Professor Frédéric Dalsace

Marketing and Strategy


Frédéric Dalsace is a Professor of marketing and Strategy at IMD. Prior to that, he spent 16 years as a Professor at HEC Paris, where he held the Social Business / Enterprise and Poverty Chair presided by Nobel Laureate Prof. Muhammad Yunus. Prior to his academic life, Frédéric accumulated more than 10 years of experience in the business world, both with industrial companies (Michelin and CarnaudMetalbox), and as a strategy consultant with McKinsey & Company.

He has worked with more than 40 multinational firms in many sectors, such as Porsche, Traton (VW Truck & Bus), Lafarge-Holcim, Colas, Dassault, Renault, Rabobank, Santander, Orange, Bouygues, Atos and others.

His research covers two areas. The first part focuses on inter-organizational (B2B) issues such as customer-centricity, buyer-seller relationships and value management. Frédéric also has been doing research on the role of firms in alleviating poverty and developing inclusive business models, both in rich countries and at the BOP (Bottom of the Pyramid). He has published in academic journals such as the Strategic Management Journal, Harvard Business Review, Revue Française de Gestion and Business Horizons. His thesis work received the ISBM (Institute for the Study of Business Markets) 2000 Award, and he was awarded the HEC Foundation Prize for the best research piece published by the HEC Faculty in 2004, and the Best Article Prize published by Business Horizons in 2017.

Frédéric is an alumnus from HEC Paris, holds an MBA from the Harvard Business School, and both an M.Sc. and a Ph.D. in Management from INSEAD.


“Friend or Foe and the fallacy of “Best Customer Management”, with Sandy Jap, Business Horizons, 2017 (Best Article of the year Award).

“Reaching the Rich World’s Poorest Consumers” in collaboration with Muhammad Yunus (2006 Nobel Prize), Benedicte Faivre-Tavignot, David Menasce, Harvard Business Review, 2015.

“The Poverty Penalty in France: How the Market Makes Low-Income Populations Poorer” in collaboration with Charles-Edouard Vincent, Jacques Berger & François Dalens , Field Actions Science Reports (FACTS), 2012.

“Brand Magic : Harry Potter Marketing” in collaboration with Coralie Damay and David Dubois Harvard Business Review, 2007.

“Should You Set up Your Own Salesforce or Should You Outsource it? Pitfalls in the Standard Analysis” in collaboration with William T Ross Jr. & Erin Anderson, Business Horizons, 2004.

“Do Make or Buy Decisions Matter? The Influence of Organizational Governance on Technological Performance” with Michael Leiblein & Jeff Reuer Strategic Management Journal, 2002.