Thursday, 20 February 2014

Arun Sharma Academic Resume

Arun Sharma MBA CAT
Academic Resume 
September 2009


Contact Information 
Department of Marketing
512 Kosar Epstein
University of Miami
PO Box 248147
Coral Gables, FL 33124-6554
Phone: 305.284.1770
FAX: 305.284.5326
Email: asharma@exchange.sba.miami.edu


EDUCATION
  • University of Illinois at Urbana-Champaign, Ph.D. (Marketing), 1988. 
  • Indian Institute of Management, PGDM, Calcutta, India, 1980. 
  • Rajastan University, India, Bachelor of Engineering (Metallurgy), 1978.
EXPERIENCE 
  • University of Miami, Professor of Marketing, Fall 2000 to present.
  • University of Miami, Professor and Chair, Department of Marketing, Fall 2000 to Summer 2004; Fall 2006 to Summer 2009.
  • University of Miami, Vice Dean of Strategic Initiatives, School of Business, Spring 2008 to Summer 2009.
  • University of Miami, Associate Professor of Marketing, Fall 1994 to Summer 2000.
  • University of Miami, Assistant Professor of Marketing, Fall 1987 to Summer 1994.
  • Illinois State University, Department of Marketing, Visiting Lecturer, Fall 1986 to Spring 1987.





  • PUBLICATIONS
    Refereed Journal Articles
    1. Arnold, Todd J., Robert W. Palmatier, Dhruv Grewal and Arun Sharma, “Understanding Retail Managers' Role in the Sales of Products Versus Services,” forthcoming inJournal of Retailing.
    2. Sharma, Arun, Gopalkrishnan R. Iyer, Anuj Mehrotra and R. Krishnan, “Sustainability and Business-to-Business Marketing: A Framework and Implications,” forthcoming inIndustrial Marketing Management.
    3. Sheth, Jagdish N., Arun Sharma and Gopalkrishnan R. Iyer, “Why Integrating Purchasing with Marketing is both Inevitable and Beneficial,” forthcoming in Industrial Marketing Management.
    4. Sharma, Arun and Jagdish N. Sheth, “A Framework of Technology Mediation in Consumer Selling: Implications for Firms and Sales Management,” forthcoming in Journal of Personal Selling and Sales Management.
    5. Grewal, Dhruv, Gopalkrishnan R. Iyer, Wagner A. Kamakura, Anuj Mehrotra and Arun Sharma (2009), “Evaluation of Subsidiary Marketing Performance: Combining Process and Outcome Performance Metrics,” Journal of the Academy of Marketing Science, 37, 2, 117-129.
    6. Sharma, Arun, Gopalkrishnan R. Iyer and Nusser A. Raajpoot (2009), “A Framework for Offshoring Marketing Processes in Business-to-Business Marketing Relationships,”Industrial Marketing Management, 38 (4), 419-25.
    7. Raajpoot, Nusser, Arun Sharma and Jen-Charles Chebat (2009), “What Generates Word-of-mouth in Retail Contexts,” Esic Market, Vol. 133, pp. 27-58.
    8. Sharma, Arun (2008), “Improving Customer Service and Profitability through Customer Intervention in Service Relationships,” Journal of Relationship Marketing, 7(4), 327-340.
    9. Sheth, Jagdish N. and Arun Sharma (2008), “The Impact of Transitioning from Products to Services in Business and Industrial Markets on the Evolution of the Sales Organization,” Industrial Marketing Management, 37, 260–269.
    10. Sharma, Arun, Gopalkrishnan R. Iyer and Heiner Evanschitzky (2008), “Personal Selling of High-Technology Products: The Solution-Selling Imperative,” Journal of Relationship Marketing, 7 (3), 287-308.
    11. Raajpoot, Nusser, Arun Sharma and Jean-Charles Chebat (2008), “The Role of Gender and Work Status in Shopping Center Patronage,” Journal of Business Research, 61, 825–833.
