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  1. Pascal Brassier

    Professor Pascal Brassier Associate Professor of Marketing, Sales and Negotiation at University School of Management, Auvergne University, France

After 14 years working in sales and sales management, Professor Brassier achieved a PhD in Marketing-Management in 2004.

He spent over 12 years teaching at a Graduate Business school before joining Auvergne University in 2013 where he is Head of Marketing Diploma, and co-chair of the Marketing Research Team. His research interests are sales and negotiation processes and skills, sales management in B2B context, and social networking as a business strategy and tactic.

Example Academic Group article: How sales forces can be strategic in value creation and development

Selected publications:

  • Brasseur M., Brassier P., et alii, “Evaluation of Competences: A Case of Conception and Application of a 360° Feed-back for Managers”, Resaddersse International, N°9, 2012, pp. 178-195 (English Version).
  • Panagopoulos N. G., et alii, “Internationalizing Sales Research: Current Status, Opportunities, and Challenges”, Journal of Personal Selling & Sales Management, vol. XXXI, N° 3, Summer 2011, pp. 221–244.
  • Zeyl A., Dayan A., Brassier P., Management de la force de vente, Pearson Education, Paris, April 2011, 512 p.
  • Brassier-Rodrigues C., Brassier P., “ Le réseau social du dirigeant de petite et moyenne entreprise : un outil stratégique au service de sa communication ? ”, in Le grand livre de l’économie PME, Gilles Lecointre (Dir.), Gualino, Paris, pp. 171-189, January 2010.
  • Brassier P., “ Les commerciaux et les réseaux sociaux : vers de nouveaux outils de management des ventes ”, Management et Avenir, N°16, Mai 2008, pp. 133-147.
  • Brassier P., “ Les négociateurs commerciaux et les réseaux sociaux : de l’usage intuitif à l’outil de gestion”, in Lièvre P. et Lecoutre M. (Dir.), Management et réseaux sociaux, ressource ou outil de gestion, Ch. 2, Hermès-Lavoisier, Paris, pp. 43-53., May 2008.
  • Brassier P., Rodrigues C., “Management of Time, Selection of Activities & Sales Performance. A New Way to Reposition the Role of Management & Salespeople”, in Veloutsou C., Communicating with customers: Trends & Developments, Athens Institute of Education & Research, Grèce, ISBN 960-87822-0-1, October 2003.
  • Brassier P., “ Les technologies de l’information, outil de repositionnement du management intermédiaire ”, Revue Française de GRH, Numéro Spécial, September 2001, pp. 15-27.