If you made any changes in Pure these will be visible here soon.

Personal profile

Personal information

Before joining VU in September 2015, Francesca was assistant professor at HEC Paris. She holds a doctoral degree in marketing (2010) from Rotterdam School of Management, Erasmus University. She was a visiting scholar of the marketing group at Tilburg University and has taught academic courses at the Executive, PhD, MBA, Master, and Bachelor level in France, Italy, and The Netherlands. Her work has been presented at numerous conferences and published in journals such as Journal of Marketing Research, Journal of Retailing, Journal of Product and Brand Management, International Review of Retail, Distribution & Consumer Research, Micro & Macro Marketing and Revue Française du Marketing. She is a member of the American Marketing Association and the European Marketing Academy.

Francesca has supervised many business projects for companies such as Airbus, Carrefour, Danone, Franprix, HollandBike, L’Oreal, GlaxoSmithKline, P&G, Roland Berger, Unilever, and VivaSanté. She has organized events bringing together scholars and practitioners, as well as academic conferences in collaboration with INFORMS MSI, Journal of Retailing, Journal of the Academy of Marketing Science and ECODEC LabEx.


Francesca’s research focuses on retailing, in particular on the impact of changes in the retailing landscape on brand manufacturers’ performance. Her research takes the perspective of the manufacturer to investigate the consequences of channel changes (e.g., price wars, cross-chain effects, price promotions) and media changes (eWOM, social media).


  • Price wars
  • Price promotions
  • Store assortments
  • Online platforms
  • eWOM
  • Social media


  • Management Integration Project (MSc Marketing)
  • Master Thesis Supervision (MSc Marketing)

Prizes and Awards

  • Nominated for the AMA Sheth Doctoral Consortium, 2007
  • Nominated for the EMAC Doctoral Colloquium, 2007


  • ECODEC LabEx Research Funds for 10,000 euro, 2015
  • HEC Paris Foundation Research Funds for 38,000 euro for the purchase of an eye-tracker, 2015
  • ECODEC LabEx Research Funds for 5,000 euro, 2014
  • HEC Paris Foundation Research Funds for 60,000 euro, 2010-2014
  • ERIM research funds for data collection support, 2004-2008

Ancillary activities

No ancillary activities

Ancillary activities are updated daily

Fingerprint Fingerprint is based on mining the text of the person's scientific documents to create an index of weighted terms, which defines the key subjects of each individual researcher.

Internet Engineering & Materials Science
Costs Engineering & Materials Science
Electronic word-of-mouth Business & Economics
Marketing Engineering & Materials Science
Pricing Business & Economics
Marketing channels Business & Economics
Methodology Business & Economics
Product platform Business & Economics

Network Recent external collaboration on country level. Dive into details by clicking on the dots.

Selected Research Output 2004 2019

The Effect of Electronic Word of Mouth on Sales: A Meta-Analytic Review of Platform, Product, and Metric Factors

Babic, A., Sotgiu, F., de Valck, K. & Bijmolt, T. H. A., 2016, In : JMR. Journal of Marketing Research. 53, 3, p. 297-318

Research output: Contribution to JournalArticleAcademicpeer-review

Product platform
Electronic word-of-mouth
Product category
Product lifecycle

Suppliers Caught In Supermarket Price Wars: Victims or Victors?

Sotgiu, F. & Gielens, K., 2015, In : JMR. Journal of Marketing Research. 52, 6, p. 784-800

Research output: Contribution to JournalArticleAcademicpeer-review

The Evolution of Marketing Channel Research Domains and Methodologies: An Integrative Review and Future Directions

Krafft, M., Goetz, O., Mantrala, M., Sotgiu, F. & Tillmanns, S., 2015, In : Journal of Retailing. 91, 4, p. 569-585

Research output: Contribution to JournalArticleAcademicpeer-review

Marketing channels
Future directions

Exploiting the opportunities of Internet and multi-channel pricing: An exploratory research

Sotgiu, F. & Ancarani, F., 1 Mar 2004, In : Journal of Product & Brand Management. 13, 2, p. 125-136 12 p.

Research output: Contribution to JournalReview articleAcademicpeer-review

World Wide Web

Press / Media

Price war: love it or leave it

F. Sotgiu & Katrijn Gielens


1 media contribution

Press/Media: Research