    12. Sharma, Arun (2007), “The Shift in Sales Organizations in Business-to-Business Services Markets,” Journal of Services Marketing, 21, 5, 326-33.
    13. Sheth, Jagdish N., and Arun Sharma (2007), “E-Services – A Framework for Growth,”Journal of Value Chain Management, 1, 1/2, 7-12.
    14. Sharma, Arun (2007), “Opportunities of International E-Services: A Conceptual Model,”Journal of Value Chain Management, 1, 1/2, 63-78.
    15. Sharma, Arun (2007), “The Metrics of Relationships: Measuring Satisfaction, Loyalty, and Profitability of Relational Customers,” Journal of Relationship Marketing, 6, 2, 33-50.
    16. Sharma, Arun, Michael Levy and Heiner Evanschitzky (2007), “The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople: A Research Note,” Journal of Personal Selling and Sales Management, 27, 2 (Spring), 169-81. Winner of the James M. Comer Award.
    17. Sharma, Arun and Anuj Mehrotra (2007), “Choosing an Optimal Channel Mix in Multichannel Environments,” Industrial Marketing Management, 36, 1 (January), 21-28.
    18. Sharma, Arun and Gopalkrishnan R. Iyer (2006), “Country Effects on CRM Success”Journal of Relationship Marketing, 5, 4, 63-78. 
    19. Sheth, Jagdish N., and Arun Sharma (2006), “Surpluses and Shortages in B2B markets,”Journal of Business and Industrial Marketing, 21, 7, 422-27. 
    20. Raajpoot, Nusser A., and Arun Sharma (2006), “Perceptions of Incompatibility in Customer-to-Customer Interactions: Examining Individual Level Differences,” Journal of Services Marketing, 20, 5, 324-32. 
    21. Sheth, Jagdish N., and Arun Sharma (2006), “India as a Global Supplier of Products and Services: Expectations and Emerging Challenges,” Journal of Asia Pacific Business, 7, 3, 5-22. 
    22. Iyer, Gopalkrishnan R., Arun Sharma and Heiner Evanschitzky (2006), “Global Marketing of Industrial Products: Are Interpersonal Relationships Always Critical?” Industrial Marketing Management, 35, 5 (July), 611-20.
    23. Sharma, Arun (2006), “Success Factors in Key Accounts,” Journal of Business and Industrial Marketing, 221, 3, 141-50. First Runner up for JBIM “Highly Commended Awards” for 2006. 
    24. Iyer, Gopal, Peter LaPlaca and Arun Sharma (2006), “Innovation and New Product Introductions in Emerging Markets: Strategic Recommendations for the Indian Market,” Industrial Marketing Management, 35, 3, 373-82. 
    25. Iyer, Gopalkrishnan, Arun Sharma and David Bejou (2006), “Developing Relationship Equity in International Markets,” Journal of Relationship Marketing, 5, 1, 3-23. 
    26. Sharma, Arun (2006), “Strategies for Maximizing Customer Equity of Low Lifetime Value Customers,” Journal of Relationship Marketing, 5, 1, 59-83. 
    27. Sheth, Jagdish N., and Arun Sharma (2005), “International E-Marketing: Opportunities and Issues,” International Marketing Review, 22, 6, 611-22. 
    28. Sharma, Arun and Peter LaPlaca (2005), “Marketing in the Emerging Era of Build-to-Order Manufacturing,” Industrial Marketing Management, 34, 5, 476-486. 
    29. Iyer, Gopalkrishnan, Arun Sharma and David Bejou (2005), “Une Analyse du Processus Relationnel Sur Les Marchés Internationaux,” Revue Française du Marketing, 202, 2/5 (May), 99-116. 
    30. Sharma, Arun, Gregory A. Rich and Michael Levy (2004), “Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations,” Journal of Personal Selling and Sales Management, 14, 2 (Spring), 135–139. 
