Organizational Capacity Building Through Self-leadership

As part of a research project, the cleaning staff in a hospital were asked about the kind of job they did. The answer revealed an intricate mechanism of job recrafting. They said that they were part of the medical care team because they believed that their job was directly contributing to the patient’s well-being. Researchers … Continue reading Organizational Capacity Building Through Self-leadership

Declining Car Sales : An Evolutionary Motives Perspective

The Finance minister recently attributed the decline in car sales to increased preference and usage of cabs such as uber and ola among the Millenials. The trolls got busy to the extent of ridiculing the statement, a reflection of social mob behavior. This was followed by a remark of Mr.R.C.Bhargava, an automotive expert, which suggested … Continue reading Declining Car Sales : An Evolutionary Motives Perspective

Managing Knowledge and Ignorance: A Case for Executive Education

“The more you know, the more you do not know,” writes Shriniv Narayan in The Speaking Tree, a daily column in The Times of India. He argues that the observable universe is about 46 billion light-years in radius and there is an unobservable universe that the scientists are unable to fathom yet. Consider this; if … Continue reading Managing Knowledge and Ignorance: A Case for Executive Education

Trust erosion as an outcome of a celebrity’s endorsement of a ‘failed’ brand: Is there a recovery mechanism?

Recently, star cricketer Mahindra Singh Dhoni filed a plea at SC claiming about 48 crores of unpaid dues from Amrapali group. The group is facing a fraud charge and the case is with SC. The buyers who invested in the residential projects promoted by the group fought a long battle to ensure that the Supreme … Continue reading Trust erosion as an outcome of a celebrity’s endorsement of a ‘failed’ brand: Is there a recovery mechanism?

Managing Your Sales Funnel: The Sales Manager-Salesperson Dyadic Perspective

In recent years, the importance of sales funnel management in brick and mortar, online business and hybrid business models is increasingly driven by the advances in CRM capabilities of the firms. Newer models to manage the funnel, newer analytics to power its efficiency and stronger emphasis especially on web-based business models have added multiple layers … Continue reading Managing Your Sales Funnel: The Sales Manager-Salesperson Dyadic Perspective

Wear the badge of a Salesperson with pride

Last few days of 2017 and first few days of 2018 gave me few memorable experiences; sweet and sour. Let’s get over with the sour thing first. I was booked on a Indigo flight on 31st Dec and I was looking forward to being with my family in Delhi, however owing to bad weather the … Continue reading Wear the badge of a Salesperson with pride

The Consumption behavior of Politics Consumers: View Through the Marketing Lens

Post Gujrat elections, rims of newsprint, hours of primetime news and thousands of pages of social media are abuzz with multiple views on the winners and losers of the elections. Despite different undertones of the opinions colored by political affiliations, identity inclinations and EVM scare, there exists a common underlying theme; the real winner of … Continue reading The Consumption behavior of Politics Consumers: View Through the Marketing Lens

Driving SMEs growth through marketing analytics:An illustration

The advent of technology and its application to make industries more efficient and profitable is an integral strategic component of the overall industrial growth plan globally. Technology has helped organizations leverage their strengths and achieve scale and growth. The poultry industry has transformed itself through the infusion of technology that has resulted in new products, … Continue reading Driving SMEs growth through marketing analytics:An illustration

The Jingle Jangle Fallacy: Perspectives on Business Teaching

“Jingle–jangle fallacies refer to the erroneous assumptions that two different things are the same because they bear the same name (jingle fallacy) or that two identical or almost identical things are different because they are labeled differently (jangle fallacy)”.  (Wikipedia) Often, I have struggled with this fallacy when I read an article or participate in a … Continue reading The Jingle Jangle Fallacy: Perspectives on Business Teaching

Internship to PPO conversion: Is there a winning formula?

I teach courses on B2B marketing, research methods, marketing analytics, and sales management. Most of the students walk into my office to seek advice on issues related to their course work. Sometimes, they have different questions as well, like the one I faced a week ago; What should I do to convert my internship into … Continue reading Internship to PPO conversion: Is there a winning formula?