Omar Toulan

Associate Professor, Strategy & Organization
Contact Information
Fax number: 
Email address: 
omar.toulan [at]
Alternate email address: 
marina.nikoghossian [at]

Bronfman Building, [Map]
1001 rue Sherbrooke Ouest
Montreal, Quebec
H3A 1G5


PhD, Strategy & International Management, Sloan School of Management, MIT, USA
BSc, International Economics, Georgetown University, USA

Strategy & Organization

Professor Toulan joined the McGill Faculty of Management in 1998. His areas of teaching include international business and strategic management. He currently teaches the Globalization and International Business Policy courses in the MBA and BCom programs. Following completion of his PhD at the Sloan School of Management at MIT in 1997, he spent a year in the faculty of the Stockholm School of Economics.

Dr. Toulan is currently pursuing two research streams. The first, which stems from his dissertation work, looks at the impact of major environmental shocks on firm behavior. In particular, he has explored the effect of market liberalization on the internationalization behavior of firms from emerging markets. In doing so, he makes a distinction between the effect on traditional or tangible forms of internationalization and what he calls intangible or knowledge-based forms of internationalization. His second research stream focuses on the management of firm boundaries, both upstream and downstream. Specifically, he is working on one research project that looks at the way in which firms manage their global customers and another which focuses on the outsourcing of capabilities to suppliers. From a regional point of view, his research interests have focused on Latin American and European firms. Dr. Toulan's work has been published in Industrial and Corporate Change, Journal of Latin American Studies, and Organizations.

Prior to entering academia, Dr. Toulan worked as a management consultant for McKinsey and Company in its New York office, as well as at its Global Institute in Washington, D.C. He has also worked as a researcher at the US President's Council of Economic Advisers. In addition, Dr. Toulan has performed private consulting and workshops for firms in the US, South America, and Europe.

Curriculum vitae: 
Tenured & Tenure Track
Research areas: 
Corporate Strategy
Firms Scope
Global Account Management/Inter-firm Relations
Impact of Market Reforms on Firm Strategy/Scope
Internationalization of Firms in Emerging Markets
International Management
Selected publications: 

Papers in Peer-Reviewed Journals

(with Julian Birkinshaw and David Arnold) “Role of Inter-organizational Fit in Global Account Management,” International Studies of Management and Organization, Vol. 36 (4) 2006-7.

(with Andrea Goldstein) “Multi-Latinas go to China: Two Case Studies,” in Robert Grosse (ed.) Can Latin-American Firms Compete? Oxford University Press, Oxford, 2007.

(with Julian Birkinshaw and David Arnold) “Managing Global Customers: Opportunities and Pitfalls,” in Subir Chowdry (ed.) Next Generation Business Handbook, Hoboken, NJ: Wiley, 2004, pp. 630-644.

“The Impact of Market Liberalization on Vertical Scope: The Case of Argentina,” Strategic Management Journal, Vol. 23 (6), 2002, pp. 551-560.

“A Resource Perspective on Internationalization Responses to Market Liberalization,” Emerging Markets Review, Vol. 3 (1), 2002, pp. 51-68.

(with David Arnold and Julian Birkinshaw), “Can Selling Be Globalized? The Pitfalls of Global Account Management”, reprinted in Sales Management Business Fundamentals Series (2nd Edition), HBS Press, Boston, 2002, pp. 129-142.

“Measuring the Impact of Market Liberalization on Export Behavior: The Case of Argentina,” The International Trade Journal Vol. XVI (1), 2002, pp. 105-128. (with Julian Birkinshaw and David Arnold), “Can Selling Be Globalized? The Pitfalls of Global Account Management,” California Management Review Vol. 44 (1), 2001, pp. 8-20.

(with Julian Birkinshaw and David Arnold), “Global Account Management in Multinational Corporations: Theory and Evidence,” Journal of International Business Studies (JIBS) Vol. 32 (2), 2001, pp. 231-248.

(with Julian Birkinshaw and David Arnold) “Implementing Global Account Management in Multinational Corporations,” MSI (Marketing Science Institute) Working Paper Series, Report No. 00-103, 2000, pp. 1-38.

(with Julian Birkinshaw and David Arnold) "Implementing Global Account Management in MNCs," Thexis, Vol. 4, 1999, pp. 14-17.

(with Mauro Guillén) "New Organizational Forms of Internationalization in Latin America: The Experience of Argentine Firms," Organization, Vol. 4, No. 4, November 1997, pp. 552-563.

(with Mauro Guillén) "Beneath The Surface: The Impact Of Radical Economic Reforms On The Outward Orientation Of Argentine And Mendozan Firms, 1989-1995," Journal of Latin American Studies, Vol. 29, Part II, May 1997, pp. 395-418.

"Nonlinearities in the Impact of Industry Structure: The Case of Concentration and Intra-Industry Variability in Rates-of-Return," Industrial and Corporate Change, Vol. 5, No. 1, 1996, pp. 175-202.

Chapters in Books

(with Maurizio Sobrero) “Task Partitioning, Communication Activities, and The Performance of Supplier Relations in Product Development: An Empirical Analysis,” in The Flexible Firm: Capability Management in Network Organizations, Julian Birkinshaw and Peter Hagstrom, eds., Oxford University Press, 2000, pp. 21-42.

(with Julian Birkinshaw and David Arnold) “Global Account Management: Linking External Demands with Internal Abilities,” in The Flexible Firm: Capability Management in Network Organizations , Julian Birkinshaw and Peter Hagstrom, eds., Oxford University Press, 2000, pp. 43-60.

Awards, honours, and fellowships: 


2005: Undergraduate Teacher of the Year, Faculty of Management 

2002: Professor of Student Life Award - presented by the Management Undergraduate Society to the Professor who had the greatest impact on student life during the year.

1995: Best Dissertation Proposal Award, European Internat’l Business Academy 

1990: Notz Medal for the Outstanding Economics Student 

1990: International Business Diplomacy Honors Certificate 

1990: Marshall Scholarship Finalist/ Award Alternate


2001: Fellow, Institute of Internat’l Business, Stockholm School of Economics 


2009-2014: Quebec Teaching Chair Award (Quebec Government) 

2002-2006: SSHRC (Social Science and Humanities Research Council) Grant (Principal/Sole Researcher)

2002-2005: FQRSC (Quebec Government) Grant – (Principal/Sole Researcher)

1999: SSHRC Young Scholars Grant – (Principal/Sole Researcher)

1998: Marketing Science Institute Grant (Co-Researcher)

1999, 2001: Faculty of Management Small Research Grants

1998-2003: Travel Grant, Faculty of Management 

1998-2001: Travel Grant, McGill University 

1992-1996: C .S. First Boston Doctoral Fellowship