• Marketing Strategy, Sales Management and Customer Relationship Management

Research Interests

  • Sales Management, Customer Relationship Management, Strategic Marketing, Pharmaceutical Selling
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Sandeep Puri, PhD

Academic Program Director, International Master in Business Administration


  • PhD in Marketing, Jaipur National University
  • PGDM-E (Executive MBA), IMT Ghaziabad, India
  • Bachelor's Degree in Pharmacy, Amravati University

Professional and Academic Experience

  • Visiting Faculty, IIM Visakhapatnam, India
  • Visiting Faculty, Jagdish Sheth School of Management, India
  • Associate Professor, Institute of Management Technology, Ghaziabad, India
  • Assistant Professor, Institute of Management and Technology, Ghaziabad, India
  • Visiting Faculty, S P Jain, Singapore
  • Visiting Faculty, Fachhochschule Vorarlberg, Austria  
  • Visiting Faculty, Varna University of Management, Bulgaria
  • Visiting Faculty, Great Lakes Institute of Management, India
  • Visiting Faculty, Institute of Management Technology, Dubai
  • Deputy General Manager, Trident Group, India
  • Area Manager, Novartis India Limited


  • First Indian to win International Sales Excellence (ISE) Award in Novartis
  • 2016   Selected as a Jury member for L’Oreal Brandstorm competition at Paris
  • 2014   Won KPMG Ethics Grant for IMT Ghaziabad


  • Puri, S. (2022). Should you compromise your founding principles for faster growth. Harvard Business Review, R2201X-PDF-ENG.
  • Puri, S., Pandey, S., & Chawla, D. (2022). Impact of technology, health, and consumer-related factors on continued usage intention of wearable fitness tracking (WFT) devices. Benchmarking: An International Journal.
  • Gupta, B., Singh, R., Puri, S., & Rawat, P. (2022). Assessing the antecedents and outcomes of salesperson’s psychological capital. Journal of Business and Industrial Marketing, 37(12), 2544-2558.
  • Kalra, A., Agnihotri, R., Singh, R., Puri, S., & Kumar, N. (2020). Assessing the drivers and outcomes of behavioral self-leadership. European Journal of Marketing.
  • Puri, S. (2020). Effective learning through the case method. Innovations in Education and Teaching International.
  • Puri, S. (2019). Your star salesperson lied. Should he get a second chance? Harvard Business Review, 97(5), 156-160.
  • Puri, S., Khanzode, K., & Beard, A. (2016). Expand the Menu? Harvard Business Review, 109-113.


  • Puri, S., Singh, R., Kumar, N., & Hayati, B. (2019). The role of sales force control systems in driving the sales of new products. In K. Cutright, J. A. Mourey, & R. Peres (Eds.), 2019 AMA Summer Academic Conference Proceedings. 30, pp. BCM-32. USA: American Marketing Association.


  • Still, R. R., Cundiff, E. W., Govoni, N. A. P., & Puri, S. (2017). Sales and distribution management (6th ed.). Karnataka, India: Pearson India Education Services Private Limited.
  • Keegan, W., Brill, E., & Puri, S. (2013). Global marketing management. Pearson Education Limited., London, UK.


  • Ganguly, S., Puri, S., & Reddy, S. (2024). Biryani By Kilo: The growth dilemma. Ivey ID: W34561. London, Canada: Ivey Publishing.
  • Upadhyay, P., Puri, S., Ningombam, S., & Panigrahi, P. K. (2024). Naara Aaba: Expansion dilemma of a social entrepreneurship. Ivey ID: W33578. London, Canada: Ivey Publishing.
  • Puri, S., Puri, S., & Puri, S. (2024). Should Unilever launch shampoo hair color in India?. Ivey ID: W34187. London, Canada: Ivey Publishing.
  • Pandey, S., Puri, S., & Rasal, R. (2024). Just Kitchen: International expansion to the Philippines. Ivey ID: W35242. London, Canada: Ivey Publishing.
  • Puri, S., Camus, R., & Puri, S. (2024). Tupperware: In need of a turnaround strategy. Ivey ID: W34189. London, Canada: Ivey Publishing.
  • Mathew, J., Puri, S., & Chopra, M. (2023). Service delivery and brand-building dilemmas. Ivey ID: W31099. London, Canada: Ivey Publishing.
  • Turpin, D., & Puri, S. (2023). Rituals Cosmetics: Building the world's leading well-being brand in Asia. IMD-7-2411. Lausanne, Switzerland: IMD.
  • Puri, S., Puri, S., Dubey, R., & Ranjan, J. (2023). Procter and Gamble: Recall of old spice deodorants. Ivey ID: W30794. London, Canada: Ivey Publishing.
  • Chopra, A., Pandey, A., Iyer, R., & Puri, S. (2023). Mamaearth: Navigating growth beyond baby care. Ivey ID: W32647. London, Canada: Ivey Publishing.
  • Puri, S., Pandey, S., Puri, S., & Puri, S. (2023). Air India: The image damage of “pee-gate”. Ivey ID: W33710. London, Canada: Ivey Publishing.
  • Puri, S., Singh, R., Puri, S., & Abraham, S. N. (2023). BDA Pharma: Purchasing dilemma of new machinery. Journal of International Business Education, 17, 299-312.
  • Pandey, S., & Puri, S. (2023). Just Kitchen Taiwan: The growth conundrum. Ivey ID: W32460. London, Canada: Ivey Publishing.
  • Puri, S., Singh, R., Gupta, B., & Puri, S. (2022). Maha Research Labs: Sales force effectiveness. Ivey ID: W27721. London, Canada: Ivey Publishing.
  • Turpin, D., Puri, S., & Mañalac, M. T. P. (2022). Bhanton Towels: The pricing dilemma of an exporter. IMD-7-2393.
  • Mathew, J., Puri, S., Meister, D., & Delayco, M C. L. (2021). Amazon Food: Biting into the Food Delivery Market in India. Ivey ID: W25902. London, Canada: Ivey Publishing
  • Turpin, D., Puri, S., & Kang, J. (2021). Going Plastic Neutral: The Nestlé Philippines Experience (A). Case A: IMD-7-2346.
  • Turpin, D., Kang, J., & Puri, S. (2020). Jollibee: Bringing Filipino fast food to the world. IMD. IM1116-PDF-ENG.

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