Joël Le Bon (PhD in Marketing, Paris Dauphine University) is a professor of practice with expertise in marketing and sales at the Johns Hopkins University Carey Business School. He is the co-founder and executive director of the school’s Science of Digital Business Development Initiative. Before joining Johns Hopkins, he was on the faculty of the University of Houston’s Bauer College of Business, and worked in France and Singapore as an associate professor of marketing and department head at ESSEC Business School. Before becoming a professor, he was a strategic account manager for Xerox Corporation and had sales management roles in the media industry. Le Bon's research and executive engagements focus on digital transformation, digital business development and go-to-market strategy; digital sales and marketing; account-based marketing and negotiation; sales leadership, enablement, and CRM technology. He has earned 26 international research and teaching awards and distinctions and is the first sales educator to have received all the teaching awards from the major academic marketing associations.
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Cited By |
Year |
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Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills |
184 |
2013 |
The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities |
118 |
2006 |
The marketing–sales interface at the interface: Creating market-based capabilities through organizational synergy |
88 |
2012 |
The dilemma of outsourced customer service and care: research propositions from a transaction cost perspective |
41 |
2009 |
Capital de marque et Internet: les nouveaux enjeux de l'e-communication de l'insatisfaction des clients |
11 |
2003 |
La Force de Vente et les Activités d’Intelligence Economique |
9 |
2006 |
Contribution des vendeurs à l'intelligence économique: un modèle explicatif de l'effort envers la veille marketing et commerciale |
9 |
1998 |
Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers |
6 |
2015 |
Competitive intelligence and the sales force: how to gain market leadership through competitive intelligence |
4 |
2013 |
Sales Management, Education, and Scholarship Across Cultures: Early Findings from a Global Study and an Agenda for Future Research |
2 |
2020 |
Best Practices for Inside Sales Professionals: An Historical Analysis |
2 |
2018 |
De l'intelligence économique à la veille marketing et commerciale(vers une nécessaire mise au point conceptuelle et théorique) |
2 |
2000 |
Social Listening: Adapting Customer and Competitive Intelligence to the Digital Era |
1 |
2019 |
Training and Qualification: Developing a Competency Model to Assess Sales Leaders’ Equity |
1 |
2016 |
Measuring the competitive intelligence attitude of salespeople: Validation of the CIA salesperson scale |
1 |
1999 |
Explaining and managing salespeople's effort towards competitive intelligence: Evidences from the CIA salesperson scale |
1 |
1999 |
Perspectives on International Collaboration in Sales Research: Introduction to the Special Issue |
0 |
2019 |
The Customer Compromise and ComproScore: Toward a New Concept and Metric to Assess Customer Satisfaction, Buying Process, and Loyalty: An Abstract |
0 |
2018 |
The Accidental Salesperson: Can Inexperienced Sales Professionals Get Lucky Without Working Smart or Hard? An Abstract |
0 |
2017 |
Engaging Customer Preference Through Trade Credit: An Investigation of the Impact of Payment Terms on Brand Equity |
0 |
2016 |
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