Research Interests

• Marketing strategies and productivity
• Industry and paradigm shifts
• Firm-level value creation and management
• One-to-one marketing strategies

Selected Publications

"Evaluation of Global Operations: Combining Marketing Process and Marketing Outcome Performance Metrics," forthcoming in the Journal of the Academy of Marketing Science, with Dhruv Grewal, Gopalkrishnan R. Iyer, Wagner A. Kamakura and Anuj Mehrotra.

 "The Impact of Transitioning from Products to Services in Business and Industrial Markets on the Evolution of the Sales Organization," Industrial Marketing Management, with Jagdish N. Sheth.

 "The Metrics of Relationships: Measuring Satisfaction, Loyalty, and Profitability of Relational Customers," Journal of Relationship Marketing.

 "The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople: A Research Note," Journal of Personal Selling and Sales Management, with Michael Levy and Heiner Evanschitzky.

"The Antecedents and Consequences of Customer-Centric Marketing," Journal of the Academy of Marketing Science

Teaching & Professional Experience

• Consulted for Accenture, Agilent Technologies, Ambrosetti, American Express, AT&T, Bell South, Citrix, Ericcson, Exxon, Goodyear, HP, IBM, Lucent, MasterCard, Motorola, Siemens, Sprint, Telecom Italia, Telecom Italia Mobil, Visa International, and Western Union.

Degrees

• Ph.D., University of Illinois at Urbana-Champaign;
• M.B.A., Indian Institute of Management, Calcutta;
• Bachelor of Engineering, Ragastan University

Specialties

• Marketing strategies
• Marketing orientation
• Marketing productivity