Bruno Lussier

Associate Professor, Department of Marketing

Contact information

HEC Montréal
3000, chemin de la Côte-Sainte-Catherine
Montréal (Québec)
Canada H3T 2A7

Email : bruno.lussier@hec.ca
Phone : 514 340-1421
Secretary: 514 340-6427
Fax : n/a
Office : 4.503

Other title(s)

Director of Sales Institute HEC Montréal
Associate Member of Pôle sports
Certified Sales Leader (CSL)

Education

Docteur ès Sciences de Gestion, Université Grenoble Alpes
MBA en gestion des entreprises, Université Laval
Baccalauréat en sciences de la santé, Université Concordia

Expertise

Sales force effectiveness
Sales management
Business development
Business-to-business (B2B) marketing
Mental health and well-being
Ethics

Current research

Forthcoming

This publication selection covers the last five years.

Journal articles (10)

HARTMANN, Nathaniel, CHAKER, Nawar N, LUSSIER, Bruno, LAROCQUE, Denis, HABEL, Johannes; « A theory of sales system shocks », Journal of the Academy of Marketing Science, vol. 52, no 2, 2024, p. 261-283.

BURCHETT, Molly, EPLER, Rhett, PAPPAS, Alec, BUTLER, Timothy, ROUZIOU, Maria, BOLANDER, Willy, LUSSIER, Bruno; « Charting the course: a framework for networking across the selling ecosystem », European Journal of Marketing, vol. 58, no 3, 2024, p. 733-755.

GOEL, Ashish, BALIGA, Ashwin J., RANGARAJAN, Deva, LUSSIER, Bruno; « Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis », Journal of Personal Selling & Sales Management, 2023, p. 1-18 (status : online).

RADANIELINA HITA, Marie Louise, GRÉGOIRE, Yany, LUSSIER, Bruno, BOISSONNEAULT, Simon, VANDENBERGHE, Christian, SÉNÉCAL, Sylvain; « An extended health belief model for COVID-19: understanding the media-based processes leading to social distancing and panic buying », Journal of the Academy of Marketing Science, vol. 51, no 1, 2023, p. 132-152.

LYNGDOH, Teidorlang, CHEFOR, Ellis, LUSSIER, Bruno; « Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors », Journal of Business & Industrial Marketing, vol. 38, no 9, 2023, p. 1880-1898.

LUSSIER, Bruno, BEELER, Lisa, BOLANDER, Willy, HARTMANN, Nathaniel; « Alleviating the negative effects of salesperson depression on performance during a crisis: Examining the role of job resources », Industrial Marketing Management, vol. 111, 2023, p. 173-188.

LUSSIER, Bruno, CHAKER, Nawar N, HARTMANN, Nathaniel, RANGARAJAN, Deva; « Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy », Industrial Marketing Management, vol. 104, 2022, p. 304-316.

LUSSIER, Bruno, HARTMANN, Nathaniel, BOLANDER, Willy; « Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach », Journal of Business Ethics, vol. 169, no 4, 2021, p. 747-766.

LUSSIER, Bruno, PHILP, Matthew, HARTMANN, Nathaniel, WIELAND, Heiko; « Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support », Journal of Business Research, vol. 124, 2021, p. 112-125.

HARTMANN, Nathaniel, LUSSIER, Bruno; « Managing the sales force through the unexpected exogenous COVID-19 crisis », Industrial Marketing Management, vol. 88, 2020, p. 101-111.

Books (1)

BRUNET, Johanne, COLBERT, François, LAPORTE, Sandra, LEGOUX, Renaud, LUSSIER, Bruno, TABOUBI, Sihem; Marketing Management, Chenelière Éducation, 2018.

Book chapters (2)

HARTMANN, Nathaniel, WIELAND, Heiko, LUSSIER, Bruno; « An exploration of sales activities from a service ecosystems perspective », A Research Agenda for Sales, Edward Elgar Publishing, 2021, p. 1-19.

KLEIN, Michel, POUJOL, Fanny, LUSSIER, Bruno, FOURNIER, Christophe; « COMBINING CRITICAL INCIDENT TECHNIQUE ANDCONTENT ANALYSIS TO INVESTIGATE CRITICAL EMOTIONAL BEHAVIORSIN SALESPERSON-CUSTOMER INTERACTIONS », Qualitative Research: practices and challenges, Ludomedia, 2020, p. 62-80.

This selection of supervision activities covers the last five years.

Master's thesis direction – MSc in Management (5)

La consommation durable durant la transition à la parentalité : une application et extension de la théorie du comportement planifié, by Marie-Maude Lalonde
March 2022

L'effet néfaste de la résistance au changement du gestionnaire sur la confiance et l'intention de démission de la force de vente : une approche dyadique vendeur-gestionnaire, by Mathieu Champagne
March 2021

L'influence du sexisme moderne dans l'organisation perçu par l'employé sur sa performance en entreprise : une approche dyadique employé-gestionnaire, by Marianne Gélinas
March 2021

Atténuer l'effet néfaste de l'anxiété sociale sur la performance des vendeurs en temps de pandémie de la COVID-19 : Explorer le rôle modérateur de l'efficacité personnelle des médias sociaux et de la distanciation sociale, by Catherine Rowsell
March 2021

La résilience et le support managérial comme ressources influençant l'épuisement émotionnel et la performance en vente: une approche dyadique vendeur-gestionnaire, by Sarah Gosselin
September 2018

Supervised project supervision – MSc in Management (2)

In codirection with : DESCHÊNES, Jonathan
Comprendre la performance de la sollicitation du don : le cas des "tops performers" , by Alexandre Gerbier
March 2021

Teaology: le défi de développer le marché canadien , by Anne-Geneviève Guay
March 2020