Sandeep Puri, PhD

Sandeep Puri, PhD

Professor
Academic Program Director
International Master in Business Administration

EXPERTISE

Marketing Strategy, Sales Management and Customer Relationship Management

RESEARCH INTERESTS

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

Sandeep Puri, PhD

Professor
Academic Program Director
International 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

  • 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 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

  • 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). ZenOnco.io: 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. https://www.imd.org
  • 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.