Prof Sandeep 2 (1)

Sandeep Puri, PhD

Professor

EXPERTISE

Sales Management, Customer Relationship Management, Marketing Management, Services Marketing

RESEARCH INTERESTS

Sales Management, Customer Relationship Management, Strategic Marketing, Pharmaceutical Selling

Sandeep Puri, PhD

Professor

ACADEMIC BACKGROUND 

  • PhD in Marketing, Jaipur National University
  • PGDM-E (Executive MBA), IMT Ghaziabad, India
  • Bachelor of Science 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

  • Jury member, L’Oreal Brandstorm competition
  • KPMG Ethics Grant Winner, IMT Ghaziabad
  • Ivey Publishing Best Seller Case Award for 2021-22, Ivey Publishing
  • 3rd prize in the 2022 John Molson MBA International Case Competition, John Molson MBA International Case Competition
  • “VOW Award” for Highest growth, Novartis
  • Excellence in Performance Award
  • Winner of International Sales Excellence Award (First Indian to win award), Basel, Switzerland
  • 1998 Winner of Singapore Trip Incentive

PEER-REVIEWED JOURNALS

  • Dubey, R., Yang, Z., & Puri, S. (2026). The role of geopolitical uncertainty on shaping carbon neutrality policy: Moderating influence of digital transformation. Journal of Environmental Management, 398, 128498. https://doi.org/10.1016/j.jenvman.2025.128498 
  • Puri, S., Pradhan, J. A., Bernabe, B. G., & Ray, A. K. (2026). Agentic AI in branding: Driving hyper-personalization and real-time adaptation. Global Business Review. https://doi.org/10.1177/09721509251414773 
  • Puri, S., & Pandey, S. (2025). Artificial intelligence driven sales-force optimisation: Enhancing productivity, forecasting and customer engagement. Applied Marketing Analytics: The Peer-Reviewed Journal, 11(2), 152–164. https://doi.org/10.69554/CPZQ7157 
  • Gupta, B., Dhoopar, A., Singh, R., & Puri, S. (2025). Salespeople moral disengagement and duty orientation: Examining the influence of peers’ unethical behavior and customer incivility. Journal of Business Ethics. https://doi.org/10.1007/s10551-025-06010-z 
  • Gupta, B., Dhoopar, A., Singh, R., & Puri, S. (2025). Salespeople moral disengagement and duty orientation: Examining the influence of peers’ unethical behavior and customer incivility. Journal of Business Ethics. https://doi.org/10.1007/s10551-025-06010-z
  • Puri, S., Ray, A. K., Bernabe, B. G., & Pradhan, J. A. (2025). Branding through analytics: Unpacking the power of UGC in online retail. Applied Marketing Analytics, 11(1), 87-99–13. https://doi.org/10.69554/ORYY7276
  • Puri, S. (2025). Teaching with the case method to build and teach management theory in offline and online courses. Innovations in Education and Teaching International, 1–12. https://doi.org/10.1080/14703297.2025.2482074
  • 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. https://doi.org/10.1108/BIJ-12-2020-0647.
  • 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.https://doi.org/10.1108/JBIM-08-2021-0374.
  • 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.
  • 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.

PEER-REVIEWED CONFERENCE PROCEEDING

  • 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

  • Puri, S., Singh, R. K., & Gupta, B. (2025). Sailing in a tariff storm: What should Sant do? Harvard Business Publishing. Product No. 8894-HTM-ENG.
  • Puri, S., & Pietraszek, A. (2025). What’s the Future Heritage of Tin Baron?. Harvard Business Publishing. Product #: 8800-HTM-ENG
  • Puri, S., & Donode, C. (2025). Winning a Rigged Bid: At What Price?. Harvard Business Publishing. Product #: 8790-HTM-ENG
  • Puri, S. (2025). Refreshing Godrej’s Consumer Brand Portfolio. Harvard Business Publishing, Product #: 8766-HTM-ENG.
  • Puri, S., Debnath, S., & Joshi, S. (2024). Getting the Product Mix Right at Santon Paint. Harvard Business Publishing, Product #: 8500-HTM-ENG.
  • Puri, S., Gupta, B., & Singh, R. (2024). Pharmakon Biotec Philippines: To sack or to save. Ivey ID: W40080. London, Canada: Ivey Publishing.
  • Puri, S., Singh, R. & Agnihotri, R. (2024). Can Sariwa Silk squeeze in a new segment?. Harvard Business Publishing, Product #: 8477-HTM-ENG.
  • Puri, S., Gupta, S., & Pandey, S. (2024). Pulse Fitness: Targeting the strongest segment. Harvard Business Publishing, Product #: 8461-HTM-ENG.
  • Puri, S., Puri, S., Meister, D., Gupta, S., & Singh, R. (2024). Reliance and Disney: Reshaping the media and entertainment business in India. Ivey ID: W38350. 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.