Expertise

  • 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

Professor
Academic Program Director, Master in Business Administration

ACADEMIC BACKGROUND 

  • 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

AFFILIATIONS, AWARDS AND HONORS

  • 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

PEER-REVIEWED JOURNALS

  • Pandey, S., Chawla, D., & Puri, S. (2021). Food delivery apps (FDAs) in Asia: an exploratory study across India and the Philippines. British Food Journal. https://doi.org/10.1108/BFJ-01-2020-0074.
  • Kalra, A., Agnihotri, R., Singh, R., Puri, S., & Kumar, N. (2020). Assessing the drivers and outcomes of behavioral self-leadership. European Journal of Marketing. https://doi.org/10.1108/EJM-11-2018-0769.
  • Puri, S. (2020). Effective learning through the case method. Innovations in Education and Teaching International. https://doi.org/10.1080/14703297.2020.1811133.
  • Hayati, B. & Puri, S. (2020). The impact of organizational social networks on salespeople's negative headquarters stereotypes. Journal of Business and Industrial Marketing, 35(12), 1901-1913. https://doi.org/10.1108/JBIM-07-2019-0327.
  • Puri, S. (2019). Your star salesperson lied. Should he get a second chance? Harvard Business Review, 97(5), 156-160.
  • Singh, R., Kumar, N., & Puri, S. (2017). Thought self-leadership strategies and sales performance: Integrating selling skills and adaptive selling behavior as missing links. Journal of Business & Industrial Marketing, 32(5), 652-663. https://doi.org/10.1108/JBIM-06-2016-0127.
  • Puri, S., Khanzode, K., & Beard, A. (2016). Expand the Menu? Harvard Business Review, 109-113.

PEER-REVIEWED CONFERENCE PROCEEDINGS

  • 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.

BOOKS

  • 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.

CASE STUDIES

  • Debnath, S., Puri, S., Joshi, S., & Rodriguez, R. P. (2021). Google: Targeting the healthcare market with Fitbit. Ivey ID: 9B21M075. London, Canada: Ivey Publishing
  • Mañalac, M. T. P., Maute, Y., & Puri, S. (2021). The Holcim acquisition: Cementing SMC’s leadership in the Philippines. Ivey ID: 9B21N006. London, Canada: Ivey Publishing
  • Turpin, D., Joshi, S., Debnath, S., Puri, S., & Puri, S. (2020). Netflix: Hustling for more in India's crowded OTT space. IMD ID-7-2203. Lausanne, Switzerland: IMD.
  • Puri, S., Singh, R., Agnihotri, R., & Gupta, B. (2020). Sarva Pharmaceuticals in Cambodia: fight or fold. Ivey ID: 9B20A060. London, Canada: Ivey Publishing.
  • Puri, S., Dahms, S., Puri, S., & Nalamothu, Ritvik. (2020). Sarva Pharmaceuticals: International expansion to Myanmar. Ivey ID: 9B20A016. London, Canada: Ivey Publishing.

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