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Sharma Dheeraj

Name Sharma Dheeraj
Area Marketing (MAR)
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Personal HomePage http://www.iimahd.ernet.in/~dsharma/
Research and Publications             MDP courses              Cases

Educational Qualifications

Dr. Sharma earned his doctoral degree with major marketing and double minor in psychology and quantitative analysis from Louisiana Tech University, USA.

Academic Affiliation

Dr Dheeraj Sharma is faculty in Marketing and Organizational Behavior Area at Indian Institute of Management, Ahmedabad, India.

He has taught and presented research at numerous education institutions in North America, Europe and Asia. Dr. Sharma has been the recipient of many academic and professional awards.

Professional Affiliation

Dr. Sharma is American Marketing Association Doctoral Consortium Fellow and National Conference of Sales Management Doctoral Fellow. He was nominated for Clifford J. Robson Excellence in Teaching Award and nominated for Erica and Arnold Rogers Excellence in Research Award for year 2009-2010. Dr. Sharma is also past Associate Editor of Journal of Marketing Channels. He is also past Editor of the Academy of Marketing Science proceedings. He is an active member of Academy of Marketing Science, Society of Marketing Advances, American Marketing Association, and World Marketing Congress. As a member of the aforementioned associations, Dr. Sharma has served as a session chair, discussant, track chair, and executive member of organization committee.

Area Of Research

Dr Sharma has conducted or/and pursuing research in the following areas: he has conducted research on issues related to sales and distribution management. Specifically, Dr Sharma researches in the area of Workforce Motivation and Goal Orientation, Leadership, Managing Strategic Change, Emotional Intelligence, Creating Team Synergy, Conflict Management and Negotiations.

Dr Sharma has also investigated (have investigated) organizational issues such Corporate Social Responsibility, Corporate Ethical Values, Developing Organizational Culture and Citizenship Values. Additionally, Dr Sharma has conducted research in Business-to-Business Marketing; Entrepreneurship (Small and Medium Business Management), Brand Management, International Business Strategy, Strategic Marketing Channels, Relationship Marketing; and Managing Strategic Alliances, domain.

Current Research

Publications/ Articles/ Cases

Dr. Sharma’s has over fifty publications in leading international journals, encyclopedias, books, and conference proceedings. Dr. Sharma’s publications have appeared and/or are accepted for publication in Advances in Marketing, Developments in Marketing, Business and Society Review, European Journal of Marketing, International Journal of Emerging Markets, Journal of Consumer Marketing, Journal of Marketing Channels, Journal of Marketing Education, Journal of Personal Selling and Sales Management, Journal of Business Ethics, Journal of Business Research, Journal of Product and Brand Management, Journal of International Business Strategy, Marketing Management Journal among other prominent publications. Dr Sharma is co-author of one of top marketing text books MKTG, Cengage Publications.  

