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Raphaëlle Butori
Associate Professor, Marketing Department

Photo de Raphaëlle Butori
Curriculum Vitae (pdf)
General Information Research Areas Publications Teaching Other Activities
Education

2009 PhD in Management  - University Paris Dauphine
2007 Degree in Psychology - University Paris V René Descartes
2006 Master in Research in Marketing and Strategy - University Paris Dauphine
2005 Master of Science in Management - HEC School of Management
2005 Master in International Management - Universita Commerciale Bocconi (Milan, Italy)

Research Areas
Areas
Consumer behavior
Psychological aspects of consumption
Research methodology


Academic Publications
Books
  Méthode expérimentale: analyses de modération et médiation. (with R. Cadario, B. Parguel). Louvain-la-neuve (Belgique)  : Deboeck, 2017
  Principes de Marketing. (with E. Le Nagard, T. Lardinoit, D. Dion, F. Oble). Paris (France)  : Pearson, 2016


Articles
  "The determinants of approval of online consumer revenge" (R. Butori, G. De Campos Ribeiro, E. Le Nagard), Journal of Business Research, Mar 2018, Vol. 88, Issue 4, p. 212‑221
  "Le côté sombre de la pression exercée sur les consommateurs par les programmes de fidélité : enjeux éthiques et pratiques" (R. Butori), Recherche et Applications en Marketing, Jul 2017, Vol. 32, Issue 3, p. 76‑89
  "Se considérer comme un client fidèle affecte-t-il l'évaluation des bénéfices reçus ?" (R. Butori, G. De Kerviler), Recherche et Applications en Marketing, Oct 2015, Vol. 30, Issue 4, p. 4‑24
  "Because I'm worth it: The impact of given versus perceived status on preferential treatment effectiveness" (R. Butori, V. Pez, G. De Kerviler), Journal of Business Research, Jun 2015, Vol. 68, Issue 2, p. 2477‑2483
  "The impact of visual exposure to a physically attractive other on self-presentation" (R. Butori, B. Parguel), International journal of research in marketing, Dec 2014, Vol. 31, Issue 4, p. 445‑447
  "How national culture impacts teenage shopping behavior: Comparing French and American consumers" (E. Gentina, R. Butori, G. Rose, A. Bakir), Journal of Business Research, Apr 2014, Vol. 67, Issue 4, p. 464‑470
  "Unique but integrated: The role of individuation and assimilation processes in teen opinion leadership" (E. Gentina, R. Butori, T. Heath, ), Journal of Business Research, Feb 2014, Vol. 67, Issue 2, p. 83‑91
  "So You Want to Delight Your Customers: The Perils of Ignoring Heterogeneity in Customer Evaluations of Discretionary Preferential Treatments" (R. Butori, A. De Bruyn), International Journal of Research in Marketing, Dec 2013, Vol. 30, Issue 4, p. 358‑367
  "Le traitement de faveur comme outil de recrutement de clientèle : le problème de la résistance du consommateur" (R. Butori, V. Pez), Recherche et Applications en Marketing, Dec 2012, Vol. 7, Issue 4, p. 39‑5!
  "Pour une meilleure utilisation du traitement de faveur: une approche individuelle" (R. Butori), Recherche et Applications en Marketing, Mar 2010, Vol. 25, Issue 1, p. 33‑57
  "The Consumer Entitlement Inventory: Proposition for a better measurement scale" (R. Butori), Psychology and Marketing, Feb 2010, Vol. 27, p. 285‑397


Chapters
  Jagdish Sheth, de la psychologie à l?économie et de la théorie à la pratique. In: Les grands auteurs en marketing. Cormelles-le-Royal (France) : EMS, EMS. 2016, p. 80-100
  Satisfaction, fidélité, réclamation : Trois concepts au coeur des paradoxes des consommateurs. In: Les paradoxes de la gestion des entreprises. Paris (France) : Vuibert, F. Bournois et J. Thépot. 2009


Other Publications
Articles published in conference proceedings
  "When students give biased responses to researchers: An exploration of traditional paper vs. computerized self-administration", With B. Parguel. In : Proceedings of the 39th Conference of the European Marketing Academy, EMAC Conference. Copenhagen (Denmark) : EMAC, 2010
  "Les biais de réponse : Impact du mode de collecte des données et de l¿attractivité de l¿enquêteur", With B. Parguel. In : Proceedings of the 26th Congress of the French Marketing Association (AFM), AFM. Le Mans (France) : Association Française du Marketing, 2010
  "Le traitement de faveur comme outil de recrutemetn de clientèle : le problème de la résistance du consommateur", With V. Pez. In : Proceedings, 14th Marketing Research Seminar of Burgundy. Dijon (France) : , 2009
  "Quels traitements de faveur accorder à quels consommateurs ? Une analyse conjointe dans le secteur de l'hôtellerie". In : Proceedings, 25th Congress of the French Marketing Association (AFM). London (Royaume Uni) : , 2009
  "For a better use of special treatment: Proposition for a measurement scale". In : Proceedings, 38th Conference of the European Marketing Academy. Nantes (France) : , 2009
  "La réticence du consommateur à se plaindre", With V. Guillard. In : Proceedings, 7th International Congress on Marketing Trends. Venice (Italy) : , 2008
  "Pourquoi les individus n'organisent-ils pas leurs obsèques ?", With V. Guillard. In : Proceedings, 2nd International Conference on Time. Brest (France) : , 2008
  "Le traitement de faveur : un terrain glissant pour les entreprises". In : Proceedings, 24th Congress of the French Marketing Association (AFM). Paris (France) : , 2008


Press articles
  "Taux de réponse et qualité des données déclaratives: L'impact conjoint du sexe et de l'attractivité physique de l'enquêteur". Survey Magazine, 01 Apr 2015, p. 15-16


Teaching at ESSEC
2009-2010 : Postdoctoral Professor - Introduction to Marketing (both in French and English) - Consumer Behavior
Other Teaching Activities
2006 - 2009 : Teaching Assistant at University Paris Dauphine - Marketing Management - Research in Management - Marketing communication

Professional Experience

February 2005 - June 2005 : Consulting, Redcats (Pinault Printemps Redoute Group) - Paris - Market research in the Arts & Crafts industry in Europe and the United States - Strategic recommendations regarding a potential entry of Redcats in this market.

January 2004 - July 2004 : Marketing, Unilever - Paris - Brand Manager assistant in the ice-cream department

September 2003 - December 2003 : Audit/Consulting, Ernst & Young - Paris - In charge of a study for the European commission on European cultural cooperation - Audit missions

June 2002 - September 2002 : Sales, Ocean & Earth (Cosmetics and decoration store), Charleston - United States

June 2000 - September 2000 : Sports coordinator (tennis and windsurfing), Med-O-Lark Camp, Boston - United States

Useful Links
Marketing
Contact
E-mail

ESSEC Business School
Av. Bernard Hirsch
B.P. 50105
95021 Cergy Pontoise Cedex
France

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