Member – FOURNIER Christophe

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), Taking into account the motivations of student nurses: key elements for successful recruitment and retention, Journal d’Economie Médicale, under press

Hollet-Haudebert, S, Fournier C, JP Mulki (2011), Neglected burnout dimensions: effects of depersonalization 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.

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, coordinated by C Vignon, Edition Vuibert, Paris, 125-140

Fournier C (1999) Chapter “Force de vente”, in Encyclopédie Universaelis, CD-ROM version, 24 pages.
 
Commeiras N and Fournier C (2006), Chapter "The sales force: an exemplary case of staff turnover," Encyclopédie des Ressources Humaines, 2nd edition, 530–536. Coordination J. Allouche, Edition Vuibert, 530–598.
 
C Fournier, Vauquois E (1998), “Interest and methodology of meta-analysis: an illustration in the field of sales forces on the relationship between ‘intention to leave the company’ and ‘staff turnover’.” In Chapter 2, Faire de la recherche en marketing ? (Conducting marketing research?), Edition Vuibert, directed by Professor B. Pras, 66–77.

His research focuses on sales force management, direct marketing, and e-commerce. 



1997 University teaching certification ("first exam") in Management Sciences.

1994PhD Management Sciences, University of Montpellier 2.

1989 ENS Cachan and Agrégation (higher education teaching qualification) in Economics and Management.