Acfas profil public - Claudio Pousa

Claudio Pousa

Professeur·e d’université | Lakehead University

955 Oliver Road Thunder Bay P7B 5E1

807 343-8388 | claudio.pousa@usherbrooke.ca

I have an extensive experience as a practitioner and academic, which allows me to deliver excellent results in both worlds.As a practitioner, I worked in executive positions in the private industry and I provided consultancy services to American and European corporations in Latin America. As an academic, I taught at undergraduate and graduate levels and at Executive Education programs in Latin America, USA and Canada.

Having a foot on each of these worlds is synergistic; consultancy products are anchored in state-of-the art empirical research, and teaching is strongly connected to real-life contexts.

My research interests are focused in understanding the motivational and cognitive processes enacted by coaching in sales contexts, and in identifying the mediating variables between supervisory coaching and salesperson performance.

Mes liens avec l'Acfas

Auteur

82e congrès de l'Acfas : Le téléchargement illégal de musique : une menace pour l’industrie discographique ou un outil de promotion marketing?

82e congrès de l'Acfas : Le coaching des commerciaux comme moteur de l’orientation client

Mes intérêts de recherche

Gestion de la force de ventes Coaching

Formation

Doctor in Business Administration (DBA), Université de Sherbrooke, 2012
Master in Management (Strategy), Universidad Argentina de la Empresa, Argentina, 1991
Master in Electrical Engineering, Instituto Tecnologico de Buenos Aires, Argentina, 1984
Master in Mechanical Engineering, Instituto Tecnologico de Buenos Aires, Argentina, 1984
Bachelor in Engineering, Instituto Tecnologico de Buenos Aires, Argentina, 1982

Mes publications

Pousa, C. and Mathieu, A. (2014). Boosting Customer-Orientation through Coaching: A Canadian Study, International Journal of Bank Marketing, 32(1), 60-81. doi: 10.1108/IJBM-04-2013-0031

Pousa, C. (2014). Measuring Servant Leadership. In Selladurai, R. and Carraher, S. (Eds.), Servant Leadership: Research and Practice (pp. 1-351). Hershey, PA: IGI Global. doi:10.4018/978-1-4666-5840-0.

Núñez, J. F. and Pousa, C. E. (2013). Les produits équitables : une analyse de leur évolution sous la perspective des valeurs du consommateur, in R. Chaves (Ed.), Proceedings of the 4e congrès international de recherche en économie sociale du CIRIEC, Anvers, Belgique, October 24th – 26th, 1 – 22, available from http://www.ciriec-ua-conference.org/poster-session-3-se-and-their-communities

Pousa, C. and Mathieu, A. (2013). Increasing Employees’ Performance through Coaching: An Initial Empirical Investigation, 41st Annual Conference of the ASAC (Administrative Sciences Association of Canada), Calgary (AB), Canada, June 9th.

Martin, P., Pousa, C., Jean-Jules, J. and Legendre, S. (2011). L’intégration des médias sociaux à la stratégie des ventes est-elle possible? Le cas du Groupe TVA, 39th Annual Conference of the ASAC (Administrative Sciences Association of Canada), Case study division, Montréal (Québec), Canada, July 2nd.

Mathieu, A. and Pousa, C. (2011). Does Supervisory Coaching Behavior Reduce Salespeople’s Lies?, International Journal of Evidence Based Coaching and Mentoring, 9(1), 16-28.

Pousa, C. and Mathieu, A. (2010). Sales Managers’ Motivation to Coach Salespeople: an Exploration Using Expectancy Theory, International Journal of Evidence Based Coaching and Mentoring, 8(1), 34-50.

Pousa, C. and Mathieu, A. (2009). Motivation du superviseur à coacher ses représentants : application de la théorie des attentes, 37th Annual Conference of the ASAC (Administrative Sciences Association of Canada), Niagara Falls (Ontario), Canada, June 8th.

Mes prix et distinctions