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Catherine Pardo

Catherine Pardo is professor of business-to-business marketing at emlyon business school. She holds a Ph.D. from the University of Burgundy, and an Accreditation to supervise research in Management Science from the University of Montpellier. She teaches business-to-business marketing. She holds the CGI / EMLYON Research Chair in BtoB Intermediation.

Her work has been published in several international reviews such as Industrial Marketing Management, Journal of Business and Industrial Marketing, Journal of Personal Selling and Sales Management, European Journal of Marketing, and she has presented the results of her research at different conferences in France and Europe. Her main research interests are on business to business marketing in general and more specifically on key account management and B2B distribution.

Selected Publications

Michel, S., Saucède, F., Pardo, C., & Fenneteau, H. (2018). Business interaction and institutional work: When intermediaries make efforts to change their position. Industrial Marketing Management, 80, 266-279. 

Ivens, B. S., Leischnig, A., Pardo, C., & Niersbach, B. (2018). Key account management as a firm capability. Industrial Marketing Management, 74, 39-49.

Cova, B., Pardo, C., Salle, R. and Spencer, R. (2015) Normal vs spectacular science: The IMP group and BtoB marketing, Industrial Marketing Management, 41