Member - FOURNIER Christophe
Information
IAE Montpellier
Building 29
Place Eugène Bataillon
34 095 Montpellier
CEDEX 5
Disciplinary Group
Christophe FOURNIER is Associate Professor of Marketing at the Institut d'Administration des Entreprises, University of Montpellier.
recent publications
Fournier C, Weeks W, Robert C and Chonko L (2012) Polychronicity and Scheduling's Role in Reducing Role Stress and Enhancing Sales Performance , conditional acceptance for publication in Journal of Personal Selling & Sales Management.
Fournier C (2012), La prise en compte des motivations des élèves soignants : éléments clés d'un recrutement et d'une fidélisation réussis, Journal d'Economie Médicale, under press
Hollet-Haudebert, S, Fournier C, JP Mulki (2011), Neglected burnout dimensions: effects of depersonalisation and personal non accomplishment on organizational commitment of salespeople, Journal of Personal Selling & Sales Management, 31, (4), 411-429.
Poujol J, Fournier C and Tanner, JF, (2011), Compliance Versus Preference: Understanding Salesperson Response To Contests, Journal of Business Research, 64, 7, 664-671.
Cases, AS, Fournier C, Dubois PL and Tanner JF, (2010), Website Spillover to Email Campaigns: The Role of Privacy, Trust and Shoppers' Attitude, (2010), Journal of Business Research, 63, 10, 993-999.
Fournier C, Tanner JF, L Chonko and Manolis, C (2010), The Moderating Role of Ethical Climate on Salesperson Propensity To Leave, 2010, Journal of Personal Selling & Sales Management, 30 (1), 7-22.
works
Fournier C, Poujol F (2011), Chapter 11, "Sales Force Recruitment and Selection" in Sales Management, Coordinated by Paolo Guenzi and Susi Geiger, Palgrave Macmillan, 281-305.
Commerias N, Loubes A and Fournier C (2009), Chapter "Implication des managers de rayon dans l'organisation : Vers une typologie", in Le Management des ressources humaines dans la grande distribution, coordonné par C Vignon, Edition Vuibert, Paris, 125-140
Fournier C (1999) Chapter " Force de vente ", in Encyclopédie Universaelis, Version sous Cd Rom, 24 pages.
Commeiras N et Fournier C (2006), Chapter "La force de vente : un cas exemplaire de rotation du personnel", Encyclopédie des Ressources Humaines, 2nd edition, 530 - 536. Coordination J. Allouche, Edition Vuibert, 530- 598.
C Fournier, Vauquois E (1998), "Intérêt et méthodologie de la méta-analyse : une illustration menée dans le domaine des forces de vente sur la relation " intention de quitter l'entreprise-roulement du personnel ". In Chapter 2, Faire de la recherche en marketing? , Edition Vuibert, directed by Professor B.Pras, 66-77
functions and research
His research focuses on sales force management, direct marketing and e-commerce.
route
1997 Agrégation ("1er concours") in Management Sciences.
1994 PhD in Management Sciences, Montpellier 2 University.
1989 ENS Cachan and Agrégation in Economics and Management.