    31. Sharma, Arun and Jagdish N. Sheth (2004), “Web-Based Marketing: The Coming Revolution in Marketing Thought and Strategy,” Journal of Business Research, 57, 696-7-2. 
    32. Sharma, Arun and Kishore Gopalakrishna Pillai (2003), “The Impact of Transactional and Relationship Strategies in Business Markets: An Agenda for Inquiry,” Industrial Marketing Management, 32 (December), 623-26. 
    33. Pillai, Kishore Gopalakrishna and Arun Sharma (2003), “Mature Relationships: Why Does Relational Orientation Turn into Transaction Orientation?” Industrial Marketing Management, 32 (December), 643-51. 
    34. Sharma, Arun (2003), “Are You Selecting the Right Key Accounts? Examining the Relationship between Account Sales and Profitability” The Journal of Selling and Major Account Management, (October), 29-39. 
    35. Grewal, Dhruv, Gopalkrishnan R. Iyer, R. Krishnan, and Arun Sharma, (2003) “The Internet And The Price-Value-Loyalty Chain,” Journal of Business Research, 56 (5), 391-98. 
    36. Sharma, Arun and Michael Levy (2003), “Salespeople’s Affect toward Customers: Why should it be Important for Retailers?” Journal of Business Research, 56 (7), 523-28. 
    37. Pillai, Kishore Gopalakrishna and Arun Sharma (2003), “The Survival of Internet-Based B2B Exchanges: The Critical Role of Relationships,” Journal of Relationship Marketing, 2 Issue 3/4, 53-67. 
    38. Ulaga, Wolfgang, Arun Sharma and R. Krishnan (2002), “Plant Location and Place Marketing: Understanding the Process from the Business Customer's Perspective,”Industrial Marketing Management, 31 (4), 393-401. 
    39. Sharma, Arun and R. Krishnan (2002), “Clicks Only, Clicks and Bricks, and Bricks Only: Are Retail Salespeople an Important Factor in Choice?” Journal of Marketing Management, 18, No. 3-4 (April), 317-336. 
    40. Sharma, Arun and Nikolaos Tzokas (2002), “Personal Selling and Sales Management in the Internet Environment: Lessons Learned,” Journal of Marketing Management, 18, No. 3-4 (April), 249-258. 
    41. Sharma, Arun (2002), “Trends in Internet Based Business-to-Business Marketing,”Industrial Marketing Management, 31 (2), 77-84. 
    42. Sharma, Arun (2001), “Consumer Decision-Making, Salespeople’s Adaptive Selling and Retail Performance,” Journal of Business Research, 54 (2), 125-29. 
    43. Sheth, Jagdish N., and Arun Sharma (2001), “Efficacy of Financial Measures of Marketing: It Depends on Markets and Marketing Strategies” Journal of Targeting Measurement and Analysis, 9 (4), 341-56. 
    44. Wolfgang Ulaga and Arun Sharma (2001), “Complex and Strategic Decision-making in Organizations: Implications for Personal Selling and Sales Management,” Industrial Marketing Management, 30 (5), 427-440. 
    45. Sharma, Arun, R. Krishnan and Dhruv Grewal (2001), “Value Creation in Markets: A Critical Area of Focus for Business-to-Business Markets,” Industrial Marketing Management, 30 (4), 391-402. 
    46. Sharma, Arun, Michael Levy and Ajith Kumar (2000), “Knowledge Structures of Salespeople as Antecedents of Retail Sales Performance: An Empirical Examination,”Journal of Retailing, 76 (1) Spring, 53-69. 
    47. Sharma, Arun (2000), “Do Salespeople and Customers Understand Each Other? Surprising Results from Extant Research” The Journal of Selling and Major Account Management, (October), 29-39. 
    48. Sharma, Arun and Thomas Stafford (2000), “The Effect of Retail Atmospherics on Customers’ Perceptions of Salespeople and Customer Persuasion: An Empirical Investigation,” Journal of Business Research, 49 (2) August, 183-92. 
