes".Journal of Marketing Management, 25 (5-6): 535-550 P.
‑ Ivens, Björn Sven, Pardo, Catherine, , Salle, Robert, , Cova, Bernard. 2009. Relationship keyness: The underlying concept for different forms of key relationship management.Industrial Marketing Management, 38 (5): 513-519 P.
‑ Ivens, Björn Sven, Pardo, Catherine, , TUNISINI, Annalisa. 2009. Organizing and integrating marketing and purchasing in business markets: An introduction to the special issue, issues and implications.Industrial Marketing Management, 38 (8): 851-856 P.
‑ Pardo, Catherine, Ivens, Björn Sven. 2008. Key account management in business markets: an empirical test of common assumptions.Journal of Business and Industrial Marketing, 23 (5): 301-310 P.
‑ Pardo, Catherine, Ivens, Björn Sven. 2007. "Are key account relationships different? Empirical results on supplier strategies and customer reactions".Industrial Marketing Management, 36 (4): 470-482 P.
‑ Pardo, Catherine, GUENZI, Paolo, , GEORGES, Laurent. 2007. Relational selling strategy and key account managers' relational behaviors: an exploratory study.Industrial Marketing Management, 36 (1): 121-133 P.
‑ 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 P.
‑ Pardo, Catherine, Ivens, Björn Sven. 2004. Les clients comptes-clés sont-ils vraiment traités différemment ?: Le point de vue des clients.Recherche et Application en Marketing, 19 (4): 3-22 P.
‑ Pardo, Catherine. 1999. Key account management in the business-to-business field : a French overview.Journal of Business and Industrial Marketing, 14 (4): 276-297 P.
‑ 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 P.
‑ Pardo, Catherine, Salle, Robert. 1997. La gestion de portefeuille de clients en milieu industriel: pour une démarche intégrée.Décisions Marketing, (10): 67-76 P.
‑ Pardo, Catherine, Salle, Robert, , Spencer, Robert. 1995. The key accountization of the firm: A case study.Industrial Marketing Management, 24 (2): 123-134 P.
‑ Pardo, Catherine, Salle, Robert. 1994. Strategic interplays of an actor in a relationship with a distributor.Industrial Marketing Management, 23 (5): 403-418 P.
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BOOKS (2)
‑ Pardo, Catherine, Paché, Gilles. 2015. Commerce de gros, commerce inter-entreprises: Les enjeux de l'intermédiation. Cormelles-le-Royal: Éd. EMS, Management & société 324 p.
‑ Pardo, Catherine. 2004. Responsable comptes clés: comprendre, sélectionner, gérer et développer les grands comptes. Paris: Dunod 201 p.xiii-201 p.
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BOOK CHAPTERS (9)
‑ Pardo, Catherine. 2015. Une approche triadique de la distribution BtoB., Commerce de gros, commerce inter-entreprises : Les enjeux de l'intermédiation. : EMS, 61-80 P.
‑ Ivens, Björn Sven, Pardo, Catherine. 2014. Key account management in business markets: an empirical test of common assumptions., Handbook of Strategic Account Management: A Comprehensive Resource. : Wiley, 191-204 P.
‑ HENNEBERG, Stephan, Pardo, Catherine, , MOUZAS, Stefanos, , Naudé, Peter. 2014. Value dimensions and relationship postures in dyadic "key relationship programmes"., Handbook of Strategic Account Management: A Comprehensive Resource. : Wiley, 191-204 P.
‑ Pardo, Catherine. 2006. Key Account Management in the Industrial Field., Key Accounts Management, Concepts and Applications . : ICFAI University Press, 111-131 P.
‑ Pardo, Catherine, HENNEBERG, Stephan, , MOUZAS, Stefano, , Naudé, Peter. 2006. Unpicking the Meaning of Value in Key Account Management., Key Accounts Management, Concepts and Applications . : ICFAI University Press, 10-27 P.
‑ Pardo, Catherine. 2001. La gestion des comptes clés., Encyclopédie Vente et Distribution. : Economica, 397-406 P.
