University of
Illinois at Urbana-Champaign, Ph.D. (Marketing), 1988.
Indian Institute
of Management, MBA, Calcutta, India, 1980.
Rajastan
University, India, Bachelor of Engineering (Metallurgy), 1978.
University of
Miami, School of Business, Vice Dean of Strategic Initiatives, Spring 2007 to
present.
University of
Miami, Chair and Professor of Marketing, Summer 2006 to present.
University of
Miami, Professor of Marketing, Fall 2004 to Spring 2006.
University of
Miami, Chair and Professor of Marketing, Summer 2000 to Summer 2004.
University of
Miami, Associate Professor of Marketing, Summer 1994 to Spring 2000.
University of
Miami, Assistant Professor of Marketing, Fall 1987 to Spring 1994.
1.
Grewal, Dhruv, Gopalkrishnan R. Iyer, Wagner A. Kamakura, Anuj Mehrotra
and Arun Sharma. “Evaluation of Global
Operations: Combining Marketing Process and Marketing Outcome Performance
Metrics,” forthcoming in Journal of the Academy of Marketing Science.
1.
2.
Sheth, Jagdish N. and Arun Sharma, “The Impact of Transitioning from
Products to Services in Business and Industrial Markets on the Evolution of the
Sales Organization,” forthcoming in Industrial Marketing Management.
3.
Raajpoot, Nusser, Arun Sharma and Jean-Charles Chebat “The Role of
Gender and Work Status in Shopping Center Patronage,” Journal of Business
Research, forthcoming.
4.
Sharma, Arun, Gopalkrishnan R. Iyer and Nusser A. Raajpoot “A Framework
for Offshoring Marketing Processes in Business-to-Business Marketing
Relationships,” forthcoming in Industrial Marketing Management.
5.
Sharma, Arun (2007), “The Shift in Sales Organizations in
Business-to-Business Services Markets,” Journal
of Services Marketing, 21, 5, 326-33.
6.
Sheth, Jagdish N., and Arun Sharma (2007), “E-Services – A Framework for Growth,” Journal of Value Chain management, 1,
1/2, 7-12.
7.
Sharma, Arun
(2007), “Opportunities of International E-Services: A Conceptual Model,” Journal of Value Chain Management, 1,
1/2, 63-78.
8.
Sharma, Arun
(2007), “The Metrics of Relationships: Measuring Satisfaction, Loyalty, and Profitability
of Relational Customers,” Journal of
Relationship Marketing, 6, 2, 33-50.
9.
Sharma, Arun, Michael Levy and Heiner Evanschitzky (2007), “The Variance
in Sales Performance Explained by the Knowledge Structures of Salespeople: A
Research Note,” Journal of Personal
Selling and Sales Management, 27 , 2 (Spring), 169-81.
10.
Sharma, Arun and Anuj Mehrotra (2007), “Choosing an Optimal Channel Mix
in Multichannel Environments,” Industrial
Marketing Management, 36, 1 (January), 21-28.
11.
Sharma, Arun and Gopalkrishnan R. Iyer (2006),
“Country Effects on CRM Success” Journal of Relationship Marketing, 5, 4, 63-78.
12.
Sheth, Jagdish N., and Arun Sharma (2006), “Surpluses and Shortages in
B2B markets,” Journal of Business and
Industrial Marketing, 21, 7, 422-27.
13.
Raajpoot, Nusser A., and Arun Sharma (2006), “Perceptions of
Incompatibility in Customer-to-Customer Interactions: Examining Individual
Level Differences,” Journal of Services
Marketing, 20, 5, 324-32.
14.
Sheth, Jagdish N., and Arun Sharma (2006), “India as a Global Supplier
of Products and Services: Expectations and Emerging Challenges,” Journal of Asia Pacific Business, 7, 3,
5-22.
15.
Iyer, Gopalkrishnan R., Arun Sharma and Heiner Evanschitzky (2006), “Global
Marketing of Industrial Products: Are Interpersonal Relationships Always
Critical?” Industrial Marketing
Management, 35, 5 (July), 611-20.
16.
Sharma, Arun (2006), “Success Factors in Key Accounts,” Journal of Business and Industrial Marketing,
221, 3, 141-50.
17.
Iyer, Gopal, Peter LaPlaca and Arun Sharma (2006), “Innovation and New
Product Introductions in Emerging Markets:
Strategic Recommendations for the Indian Market,” Industrial Marketing Management, 35, 3, 373-82.