    49. Sheth, Jagdish N., Raj Sisodia, and Arun Sharma (2000), “The Antecedents and Consequences of Customer-Centric Marketing,” Journal of the Academy of Marketing Science, 28 (1) Winter, 55-66. 
    50. Grewal, Dhruv, Michael Levy, Anuj Mehrotra and Arun Sharma (1999), “Planning Merchandising Decisions to Account for Regional and Product Assortment Differences,” Journal of Retailing, 75, 3, 405-24. 
    51. Sharma, Arun, Nikolaos Tzokas, Michael Saren and Panagiotis Kyziridis (1999), “Antecedents and Consequences of Relationship Marketing: Insights from Business Service Salespeople,” Industrial Marketing Management, 28 (6), 601-12. 
    52. Sharma, Arun (1999), “Does the Salesperson Like Customers? A Conceptual and Empirical Examination of the Persuasive Effect of Perceptions of the Salesperson's Affect Toward Customers,” Psychology and Marketing, 16, 2, 141-62. 
    53. Sharma, Arun (1997), “Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics,” Journal of Personal Selling and Sales Management, 17, 4, (Fall), 27-39. 
    54. Sharma, Arun (1997), “Customer Satisfaction-Based Incentive Systems: Some Managerial and Salesperson Considerations,” Journal of Personal Selling and Sales Management, 17, 2 (Spring), 61-70. 
    55. Sharma, Arun (1997), “Salesperson Attributes and the Customer-Salesperson Interaction: Implications for Relationship Marketing,” Research in Marketing, 13, 185-209. 
    56. Sharma, Arun and Jagdish N. Sheth (1997), “Relationship Marketing: An Agenda for Inquiry,” Industrial Marketing Management, 26, 2, 87-89. 
    57. Sheth, Jagdish N., and Arun Sharma (1997), “Supplier Relationships: Emerging Issues and Challenges,” Industrial Marketing Management, 26, 2, 91-100. 
    58. Lambert, Douglas M., Arun Sharma, and Michael Levy (1997), “What Information Can Relationship Marketers Obtain from Customer Evaluations of Salespeople?,” Industrial Marketing Management, 26, 2, 177-88. 
    59. Sharma, Arun (1996), “The Effect of Priming Cues in Sales Interactions: Additional Perspectives,” Journal of Personal Selling and Sales Management, 16, 2 (Spring), 49 52. 
    60. Grewal, Dhruv, Howard Marmorstein and Arun Sharma (1996), “Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size,” Journal of Consumer Research, 23 (September). 
    61. Sharma, Arun and Rajnandini Pillai, (1996), “Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study,” Journal of Personal Selling and Sales Management, 16, 1, 21-33. 
    62. Sharma, Arun, and Michael Levy (1995), “Categorization of Customers by Retail Salespeople,” Journal of Retailing, 71, 1, 71-81. 
    63. Sharma, Arun, Dhruv Grewal and Michael Levy (1995), “The Customer Satisfaction -- Logistics Interface,” Journal of Business Logistics, 16, 2, 1-22 -- Lead Article. 
    64. Sharma, Arun and Dan Sarel (1995), “The Impact of Customer Satisfaction Based Incentive Systems on Salespeople's Customer Service Response: An Empirical Study,”Journal of Personal Selling and Sales Management, 15, 3 (Summer), 1-12 -- Lead Article. 
    65. Lassar, Walfried, Banwari Mittal and Arun Sharma (1995), “Measuring Customer Based Brand Equity,” Journal of Consumer Marketing, 12, 4, 11-19. 
    66. Sharma, Arun (1994), “Organizational Culture and Adoption of High-Technology Products,” Journal of Marketing Management, Vol. 10, 513-26. 
    67. Sharma, Arun, and Douglas M. Lambert (1994), “How Accurate Are Salespersons' Perceptions of Their Customers?,” Industrial Marketing Management, 23, 357-65. 