Dr. Sharma has been involved in consulting projects with several multinational corporations such as, ICI Paints, Duncan Holdings LLC, Globe Rangers LLC, Hero Cycles Ltd, First Merchants Bank of America, among others. Dr. Sharma continues to serve on the board of India Canada Cultural and Heritage Association, Canada and advisory board of Duncan Holdings LLC, USA. His expert views have been cited in many major internationals newspapers including Business Standard, Economic Times, Vancouver Sun, Calgary Herald, Edmonton Journal, Montreal Gazette, National Post, CTV National News, among others.
  •  Dheeraj Sharma,(2012 with Shruti Deshmukh and Timothy Golden) “Impact of telework on exhaustion and job engagement: a job demands and job resources model,” New Technology Work and Employment, Volume 27, Issue 3, pages 193–207
  • Dheeraj Sharma (2011 with K. Swimbergh and Laura Flurry), “Does a Consumer's Religion Really Matter in the Buyer-Seller Dyad? An Empirical Study Examining the Relationship between Consumer Religious Commitment, Christian Conservatism and the Ethical Judgment of a Seller's Controversial Business Decision”, Journal of Business Ethics, Volume 103, Issue 3, 453-467
  • Dheeraj Sharma (2011 with Shaheen Borna), “Train your salespeople to be skilled actors: A MANTRA FOR SUCCESS, Marketing Management Journal, Forthcoming
  • Sharma, Dheeraj (2011 with Annie Liu) 'How to Attain Desired Outcomes Through Channel Conflict Negotiation', Journal of Marketing Channels, 18: 2, 103 — 12
  • Dheeraj Sharma (2011, with Shaheen Borna), “How Much Trust Should Risk Managers Place on “Brownian Motions” of Financial Markets” International Journal of Emerging Markets, Vol.6, Issue 1, 7-16
  • Sharma, Dheeraj (2011), Goal Prioritization. In Swayne, Linda E. and Golson, J. Geoffrey (Eds.) Encyclopedia of Sports Management and Marketing, Thousand Oaks: Sage. Forthcoming
  • Sharma, Dheeraj (2011), Goal Hierarchy. In Swayne, Linda E. and Golson, J. Geoffrey (Eds.) Encyclopedia of Sports Management and Marketing, Thousand Oaks: Sage. Forthcoming
  • Dheeraj Sharma (2010 with Satyendra Singh), “Why customers do not complete online transactions: The Missing Link?” Marketing Management Journal, Vol. 20, Issue 2, 80-93
  • Sharma, Dheeraj (with Jule Gassenheimer, and Bruce Alford 2010), “Internet Channels and Cannibalization: An Empirical Approach to a Sales Agent’s Perspective,” Journal of Personal Selling and Sales Management Vol. 30 Issue 3, p209-221
  • Dheeraj Sharma with (Shaheen Borna, and Jim Stearns 2009), “An Investigation of the Effects of Corporate Ethical Values on Employee Commitment and Performance: Examining the Moderating Role of Perceived Fairness,” Journal of Business Ethics, 89(2), 251-260
  • Dheeraj Sharma, with (Swimberghe, Krist and L. Flurry 2009), “An Exploratory Study of Consumer Religious Commitment and its Influence on Store Loyalty and Consumer Complaint Intentions,” Journal of Consumer Marketing 26(5), 340-347
  • Sharma, Dheeraj with (Jule Gassenheimer 2009), “Internet Channel’s Perceived Cannibalization: Scale Development and Validation in a Personal Selling Context,” European Journal of Marketing, 43 (7/8), 1076 - 1091
  • Sharma, Dheeraj with (Bruce L. Alford, Shahid N. Bhuian, Lou E. Pelton 2009), "A Higher-Order Model of Risk Propensity," Journal of Business Research, 62(7), 741-745
  • Sharma, Dheeraj (with Jule Gassenheimer 2008), “Examining the influence of Perceived Risk on Technology Usage: Exploring the Moderating Role of Trust,” European Journal of Management, 8(3), 153-158
  • Dheeraj Sharma (with Amyx, Doug, S. Bhuian, and Katherine Loveland 2008), “Salesperson Corporate Ethical Values (SCEV): Development and Assessment among Salespeople,” Journal of Personal Selling and Sales Management, 28(4), 387-401
  • Sharma, Dheeraj (2008), “Dogmatism and Online Consumption: Examining the Moderating Role of Trust and Value of Exchange Outcome,” Marketing Management Journal, 18(1)63-75
  • Dheeraj Sharma (with Jim Stearns, and Shaheen Borna 2007), “Subculture: A Bargaining Concept in Marketing Education,” Journal for Advancement of Marketing Education, Vol. 11, (Winter), 35-43
  • Dheeraj Sharma (with Cigdem Aricigil Cilan, Erdal Balaban, Erman Coskun 2007), “An Exploratory Study of Information Technology Utilization and its Influence on Business Performance of Upscale Hotel Industry in Turkey,” International Journal of Business Strategy 7(2), 206-214
  • Sharma, Dheeraj (with Brien N. Smith, M.G. Talpur and Sushil K.Sharma 2007), “Gaining Strategic Advantage through Human Development Index: An Exploratory Investigation,” Review of Business Research, 7(5), 151-156
  • Sharma, Dheeraj (with M.G. Talpur, Brien Smith, and Rod Davis 2007), “An Exploratory Investigation of Role of the Role of Culture to Use Online Auctions, Review of Business Research, Vol 7(4), 195-199.
  • Sharma, Dheeraj (with Nancy Albers-Miller, Lou E. Pelton, and Robert Straughan 2006), “The Impact of Image Management, Self-Justification, and Escalation of Commitment on Knowledge Development in Marketing Discipline,” Journal of Marketing Education, 28 (2), 161-71