18.
Iyer, Gopalkrishnan, Arun Sharma and David Bejou (2006), “Developing
Relationship Equity in International Markets,” Journal of Relationship Marketing, 5, 1, 3-23.
19.
Sharma, Arun (2006), “Strategies for Maximizing Customer Equity of Low
Lifetime Value Customers,” Journal of
Relationship Marketing, 5, 1, 59-83.
20.
Sheth, Jagdish N., and Arun Sharma (2005), “International E-Marketing:
Opportunities and Issues,” International
Marketing Review, 22, 6, 611-22.
21.
Sharma, Arun and Peter LaPlaca (2005), “Marketing in the Emerging Era of
Build-to-Order Manufacturing,” Industrial
Marketing Management, 34, 5, 476-486.
22.
Iyer, Gopalkrishnan, Arun Sharma and David Bejou
(2005), “Une Analyse du Processus Relationnel Sur Les Marchés Internationaux,” Revue Française du Marketing, 202, 2/5
(May), 99-116.
23.
Sharma, Arun, Gregory A. Rich and Michael Levy (2004), “Starting to
Solve the Method Puzzle in Salesperson Self-Report Evaluations,” Journal of Personal Selling and Sales
Management, 14, 2 (Spring), 135–139.
24.
Sharma,
Arun and Jagdish N. Sheth (2004), “Web-Based Marketing: The Coming Revolution
in Marketing Thought and Strategy,” Journal of Business Research, 57, 696-7-2.
25.
Sharma, Arun and Kishore
Gopalakrishna Pillai (2003), “The Impact of Transactional and Relationship Strategies
in Business Markets: An Agenda for Inquiry,” Industrial Marketing Management, 32 (December), 623-26.
26.
Pillai, Kishore
Gopalakrishna and Arun Sharma (2003), “Mature Relationships: Why Does Relational
Orientation Turn into Transaction Orientation?” Industrial Marketing
Management, 32 (December), 643-51.
27.
Sharma, Arun (2003), “Are You
Selecting the Right Key Accounts? Examining the Relationship between Account
Sales and Profitability” The Journal of Selling and Major Account
Management, (October), 29-39.
28.
Grewal, Dhruv, Gopalkrishnan R. Iyer, R. Krishnan, and Arun Sharma,
(2003) “The Internet And The Price-Value-Loyalty Chain,” Journal of Business
Research, 56 (5), 391-98.
29.
Sharma, Arun and Michael Levy (2003), “Salespeople’s Affect toward
Customers: Why should it be Important for Retailers?” Journal of Business Research, 56 (7), 523-28.
30.
Pillai, Kishore Gopalakrishna and Arun Sharma (2003), “The Survival of
Internet-Based B2B Exchanges: The Critical Role of Relationships,” Journal of Relationship Marketing, 2
Issue 3/4, 53-67.
31.
Ulaga, Wolfgang, Arun Sharma and R. Krishnan (2002), “Plant Location and
Place Marketing: Understanding the Process from the Business Customer's
Perspective,” Industrial Marketing Management, 31 (4), 393-401.
32.
Sharma, Arun and R.
Krishnan (2002), “Clicks Only, Clicks and Bricks, and Bricks Only: Are Retail
Salespeople an Important Factor in Choice?” Journal of Marketing Management, 18, No. 3-4 (April), 317-336.
33.
Sharma,
Arun and Nikolaos Tzokas (2002), “Personal Selling and Sales Management in the
Internet Environment: Lessons Learned,” Journal of Marketing Management, 18, No. 3-4 (April), 249-258.
34.
Sharma, Arun (2002), “Trends in Internet Based Business-to-Business
Marketing,” Industrial Marketing Management, 31 (2), 77-84.
35.
Sharma, Arun (2001), “Consumer Decision-Making, Salespeople’s Adaptive
Selling and Retail Performance,” Journal
of Business Research, 54 (2), 125-29.
36.
Sheth, Jagdish N., and Arun Sharma (2001), “Efficacy of Financial
Measures of Marketing: It Depends on Markets and Marketing Strategies” Journal
of Targeting Measurement and Analysis, 9 (4), 341-56.
37.
Wolfgang Ulaga and Arun Sharma (2001), “Complex and Strategic
Decision-making in Organizations: Implications for Personal Selling and Sales
Management” Industrial Marketing
Management 30 (5), 427-440.