    68. Levy, Michael, and Arun Sharma (1994), “Adaptive Selling: The Role of Gender, Age, Sales Experience and Education,” Journal of Business Research, Vol. 31, 1, 39-47. 
    69. Levy, Michael, and Arun Sharma (1993), “Relationships Among Measures of Retail Salesperson Performance,” Journal of the Academy of Marketing Science, Vol. 21, No. 3, 231-38. 
    70. Sharma, Arun, and Luis V. Dominguez (1992), “Channel Evolution: A Framework for Analysis,” Journal of the Academy of Marketing Science, Vol. 20, No. 1, 1-15. -- Lead Article, Finalist for Sheth Award for Best Paper. 
    71. Sharma, Arun, and Douglas M. Lambert (1991), “Using Salespeople to Collect Customer Service Information,” International Journal of Physical Distribution and Logistics Management, Vol. 21, No. 6, 27-31. -- Reprinted in a Compendium of Research in Customer Service, International Journal of Physical Distribution and Logistics Management, Vol. 24, No. 4, 1994, 50-58. 
    72. Grewal, Dhruv, and Arun Sharma (1991), “The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework,” Journal of Personal Selling and Sales Management, Vol. 11, No. 3, Summer, 13-22. -- Abstract published in The Selling Advantage, Volume 4, May 1992, Bryn Mawr, PA: Progressive Business Publications, 1-2. 
    73. Sharma, Arun (1990), “The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination,” Journal of Personal Selling and Sales Management, Vol. 10, No. 4, Fall, 71-80. 
    74. Lambert, Douglas M., Howard Marmorstein, and Arun Sharma (1990), “Industrial Salespeople as a Source of Market Information,” Industrial Marketing Management, Vol. 19, No. 2, May, 141-48. -- Abstract published in Agri Marketing, Volume 28, Number 10, November/December 1990, Niles, IL: Century Communications Inc., 10. 
    75. Lambert, Douglas M., and Arun Sharma (1990), “A Customer-based Competitive Analysis for Logistics Decisions,” International Journal of Physical Distribution and Logistics Management, Vol. 20, No. 1, 17-24. 
    76. Sharma, Arun, and Douglas M. Lambert (1990), “Segmentation of Markets Based on Customer Service,” International Journal of Physical Distribution and Logistics Management, Vol. 20, No. 7, 19-27. 
    77. Lambert, Douglas M., Howard Marmorstein, and Arun Sharma (1990), “The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study,” Journal of Personal Selling and Sales Management, Vol. 10, No.1, Winter, 1-9 - Lead Article.
    Book Chapters 
    1. Sharma, Arun (2008), “Seven Myths of Marketing,” in Cinquanta Lettere Dal Marketing, Rone: La Societa del Marketing, 4.
    2. Sheth, Jagdish N. and Arun Sharma (2007), “Relationship Management,” in  in John T. Mentzer, Matthew B. Meyers and Theodore P. Stank (eds), Handbook of Global Supply Chain Management, Sage, 361-70.
    3. Sheth, Jagdish N. and Arun Sharma (2007), “Evolution of the Sales Force in a Global Economy” in Olaf Plotner and Robert E. Spekman (eds.), Bringing Technology to Market, Wiley, 77-86. 
    4. Iyer, Gopalkrishnan, Arun Sharma and David Bejou (2006), “Developing Relationship Equity in International Markets,” in David Bejou and Gopalkrishnan R. Iyer (eds.),Capturing Customer Equity: Moving from Products to Customers, Best Business Book,Haworth Press, 3-20. This chapter published the article that appeared in Journal of Relationship Marketing (2006). 
    5. Sharma, Arun (2006), “Strategies for Maximizing Customer Equity of Low Lifetime Value Customers,” in David Bejou and Gopalkrishnan R. Iyer (eds.), Capturing Customer Equity: Moving from Products to Customers, Best Business Book, Haworth Press, 59-78. This chapter published the article that appeared in Journal of Relationship Marketing (2006). 