‑ Salle, Robert, Cova, Bernard, , Pardo, Catherine. 2000. Portfolio of supplier-customer relationships., Advances in Business Marketing and Purchasing. : JAI Press, 419-442 P.
‑ Salle, Robert, Cova, Bernard, , Pardo, Catherine. 2000. Portofolio of Supplier-Customer relationships., Getting Better at Sensemaking (Advances in Business Marketing and Purchasing). : Emerald Group Publishing, 419-442 P.
‑ Crespin-Mazet, Florence, Pardo, Catherine. 1994. Modifying the power balance in a high stakes industrial relationship ., Perspectives on Marketing Management. : John Wiley, 251-274 P.
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CONFERENCES (26)
‑ Portier, Philippe, Pardo, Catherine, , Salle, Robert. 2014. From dyad to triad: Managing differentiated Vs undifferentiated relationships.: IMP Group, Industrial Marketing and Purchasing Group
‑ Pardo, Catherine, MICHEL, Sylvie. 2013. Interconnections in the “producer / wholesaler /customer” triadic relationship. The case of fresh fruit and vegetable wholesaling in France”.: IMP Group, Industrial Marketing and Purchasing GroupGeorgia State University
‑ Pardo, Catherine, Ivens, Björn Sven. 2013. Key Account Management and Project Business Management cohabitation.: jbm, Journal of Business Market ManagementChair of Marketing at Otto-Friedrich-University Bamberg (OFU)
‑ Pardo, Catherine, Lacoste, Sylvie. 2013. Vertical relationships as arenas for joint CSR practices.: IMP Group, Industrial Marketing and Purchasing GroupGeorgia State University
‑ Pardo, Catherine. 2011. Wholesaling: Exploiting activities ties and resources bonds with producers and customers.: EMAC, European Marketing Academy
‑ Pardo, Catherine. 2011. Wholesaling: Exploiting activity links and resource ties with suppliers and customers.: IMP Group, Industrial Marketing and Purchasing Group
‑ Niersbach, Barbara, Pardo, Catherine, , Ivens, Björn Sven. 2011. Internal aspects of Key Account Management: A resource based theoretical framework and some experts' insight.
‑ Portier, Philippe, Pardo, Catherine, , Salle, Robert, , Missirilian, Ohanes. 2011. Strategy and strategists: In search of "Suppliers' Strategization" has strategic management forgotten the suppliers?.: IPSERA, International Purchasing and Supply Education and Research Association
‑ Pardo, Catherine, Portier, Philippe, , Salle, Robert. 2011. Integrating Marketing and Purchasing within the same company: A case study .: IMP Group, Industrial Marketing and Purchasing Group, 11 P.
‑ Ivens, Björn Sven, Pardo, Catherine. 2010. The ethicality of business relationships: The necessity for a revised perspective drawing on the network approach.
‑ Ivens, Björn Sven, Pardo, Catherine. 2010. Ethical business-to-business exchange: A revised perspective., 23 P.
‑ Missirilian, Ohanes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2010. Key Supply Management – Not a simple mirror of Key Account Management., 8 P.
‑ Ivens, Björn Sven, GEORGES, Laurent, , Pardo, Catherine. 2010. What do companies do when they do marketing?., 14 P.
‑ Ivens, Björn Sven, GUESE, Khatarina, , Pardo, Catherine. 2010. Governance mechanisms and price level: An empirical study in vertical business-to-business relationships.
‑ Missirilian, Ohanes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2010. Barriers to key supplier management: Is imitating Key Account Management a relevant solution?., 15 P.
‑ Missirilian, Ohanes, Pardo, Catherine, , Portier, Philippe, , Salle, Robert. 2010. Key supplier management: Barriers to: the “Key Supplierization” of the firm., 13 P.
‑ Ivens, Björn Sven, Pardo, Catherine. 2009. Governance mechanisms and price level: An empirical study in vertical Business-to-Business relationships., 8 P.