38.
Sharma, Arun, R. Krishnan and Dhruv Grewal (2001), “Value Creation in Markets: A Critical Area of
Focus for Business-to-Business Markets,” Industrial Marketing
Management, 30 (4), 391-402.
39.
Sharma, Arun, Michael Levy and Ajith Kumar (2000), “Knowledge Structures
of Salespeople as Antecedents of Retail Sales Performance: An Empirical
Examination,” Journal of Retailing, 76 (1) Spring, 53-69.
40.
Sharma, Arun (2000), “Do
Salespeople and Customers Understand Each Other? Surprising Results from Extant
Research” The Journal of Selling and Major Account Management, (October),
29-39.
41.
Sharma, Arun and Thomas Stafford (2000), “The Effect of Retail
Atmospherics on Customers’ Perceptions of Salespeople and Customer Persuasion:
An Empirical Investigation,” Journal of
Business Research, 49 (2) August,
183-92.
42.
Sheth, Jagdish N., Raj Sisodia, and Arun Sharma (2000), “The Antecedents
and Consequences of Customer-Centric Marketing,” Journal of the Academy of Marketing Science, 28 (1) Winter, 55-66.
43.
Grewal, Dhruv, Michael Levy, Anuj Mehrotra and Arun Sharma (1999),
“Planning Merchandising Decisions to Account for Regional and Product
Assortment Differences,” Journal of
Retailing, 75, 3, 405-24.
44.
Sharma, Arun, Nikolaos Tzokas, Michael Saren and Panagiotis Kyziridis
(1999), “Antecedents and Consequences of Relationship Marketing: Insights from
Business Service Salespeople,” Industrial
Marketing Management, 28 (6), 601-12.
45.
Sharma, Arun (1999), “Does the Salesperson Like Customers? A Conceptual and Empirical Examination of the
Persuasive Effect of Perceptions of the Salesperson's Affect Toward Customers,”
Psychology and Marketing, 16, 2,
141-62.
46.
Sharma, Arun (1997), “Who Prefers Key Account Management Programs? An
Investigation of Business Buying Behavior and Buying Firm Characteristics,” Journal of Personal Selling and Sales
Management, 17, 4, (Fall), 27-39.
47.
Sharma, Arun (1997), “Customer Satisfaction-Based Incentive Systems:
Some Managerial and Salesperson Considerations,” Journal of Personal Selling and Sales Management, 17, 2 (Spring),
61-70.
48.
Sharma, Arun (1997), “Salesperson Attributes and the
Customer-Salesperson Interaction: Implications for Relationship Marketing,” Research in Marketing, 13, 185-209.
49.
Sharma, Arun and Jagdish N. Sheth (1997), “Relationship Marketing: An
Agenda for Inquiry,” Industrial Marketing
Management, 26, 2, 87-89.
50.
Sheth, Jagdish N., and Arun Sharma (1997), “Supplier Relationships:
Emerging Issues and Challenges,” Industrial
Marketing Management, 26, 2, 91-100.
51.
Lambert, Douglas M., Arun Sharma, and Michael Levy (1997), “What
Information Can Relationship Marketers Obtain from Customer Evaluations of
Salespeople?,” Industrial Marketing
Management, 26, 2, 177-88.
52.
Sharma, Arun (1996), “The Effect of Priming Cues in Sales Interactions:
Additional Perspectives,” Journal of
Personal Selling and Sales Management, 16, 2 (Spring), 49‑52.
53.
Grewal, Dhruv, Howard Marmorstein and Arun Sharma (1996), “Communicating
Price Information through Semantic Cues: The Moderating Effects of Situation
and Discount Size,” Journal of Consumer
Research, 23 (September).
54.
Sharma, Arun and Rajnandini Pillai, (1996), “Customers' Decision-Making Styles
and their Preference for Sales Strategies: Conceptual Examination and an
Empirical Study,” The Journal of Personal
Selling and Sales Management, 16, 1, 21-33.
55.
Sharma, Arun, and Michael Levy (1995), “Categorization of Customers by
Retail Salespeople,” Journal of Retailing,
71, 1, 71-81.
56.
Sharma, Arun, Dhruv Grewal and Michael Levy (1995), “The Customer
Satisfaction -- Logistics Interface,” Journal
of Business Logistics, 16, 2, 1-22 -- Lead Article.