    6. Sheth, Jagdish N. and Arun Sharma (2004), “Behavioral Approaches to Industrial Marketing: Extant and Emerging Research,” Handbuch Industriegütermarketing – Strategien – Instrumente – Anwendungen, Volume 1 (editors Klaus Backhaus and Markus Voeth), 3-20, Gabler Verlag (Wiesbaden, Germany). 
    7. Pillai, Kishore Gopalakrishna and Arun Sharma (2003), “The Survival of Internet-Based B2B Exchanges: The Critical Role of Relationships,” in David Bejou and Gopalkrishnan R. Iyer (eds.), Customer Relationship Management in Electronic Markets, Best Business Book, Haworth Press, 53-67. This chapter published the article that appeared in Journal of Relationship Marketing (2003). 
    Other Publication 
    1. Sharma, Arun, “Book Review: Effective Human resource management in the Sales Force by Rene Y. Darmon,” Journal of the Academy of Marketing Science, 22 (Winter), 86-88, 1994. 
    2. Sharma, Arun, “Organizational Culture and Adoption of Innovative Products: Implications for High-Technology Marketers,” The Institute of Management Sciences, College on Innovation Management and Entrepreneurship, Paper Series, Volume 1, 1989. 
    3. Sharma, Arun, “Organizational Decision-Making as a Segmentation Base for Telecommunications Markets,” Center for Telecommunications Management, University of Southern California: Los Angeles, Research Report No. 6, October 1988. 
    4. Sharma, Arun, “Organizational Decision Styles and Effective Sales Strategy,” Sales Management, Volume 2, American Marketing Association, Harrison, N.Y: MGI Management Institute, 1988. 
    5. Sharma, Arun, “Book Review: Marketing High Technology by William H. Davidow,” High Technology Marketing Review, Volume 1, 2, Summer 1987, 90-94.
    EDITORIAL RESPONSIBILITIES 
    • Editorial Review Board: Journal of Personal Selling and Sales Management, The International Journal of Physical Distribution and Logistics Management, Industrial Marketing Management, Journal of Relationship Marketing and The Journal of Value Chain Management.
    • Ad-hoc reviewer: Journal of Marketing, Journal of Marketing Research, Journal of Retailing, Journal of the Academy of Marketing Science, Omega: The International Journal of Management Science, Psychology and Marketing, International Business Review, Journal of Retailing and Consumer Service.
    • Special issue co-editor (with Kishore Pillai), 2003, for Industrial Marketing Management. The special issue emphasized the area of “Transactions versus Relationships.”
    • Special issue co-editor (with Nikolas Tzokas), 2001, for Journal of Marketing Management. The special issue emphasized the area of “Sales Management and the Internet.”
    • Special issue co-editor (with Professor Jagdish N. Sheth), 1998, for Industrial Marketing Management. The special issue emphasized the area of “Relationship Marketing.”
    • Track Co-chair, 2006 Summer AMA Conference. 
    • Co-editor (with Professor Anil Menon), for Marketing Theory and Applications, 1999 Winter Educators Conference, Chicago: American Marketing Association.
    HONORS AND AWARDS 
    • 2002 University of Miami Excellence in Teaching Award.
    • 2006, 2002, 1998, 1994, 1990 Excellence in Teaching Award, School of Business Administration, University of Miami.
    • Conference Co-chair, 2001 Sheth Foundation AMA Doctoral Consortium. 
    • Conference Co-chair, 1999 Winter AMA Conference. 
    • Track Co-Chair, Summer AMA Educators’ Conference, 2006. 
    • 2004, 1998, 1996 School of Business Research Excellence Award, University of Miami.
    • 1998, 1995, 1994, 1992, 1991 and 1989 McLamore Award in Business and Social Sciences, University of Miami. 
    • 1995 Best reviewer Award, Journal of Personal Selling and Sales Managemen 

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