NILADRI B. SYAM. Ph.D. in Management Science, University of Texas at Dallas, TX, U.S.A.

Transcription

1 NILADRI B. SYAM Office Address: Dept. of Marketing Room No. 426, Cornell Hall Trulaske College of Business University of Missouri Columbia, Missouri Phone: EDUCATION Ph.D. in Management Science, University of Texas at Dallas, TX, U.S.A. MS in Operations Research, University of Texas at Dallas, TX, U.S.A. MBA in Foreign Trade, Indian Institute of Foreign Trade, Delhi, India, M.S in Mathematics, University of Delhi, Delhi, India B.S in Mathematics, University of Delhi, Delhi, India ACADEMIC EXPERIENCE 2014 (Sept)-present Robert J. Trulaske Sr. Associate Professor of Marketing, University of Missouri, MO, USA 2001 (Jan) (August) Associate Professor of Marketing, University of Houston, TX, USA 1998 (Aug) (Dec) Assistant Professor of Marketing, Tilburg University, The Netherlands (Aug) (Aug) Research/Teaching Assistant, School of Management, University of Texas at Dallas, TX, USA PROFESSIONAL EXPERIENCE Co-Founder and Director of the Center for Sales and Customer Development (CSCD), University of Missouri

2 2 RESEARCH INTERESTS AND EXPERTISE Sales Force Management Analytics; Analytical and Empirical Models of Product Design - Product Customization and Product Co-creation; Retail Competition. JOURNAL PUBLICATIONS 1 Bert Paesbrugghe, Deva Rangarajan, Arun Sharma, Niladri Syam, Personal Selling and the Purchasing Function: Where do We Go From Here?, Journal of Personal Selling and Sales Management, Forthcoming, Niladri Syam and Arun Sharma, Waiting for a Sales Renaissance in the Fourth Industrial Revolution: Machine Learning and Artificial Intelligence in Sales Research and Practice, Industrial Marketing Management, Forthcoming, 2018 Jeff Boichuk, Zach Hall, Ryan Mullins and Niladri Syam, * Generating and Sharing of Market Intelligence in Sales Teams: An Economic Social Network Perspective, Journal of Personal Selling and Sales Management, Forthcoming, *Authors listed in alphabetical order. Everyone contributed equally. Ashutosh Patil and Niladri Syam, How do Specialized Personal Incentives Enhance Sales Performance: The Benefits of Steady Sales Growth, Journal of Marketing, Forthcoming, Bert Paesbrugghe, Deva Rangarajan, Arun Sharma, Niladri Syam and Subhash Jha, Purchasing-Driven Sales: Matching Sales Strategies to the Evolution of the Purchasing Function, Industrial Marketing Management, 2017, Volume 62, April, pp Pavan Chennamaneni, Raj Echambadi, James Hess and Niladri B. Syam, * Diagnosing Harmful Collinearity in Moderated Regressions: A Roadmap International Journal of Research in Marketing, Volume 33, Issue 1, March, pp *Authors listed in alphabetical order. Everyone contributed equally. Niladri Syam, James Hess and Ying Yang, Can Sales Uncertainty Increase Firm Profits? Journal of Marketing Research, 2016, April, Vol. 53 Issue 2, pp Ryan Mullins and Niladri B. Syam Manager-Salesperson Congruence in Customer Orientation and Job Outcomes-The Bright and Dark Sides of Leadership in Aligning Values, Journal of Personal Selling and Sales Management, 2014, Vol 34, Issue 3, pp Ying Yang, Niladri Syam and James Hess, * Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation Quantitative Marketing and Economics, 2013, Vol 11, pp *Authors listed in reverse alphabetical order. Everyone contributed equally. 1 Authors listed in the order they appear in print.