‑ HENNEBERG, Stephan, Pardo, Catherine, , Naudé, Peter, , MOUZAS, Stefanos, , ZOLKIEWSKI, Judy. 2009. Perceived value of key account relationships: an emerging theory-in-use., 26 P.
‑ Salle, Robert, Cova, Bernard, , Ivens, Björn Sven, , Pardo, Catherine. 2007. Integrated solutions in the IT industry : The Key Role of Alliance Managers., 14 P.
‑ Pardo, Catherine. 2001. Gestion des comptes clés en milieu industriel. L'équipe compte-clé comme reconfiguration efficace de la relation fournisseur-client.
‑ Pardo, Catherine, Salle, Robert. 1996. Définir les limites du client : la première étape de la gestion d’un portefeuille de clients en milieu industriel.
‑ Pardo, Catherine, Salle, Robert. 1995. Defining Customer Boundaries: the First Step in Customer Portfolio Management., 17 P.
‑ Crespin-Mazet, Florence, Pardo, Catherine. 1993. La modification des rapports de pouvoir au sein d’une relation inter-organisationnelle à enjeux élevés., 31 P.
‑ Salle, Robert, Pardo, Catherine. 1993. Jeux stratégiques d'acteurs dans une relation tripartite fournisseur-distributeur-utilisateur : le cas de la distribution d'énergie.
‑ Pardo, Catherine, 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.
‑ Pardo, Catherine, Salle, Robert, , Spencer, Robert. 1993. The key accountisation of the firm: a case study.
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PRESS ARTICLES (4)
‑ Pardo, Catherine. 2019. Stewardship dans les systèmes de distribution: Un modèle d'organisation inspirant.Courrier Cadres , 121: 86-87 p.
‑ Pardo, Catherine. 2012. Le grossiste, créateur de valeur dans la filière.Fnas Infos, 43: 2 P.
‑ Pardo, Catherine, RABAUD, Anne-Françoise. 2009. Quelles compétences pour vos commerciaux grands comptes.Action commerciale, (293): 38-39 P.
‑ Pardo, Catherine. 1999. Gestion des comptes-clés en milieu industriel: un bilan de fin de siècle.173-174: 141-154
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WORKING PAPERS (4)
‑ MOUZAS, Stefano, Pardo, Catherine, , Naudé, Peter, , ENNEBERG, Stephan. 2005. Unpicking the meaning of value key in account management. (University of Bath School of Management Working Paper Series, 2005.02).: Université de Bath, 30 P.
‑ Pardo, Catherine, HASS, Amira, , Ivens, Björn Sven. 2005. How different control mechanism and trust affect consumer commitment: an empirical study.: ISBM
‑ Pardo, Catherine, Ivens, Björn Sven. 2004. Key Account Management: Some Classical Assumptions Revisited.: Universität-Erlangen Nürnberg
‑ Pardo, Catherine, GUENZI, Paolo, , GEORGES, Laurent. 2004. The impact of key account managers' behaviours on customers' trust.: EDHEC, 29 P.
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CASE STUDIES (1)
‑ Pardo, Catherine, Sitz, Lionel, , Picq, Thierry. 2010. Alinghi and the America's cup: from glory to crisis: how an entrepreneurial outsider can change the rules of the game.: ECCH; ECCH810-017-1: , 20 P.
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(3)
‑ Pagani, Margherita. 2015. The Role of consumer experiential engagement in new media based social networks environments: implications for marketing strategies. Thèse en Sciences de gestion soutenue le 12 janvier 2015, Université Lyon 3 Jean Moulin.
‑ Pardo, Catherine. 2006. La relation fournisseur-client clé. Des portefeuilles de clients à la gouvernance des échanges inter-organisationnels.: Université de Montpellier III, 138 P.
‑ Pardo, Catherine. 2000. Du gestionnaire de comptes clés à l'équipe compte : La reconfiguration d'échanges interorganisationnels en échanges intraorganisationnels dans un contexte industriel. Thèse pour le Doctorat ès Sciences de Gestion.: Université de Bourgogne, Institut d'Administration des Entreprises, Faculté de Science Economique et Gestion, 355 P.
