Dr. Claudio E. Pousa

(DBA, Université de Sherbrooke)
Associate Professor

Email: 
cepousa@lakeheadu.ca
Phone Number: 
+1 (807) 343-8388
Office Location: 
Ryan Building, RB-1033
Office Hours: 
Mon-Fri 8:30 am - 4:30 pm
Academic Qualifications: 

Dr. Claudio Pousa has more than 20 years of industry experience working as a Marketing Manager and management consultant for American and European corporations in Latin America.
He taught for more than ten years at graduate and undergraduate level in Latin America (Argentina, Uruguay) and Canada. He also trained executives, conducted management seminars and led coaching processes in Argentina, Uruguay, Chile, Peru and USA for companies like ALCON Labs, REUTERS, DUKE Energy, Ericsson, Electrolux, ITW, Knauf and Sherwin-Williams.
He has conducted specialized research in the field of sales management, particularly about the effects of managerial coaching on salesperson’s behavior, motivation, and performance. He has published in Performance Improvement Quarterly, the International Journal of Bank Marketing, the International Journal of Evidence-based Coaching and Mentoring, and Relations Industrielles, as well as in the proceedings of the Academy of Marketing Science and the Administrative Sciences Association of Canada annual conference.

Education:
Doctor in Business Administration (Marketing), Université de Sherbrooke, Canada
M. in Administration (Strategy), Universidad Argentina de la Empresa, Argentina
M.Sc. in Electrical Engineering, Instituto Tecnologico de Buenos Aires, Argentina
M.Sc. in Mechanical Engineering, Instituto Tecnologico de Buenos Aires, Argentina
Bachelor in Engineering, Instituto Tecnologico de Buenos Aires, Argentina

Date joined Lakehead: 
July, 2012
Previous Teaching/Work: 

Teaching experience:
University of the Fraser Valley, Canada (Lecturer, 2011-2012)
Universite de Sherbrooke, Canada (Lecturer, 2008-2011)
Universidad ORT del Uruguay, Uruguay (Visiting Professor, 2004-2006)
Instituto Tecnologico de Buenos Aires, Argentina (Associate Professor, 2003-2006)
Universidad de Palermo, Argentina (Associate Professor, 1996-2003)

Industry experience:
Power Sales Group, Argentina (Executive Manager, 1999-2006)
DEI Management Group, Argentina (Associate Consultant, 1995-1999)
CIDEF Argentina, Argentina (Marketing Manager, 1994-1994)
Philips Argentina, Argentina (Product Manager, 1987-1994)
Conorpe Consultores, Argentina (Account Executive, 1985-1987)

Research Interests: 

Sales force management and leadership. Sales force motivation, behavior and performance. Managerial coaching. Business-to-business marketing.