57.
Sharma, Arun and Dan Sarel (1995), “The Impact of Customer Satisfaction
Based Incentive Systems on Salespeople's Customer Service Response: An
Empirical Study,” The Journal of Personal
Selling and Sales Management, 15, 3 (Summer), 1-12 -- Lead Article.
58.
Lassar, Walfried, Banwari Mittal and Arun Sharma (1995), “Measuring
Customer Based Brand Equity,” Journal of
Consumer Marketing, 12, 4, 11-19.
59.
Sharma, Arun (1994), “Organizational Culture and Adoption of
High-Technology Products,” Journal of
Marketing Management, Vol. 10, 513-26.
60.
Sharma, Arun, and Douglas M. Lambert (1994), “How Accurate Are
Salespersons' Perceptions of Their Customers?,” Industrial Marketing Management, 23, 357-65.
61.
Levy, Michael, and Arun Sharma (1994), “Adaptive Selling: The Role of
Gender, Age, Sales Experience and Education,” Journal of Business Research, Vol. 31, 1, 39-47.
62.
Levy, Michael, and Arun Sharma (1993), “Relationships Among Measures of
Retail Salesperson Performance,” Journal
of the Academy of Marketing Science, Vol. 21, No. 3, 231-38.
63.
Sharma, Arun, and Luis V. Dominguez (1992), “Channel Evolution: A
Framework for Analysis,” Journal of the
Academy of Marketing Science, Vol. 20, No. 1, 1-15. -- Lead Article,
Finalist for Sheth Award for Best Paper.
64.
Sharma, Arun, and Douglas M. Lambert (1991), “Using Salespeople to
Collect Customer Service Information,” International
Journal of Physical Distribution and Logistics Management, Vol. 21, No. 6,
27-31. -- Reprinted in a Compendium of Research in Customer Service, International Journal of Physical
Distribution and Logistics Management, Vol. 24, No. 4, 1994, 50-58.
65.
Grewal, Dhruv, and Arun Sharma (1991), “The Effect of Salesforce
Behavior on Customer Satisfaction: An Interactive Framework,” The Journal of Personal Selling and Sales
Management, Vol. 11, No. 3, Summer, 13-22. -- Abstract published in The Selling Advantage, Volume 4, May
1992, Bryn Mawr, PA: Progressive Business Publications, 1-2.
66.
Sharma, Arun (1990), “The Persuasive Effect of Salesperson Credibility:
Conceptual and Empirical Examination,” The
Journal of Personal Selling and Sales Management, Vol. 10, No. 4, Fall,
71-80.
67.
Lambert, Douglas M., Howard Marmorstein, and Arun Sharma (1990),
“Industrial Salespeople as a Source of Market Information,” Industrial Marketing Management, Vol.
19, No. 2, May, 141-48. -- Abstract published in Agri Marketing, Volume 28, Number 10, November/December 1990,
Niles, IL: Century Communications Inc., 10.
68.
Lambert, Douglas M., and Arun Sharma (1990), “A Customer-based
Competitive Analysis for Logistics Decisions,” International Journal of Physical Distribution and Logistics Management,
Vol. 20, No. 1, 17-24.
69.
Sharma, Arun, and Douglas M. Lambert (1990), “Segmentation of Markets
Based on Customer Service,” International
Journal of Physical Distribution and Logistics Management, Vol. 20, No. 7,
19-27.
70.
Lambert, Douglas M., Howard Marmorstein, and Arun Sharma (1990), “The
Accuracy of Salespersons' Perceptions of their Customers: Conceptual
Examination and an Empirical Study,” The
Journal of Personal Selling and Sales Management, Vol. 10, No.1, Winter,
1-9 - Lead Article.
Book Chapters
1.
Sheth, Jagdish N. and Arun Sharma (2007), “Relationship Management,” in
Handbook of Global Supply Chain
Management, in John T. Mentzer, Matthew B. Meyers and Theodore P. Stank
(eds), Sage, 361-70.
2.
Sheth, Jagdish N. and Arun Sharma (2007), “Evolution of the Sales Force in a Global Economy” in Olaf
Plotner and Robert E. Spekman (eds.), Bringing Technology to Market, Wiley, 77-86.
3. Iyer, Gopalkrishnan, Arun Sharma and David Bejou (2006), “Developing Relationship Equity in International Markets,” in Davi