Research articles

Bruno Lussier

Ph. D.
Associate Professor
Director of the Sales Institute

Managing the sales force through the unexpected exogenous COVID-19 crisis
NN Hartmann, B Lussier
Industrial Marketing Management 88, 101-111

How psychological resourcefulness increases salesperson’s sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors
B Lussier, NN Hartmann
Industrial Marketing Management 62, 160-170

The role of humor usage on creativity, trust and performance in business relationships: An analysis of the salesperson-customer dyad
B Lussier, Y Grégoire, MA Vachon
Industrial Marketing Management 65, 168-181

Cooperation in B2B relationships: Factors that influence customers’ perceptions of salesperson cooperation
B Lussier, ZR Hall
Industrial Marketing Management 69, 209-220

Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance: A salesperson–manager dyadic approach
B Lussier, NN Hartmann, W Bolander
Journal of Business Ethics 169 (4), 747-766

Stephan Volpers

Assistant Professor
Marketing Department
HEC Montréal

Salesperson knowledge sourcing inside the vendor organization: Examining the performance-relationship continuum given selected boundary conditions

S Volpers, CS Schroeder, BW Hochstein, CR Plouffe

Industrial Marketing Management 118, 212-230

Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes

CR Plouffe, TE DeCarlo, JR Fergurson, B Kumar, G Moreno, L Schmitt

European Journal of Marketing

Yany Grégoire

Full Professor
Marketing Department
HEC Montréal

When customer love turns into lasting hate: The effects of relationship strength and time on customer revenge and avoidance

Y Grégoire, TM Tripp, R Legoux

Journal of marketing 73 (6), 18-32

Customer betrayal and retaliation: when your best customers become your worst enemies

Y Grégoire, RJ Fisher

Journal of the Academy of Marketing science 36, 247-261

The effects of relationship quality on customer retaliation

Y Grégoire, RJ Fisher

Marketing Letters 17, 31-46

A comprehensive model of customer direct and indirect revenge: Understanding the effects of perceived greed and customer power

Y Grégoire, D Laufer, TM Tripp

Journal of the Academy of Marketing Science 38, 738-758

Service encounters, experiences and the customer journey: Defining the field and a call to expand our lens

CM Voorhees, PW Fombelle, Y Gregoire, S Bone, A Gustafsson, R Sousa

Journal of Business Research 79, 269-280