Arun  Sharma

Arun Sharma

Vice Dean, Executive Education, Professor, Marketing

Biography

Arun Sharma is Vice Dean for executive education and a Professor of Marketing. He has also served as the School’s Vice Dean of Graduate Business Programs and Executive Education, as well as the Chairman of the Department of Marketing.

Sharma’s research interests are in global market trends, market structures and market strategy. He serves on several review boards of journals and has published extensively (over 90 refereed articles). His research and teaching have been recognized through multiple excellence in research and excellence in teaching awards. He has also co-edited journals and co-chaired several conferences.

Sharma has considerable industry experience in the following areas: Customer and Industry Trends; Enhancing Access; Addressing Heterogeneous Markets (e.g., developing markets with developed and developing markets within the country); Emerging Markets; Market Movements; Developing Innovation Driven Firms; and, Country Strategies. Sharma has served as a consultant to several corporations, including Accenture, Agilent Technologies, American Express, AT&T, Audi, AutoNation, Arthrex, AstraZeneca, Burger King, Boston Scientific, Citrix, Coca-Cola, Conagra, Ericcson, Exxon, Goodyear, HP, IBM, Macy’s, MasterCard, Medtronic (Covidien), Motorola, Novartis, PayPal (Xoom), Proctor and Gamble, RCCL, Sandoz, Siemens, Sprint, Visa International, Walmart, Western Union and Zimmer.

Sharma received his Ph.D. in marketing from the University of Illinois at Urbana‐Champaign, an MBA from the Indian Institute of Management Calcutta and a Bachelor of Engineering degree. Prior to joining the academic world, he worked for three years in a high-technology services firm where he handled product management and sales management responsibilities.

Research Interests

Understanding markets; marketing strategies and productivity; industry and paradigm shifts; and firm-level value creation and management

Featured Publications

  • Rapp, Adam A., Daniel G. Bachrach, Karen Flaherty, Douglas E. Hughes, Arun Sharma, and Clay M. Voorhees (2017), “The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda,” Journal of Service Research. 20, 1, 59-75.

    Sharma, Arun (2016), "What Personal Selling and Sales Management Recommendations from Developed Markets Are Relevant in Emerging Markets? Journal of Personal Selling and Sales Management, 36, 2 (June), 89-104.

    Sharma, Arun and Subhash Jha (2016), "Innovation from Emerging Market Firms: What Happens When Market Ambitions Meet Technology Challenges?" Journal of Business and Industrial Marketing, 31, 4, 507-18.

    Sharma, Arun and Heiner Evanschitzky (2016), "Returns on Key Accounts: Do the Results Justify the Expenditures?" Journal of Business and Industrial Marketing, 31, 2, 174-82. 

    Iyer, Gopalkrishnan R., Sarah Xiao, Arun Sharma and Michael Nicholson (2015), “Behavioral Issues in Price Setting in Business-to-business Marketing: A Framework for Analysis,” Industrial Marketing Management, 47, (May), 6-16.

Teaching and Professional Experience

  • Consultant to Multiple Fortune 500 Firms
  • Vice Dean, Graduate Business Programs and Executive Education, University of Miami School of Business Administration
  • Chair, Department of Marketing, University of Miami School of Business Administration

Specialties

  • Understanding markets
  • Market strategies
  • Marketing strategies
  • Marketing productivity

Degrees

  • Ph.D., Marketing, University of Illinois at Urbana-Champaign, 1988
  • MBA, Management, Indian Institute of Management, 1980
  • B.E., Metallurgy, Rajastan University, 1978
Arun  Sharma

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