  • Dheeraj Sharma (with Papavassiliou, Nikolaos, Emilious Archontroulis, and Annie Liu 2006), "Total System Integration in Distribution Channels: An Exploratory Investigation of Market Setting in Greece," Journal of Marketing Channels, Vol. 13 (2): 29-49
  • Sharma, Dheeraj, (With Brien N. Smith, Sushil K. Sharma and Ray Montagno 2006), “Revisiting IS/IT Offshore Outsourcing: Agenda for Future Research,” International Journal of Business Strategy, 4(1): 120-126
  • Dheeraj Sharma (with Ramesh Dangol, S. K. Sharma, and James Walters (2006), “Impact of Blogs-An Exploratory Study,” Review of Business Research, 4(4): 196-200
  • Dheeraj Sharma (with Paswan, Audhesh K. 2004), "Brand-Country of Origin (COO) knowledge and COO Image: Investigation in an Emerging Franchising Context," Journal of Product and Brand Management, Vol. 13, (3), 144-155
  • Satyendra Singh and Dheeraj Sharma (2010), “Why customers do not complete online transactions: The Missing Link” presented at Academy of Marketing Science-Cultural Perspectives, Lille, France, Jul 21-25, 2010.
  • Sharma, Dheeraj (2009), “Examining the Outcomes of Need for Achievement in Sales Agents” 2nd International Conference on Human Resource, Organizational Behavior and Leadership Science, Beijing, China, Dec 19-20, 2009.
  • Sharma, Dheeraj (2009), “An Investigation of the Effects of Corporate Ethical Values on Employee Commitment and Performance: Examining the Moderating Role of Perceived Fairness,” Academy of Marketing Science Proceedings of World Marketing Congress, July 10-13 2009, Oslo, Norway
  • Sharma, Dheeraj (2009), “Investigating the Effect of National Culture on Deal Proness,” International Academy of Business and Economics, June 4-8, 2009, Thessaloniki, Greece
  • Sharma, Dheeraj and Beyaz Uludag (2008), “Examining the moderating role of Trust and Perceived Value of Exchange Outcome on the Relationship between Dogmatism and Online Consumption,” Proceeding of Academy of Marketing Science, Vancouver, Canada, May 28-31, 2008
  • Sharma, Dheeraj, Madhav Pappu, Scott Inks, and Thomas Baird, (2008), “Examining the antecedents of customer satisfaction in an e-tailing environment,” Advances in Marketing, Proceedings of the Association of Collegiate Marketing Educators, March 4-8, 2008 Houston, Texas: Federation of Business Disciplines
  • Sharma, Dheeraj (2007), “An Exploratory Study of Consumer Orientation towards Risky Behavior”, Faculty of Management Studies,” Academy of Marketing Science Proceedings of World Marketing Congress, July 11-14, 2007, Verona, Italy
  • Sharma, Dheeraj and Mir G.H. Talpur, (2007), “An Examination of One Dimension Marginal Distributions Selling and Non-Selling Activities of a Salesperson,” Proceeding of Society of Marketing Advances, Nov 7-10, San Antonio, Texas
  • Sharma, Dheeraj (2007), “Work-Related Outcomes of Emotional Intelligence: Exploring the Role of Cognitive Intelligence in a Sales Context,” National Conference in Sales Management, Mar 28- Apr 2, Riverside, CA
  • Sharma, Dheeraj (2006), “Perceived Cannibalism: Scale Development and Validation in a Personal Selling Context,” National Conference in Sales Management, March 1-5, Minneapolis, MN
  • Sharma, Dheeraj (2006), “Internet Channels and Perceived Cannibalism: Scale Development and Validation,” Harlan Spotts, ed., Academy of Marketing Science, May 24 – 27, San Antonio, TX
  • Sharma, Dheeraj and Lou E. Pelton (2005) “Exploring Risk Propensity and Decisional Conflict in a Turbulent Market Context: Generation Y and the Airline Industry,” Harlan Spotts, ed., Academy of Marketing Science Proceedings of the World Marketing Congress
  • Sharma, Dheeraj (2003), “Faculty Evaluation of Marketing Research and Self-Serving Bias,” Developments in Marketing Science, Harlan Spotts, ed., Coral Gables, FL: Academy of Marketing Science.
  • Sharma, Dheeraj (2003), “Influence of Academic Tenure on Attitude towards Peer Evaluation,” Advances in Marketing, Proceedings of the Association of Collegiate Marketing Educators, March, Houston, Texas: Federation of Business Disciplines.
  • Dheeraj Sharma (with Madhav Pappu 2002), Enhancing Knowledge Development in Marketing, Proceedings of the 2002 American Marketing Association Educators’ Conference, Peter J. Gordon and Bert J. Kellerman, eds., Chicago, IL: American Marketing Association
  • Dheeraj Sharma (with Audhesh Paswan 2002), “Brand – Country-of-Origin Association and Image: Investigation in a Franchising Context,” Franchise Systems at the Turning Point of Maturity, Proceedings of the International Society of Franchising, Joyce Young, ed., Terre Haute, IN: International Society of Franchising.
  • Sharma, Dheeraj and Woodrow Richardson (2009), CASE STUDY: “Solex-Digital: Effective Negotiation Strategies” Sales Management: Building Customer Relationships and Partnerships, Text Book Authored by Joseph Hair, Rolph Anderson, Rajiv Mehta and Barry J Babin, Houghton Mifflin Company, Boston,Page 114-115


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