Babak Hayati, PhD | Asian Institute of Management

Expertise

Marketing Strategy, Sales Management, Digital Marketing

Research Interests

Marketing Strategy, Sales Management, Digital Marketing

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Babak Hayati, PhD

Associate Professor
Director of Research and Publications

About
Selected Publications

Academic Background

PhD, Business Administration -Major: Marketing, Minor: Management- University of Houston, Bauer College of Business, Houston, Texas (USA)
Master in Business Administration, Sharif University of Technology, Tehran (Iran)
Bachelor of Science in Mechanical Engineering, University of Tehran, Tehran (Iran)

Professional and Academic Experience

Assistant Professor of Marketing, University of Nevada, Las Vegas (2013 – 2016)
Assistant Professor of Marketing, University of Colorado, Colorado Springs (2012 – 2013)
Marketing Strategist and Consultant, multiple Fortune 500 and startup companies across US and Asia (2013-present)
Marketing Researcher and Consultant, Sales Excellence Institute (SEI), University of Houston, Texas (2008-2012)
Marketing Strategy Consultant, Sharif Management Consulting Group, Tehran, Iran (2006-2008)
Design Engineer, R&D Department, Saiwan Sanat Company, Tehran, Iran (2004-2005)

Affiliations, Awards, and Honors

Winner of the ISBM Doctoral Dissertation Award, 2012
Winner of the AMA Sales SIG Dissertation Proposal Competition, 2012
AMA Sales SIG Dissertation Award, 1st Runner-Up, 2013.
AMA-Sheth Foundation Doctoral Consortium Fellow, Oklahoma State University, 2011

PEER-REVIEWED JOURNALS

Lobo, K. G., Rivera, J. P. R., & Hayati, B. (2022). A non-parametric analysis of emotional intelligence among family businesses in the Philippines. Vision. https://doi.org/10.1177/09722629221092138
Hayati, B. & Puri, S. (2020). The impact of organizational social networks on salespeople's negative headquarters stereotypes. Journal of Business and Industrial Marketing. https://doi.org/10.1108/JBIM-07-2019-0327.
Pandey, S., Puri, S., & Hayati, B. (2020). Dito Telecommunity Corporation: Challenging telecom duopoly in the Philippines. Journal of International Business Education, 15.
Puri, S., Joshi, S., Debnath, S., & Hayati, B. (2019). Welspun India: Reputation management after Egyptian cotton mislabeling. Journal of Organizational Behavior Education, 12, 13-26.
Sun, J., Yoo, S., Park, J., & Hayati, B. (2019). Indulgence versus restraint: The moderating role of cultural differences on the relationship between corporate social performance and corporate financial performance. Journal of Global Marketing, 32, 83-92. https://doi.org/10.1080/08911762.2018.1464236.
Hayati, B., Atefi, Y., & Ahearne, M. (2018). Sales force leadership during strategy implementation: A social network perspective. Journal of the Academy of Marketing Science, 46, 612-631. https://doi.org/10.1007/s11747-017-0557-2.
Lam, S. K., Ahearne, M., Mullins, R., Hayati, B., & Schillewaert, N. (2013). Exploring the dynamics of antecedents to customer-brand identification with a new brand. Journal of the Academy of Marketing Science, 41, 234-252. https://doi.org/10.1007/s11747-012-0301-x.
Ahearne, M., Lam, S. K., Hayati, B., & Kraus, F. (2013). Intrafunctional competitive intelligence and sales performance: A social network perspective. Journal of Marketing, 77(5), 37-56. https://doi.org/10.1509/jm.11.0217.
Hu, Y., Lodish, L. M., Krieger, A. M., & Hayati, B. (2009). An update of real-world TV advertising tests. Journal of Advertising Research, 49(2), 201-206. https://doi.org/10.2501/S0021849909090291.

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 (Ed.),2019 AMA Summer Academic Conference Proceedings. 30, pp. BCM-32. USA: American Marketing Association.

CASE STUDIES

Pandey, S., Puri, S., & Hayati, B. (2020). Dito Telecommunity Corporation: Challenging telecom duopoly in the Philippines. Journal of International Business Education, 15.
Puri, S., Pandey, S., & Hayati, B. (2019). Robinsons Retail Holdings Inc.: Navigating Rustan’s acquisition. Ivey ID: 9B19A047.London, Canada: Ivey Publishing. Delayco, M. L. C., Puri, S., & Hayati, B. (2019). House of Lasagna: Growth and expansion fix. Ivey ID: 9B19A034. London, Canada: Ivey Publishing.
Turpin, D., Qamar, A., Hayati, B., & Puri, S. (2019). Sri Sri Tattva: Diversification and expansion spree. IMD ID-7-2074. Lausanne, Switzerland: IMD.
Puri, S., Goel, S., Krishna, S., Hayati, B., & Singh, R. (2019). B9 Beverages: From start-up to scale-up. Ivey ID: 9B19A008.London, Canada: Ivey Publishing.
Pandey, S., Puri, S., & Hayati, B. (2018). Big Boss Cement Inc.: Stirring up industry competition in the Philippines. Ivey ID: 9B18A055.London, Canada: Ivey Publishing.