3 3 Niladri B. Syam and Amit Pazgal, Co-Creation with Production Externalities, Marketing Science, Vol 32, No 5, Sept-Oct 2013, pp Niladri B. Syam, James Hess and Ying Yang, Sales Contests versus Quotas with Imbalanced Territories, Marketing Letters, 2012, October. Arora, Neeraj, Xavier Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh Joshi, V. Kumar, Nicholas Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri Syam, Jacquelyn Thomas and Z. John Zhang, Putting One-to-One marketing to work: Personalization, Customization, and Choice Marketing Letters, 2008, 19, pp Niladri B. Syam, Partha Krishnamurthy, and James Hess, That s What I Thought I Wanted? Miswanting and Regret for a Standard Good in a Mass Customized World, Marketing Science, Vol 25, No 3, May-June 2008, pp Niladri B. Syam and Nanda Kumar, On Customized Goods, Standard Goods, and Competition, Marketing Science, Vol 25, No 5, Sept-Oct 2006, pp Niladri B. Syam, Ranran Ruan and James Hess, Customized Products: A Competitive Analysis Marketing Science, Vol 24, No 4, Fall 2005, pp Niladri B. Syam and Benedict Dellaert, Consumer-Producer Interaction: A Strategic Analysis of the Market for Customized Products Review of Marketing Science, Working Paper Series, Vol 1, Issue 1, August 2001 Ram C. Rao and Niladri B. Syam, Equilibrium Price Communication and Unadvertised Specials by Competing Supermarkets Marketing Science, Vol 20, No 1, Winter 2001, pp PAPERS UNDER REVIEW Dinah Vernik-Cohen, Niladri Syam and Amit Pazgal, Competing with Co-Created Products Status: Under review at International Journal of Research in Marketing Dinah Vernik, Oksana Loginova and Niladri B. Syam, Sourcing Co-Created Products: Should your Suppliers Collaborate? Status: Under review at Journal of Industrial Organization RESEARCH IN PROGRESS Niladri B. Syam and David Godes, On the Optimal Degree of Marketing Accountability Ashutosh Patil, Sounak Chakraborty and Niladri B. Syam, An Empirical Investigation of Group Incentives for the Salesforce: Group Size or Group Target

4 4 PRESENTATIONS AT PROFESSIONAL CONFERENCES Niladri Syam, Analytics of Staged Pipeline Processes: A Continuous Time Markov Chain Model of Win Prediction, Thought Leadership on the Sales Profession Conference, HEC, Paris, June 2017 (Invited talks only) Ying Yang, Niladri Syam and James Hess, Thrill of Victory and Agony of Defeat: Emotional Rewards and Sales Force Compensation, Thought Leadership on the Sales Profession Conference, Harvard University, June 2012 (Invited talks only) Acquisition versus Retention, Research Seminar Series, Nov 2007, Texas A&M University, Texas (Invited talk). Niladri B. Syam, Partha Krishnamurthy, and James Hess That s What I Thought I Wanted? Models of Miswanting and Regret for a Standard Good in a Mass Customized World Invitational Choice Symposium, June 13-17, 2007, Wharton School, University of Pennsylvania. Acquisition versus Retention Summer Institute in Competitive Strategy 2006, University of California, Berkeley, California (Invited talks only). Acquisition versus Retention Marketing Science Conference 2006, University of Pittsburgh, Pittsburgh. Niladri B. Syam, Partha Krishnamurthy, and James Hess That s What I Thought I Wanted? Miswanting and Regret for a Standard Good in a Mass Customized World Marketing Science Conference 2005, Emory University, Atlanta, Georgia. Niladri B. Syam, B.P.S. Murthi and Ram. C. Rao Co-Promotions: An Strategic Analysis Marketing Science Conference 2001, Mainz, Germany. Niladri B. Syam and Benedict Dellaert Consumer-Producer Interaction: A Strategic Analysis of the Market for Customized Products Marketing Science Conference 2000, UCLA, Los Angeles. Niladri B. Syam and Jaideep C. Prabhu Failure to Coordinate in Competitive Promotion Games: A Model and Test of Boundedly Rational Decision Making Under Uncertainty Marketing Science Conference 1999, Syracuse, NY. COURSES TAUGHT Sales Analytics for Managers (MBA & BBA) Competitive Mkt Strat (ExecMBA) Professional Selling (BBA) Marketing Strategy (MBA & Ph. D) Pricing Analytics (MBA) Marketing Models (Ph. D) Marketing Research (MBA & BBA) Game Theory (Ph. D)

5 5 PROFESSIONAL AFFILIATIONS Institute for Operations Research and the Management Sciences (INFORMS) HONORS AND AWARDS 2016 Outstanding Teacher Award for teaching in the Executive MBA program at the University of Missouri 2016 Summer Research Fellowship at the University of Missouri 2015 Summer Research Fellowship at the University of Missouri Editorial Board member Journal of Retailing 2008 Melcher Award for Excellence in Research (one of two professors from C. T. Bauer College of Business, Univ of Houston) 2007 Bauer Faculty Fellow of the C. T. Bauer College of Business, University of Houston, for research productivity Editorial Board member at Marketing Science Regular reviewer for Marketing Science, Management Science and International Journal of Research in Marketing 1999 Nominated for Best Instructor (i.e one of top three) award for in Business Administration including Marketing, Finance, Organization and Strategy etc. Tilburg University, Netherlands 1995 Fellow, American Marketing Association Doctoral Consortium