Marketing
Primary Area : Marketing
Secondary Area : Public Systems Group
Email : asahay@iima.ac.in
Phone : +91-79-7152 4896
Secretary : Kavitha Sudheeran
Phone : +91-79-7152 7930
Website : Personal Website
Ph.D, Marketing Strategy & International Business, The University of Texas at Austin , 1992 -1996
PGDM, (MBA with concentration in Marketing & Finance), Indian Institute of Management, Ahmedabad, India, 1987-1989
Bachelor of Technology , Chemical Engg, Indian Institute of Technology, Kanpur, India, 1982-1986
Basic Marketing Courses
Marketing Electives
Economics Electives
Faculty Chair and Lead Faculty for Open Executive Education Programs
Pricing and valuation, managing innovation, marketing of high tech products, marketing strategy, market entry strategies, brand management, matching the organization to the market, marketing effectiveness metrics, e-marketing, WTO and international trade
Sahay, Arvind (2016), "How to Understand, Build and Sustain Brand Relationships," Targeted at the Sloan Management Review.
Saini, Gordhan K., Arvind Sahay and Gurumurthy Kalyanraman (2016), "An Empirical Study of the Latitude of Quantity Acceptance," Under 2nd review at Journal of Product and Brand Management.
Mukherjee, S. & Sahay, Arvind (2016). Customer reactions to prices in the face of negative information about products. Under 2nd review at Journal of Consumer Marketing
Sahay, Arvind, Ankur Kapoor, Nandini Chatterjee Singh, Chandrasekhar Pammi and Prantosh Bannerjee (2017), "Preference reversals at POS: Impact of interaction between consumers' processing resource availability & promotion framing for Strong and Weak brand
Sahay, Arvind, Som Sekhar Bhattacharya and Arunaditya Sahay (2017), "Technology Utilization at the Customer Interface as a Source of Competitive Advantage," Under revision for resubmission at Academy of Management Review
Sahay, Arvind , Sumitava Mukherjee and Chandrasekhar Pammi, "Behavioral Pricing: Insights from Neuroscience." Manuscript under preparation.
Sahay, Arvind and Rajendra K. Srivastava (2007), "Marketing Myopia: The Next Generation."
Sahay, Arvind and Masaaki Kotable (2007), "Using Technology Licensing to Drive the Market: An Exploratory Study."
Sahay, Arvind and Thomas S. Robertson (2007), "The Impact of Alliances on Customer Utility."
Sahay, Arvind, Purvi Shastri and Rajendra K. Srivastava (2007), "Marketing Spend and Shareholder Value: A Comparison across US and Indian Listed Firms,"
Professor, Indian Institute of Management, Ahmedabad, 2004 – present
Assistant Professor, London Business School, University of London, 1996 - 2004
Has worked in the manufacturing sector as management trainee and purchase officer and in the financial services sector as a manager in operations and corporate banking and has done work in IT consulting
Has been a regular columnist for the Outlook Business magazine and also writes occasionally for leading business newspapers like Mint, Financial Express, etc.
Pricing project for an Indian Pharmaceutical Alliance firm in India. The goal was to improve the pricing processes of the branded generics of the firm given the regulatory environment in India relating to pricing of medicines.
Pricing project for a television broadcaster to create a better pricing model for their advertisers
A project that is intended to develop a pricing and supply chain model for a new age pharma supply chain firm that is helping to change the way that medicines are sourced, retailed and distributed in India. This is an ongoing project where the goal is to enable the firm to match customers and suppliers and increase information leverage in the supply chain.
A medium sized cement company where the remit was to develop a marketing strategy including repositioning the brand and provide inputs on changes in the distribution and supply chain management of the firm. The goal was to increase the sales of the firm (including sales in new geographies) by 40% over 2 years.
A marketing strategy project for a building materials and prefabricated building firm with the goal of improving market share and price realization by working on the sales force management and incentive processes.
Project where the output was the valuation of a brand
Project for an automotive firm to estimate the economic value created in a state due to an investment made in the sate
Project for a financial services firm that had a strong presence in the B2B space to help create and execute an advertising approach to create awareness and trial in the retail market.
2015 - Dewang Mehta Best Teacher in Marketing Management Award
2015 - Emerald Literati Network Highly Commended Paper Award for the paper "Comparing Retail Formats in an Emerging Market: Influence of Credit and Low Price Guarantee on Purchase Intention," in the Journal of Indian Business Research, 2014.
2014 - Nominated to Thinkers 50, India by the Institute of Competitiveness, Harvard Business School
2013 - Emerald Literati Network Highly Commended Paper Award for the paper "Role of Affect and Cognition in Consumer Brand Relationships: Exploring Gender Differences," in the Journal of Indian Business Research, 2012.
2013 - Bloomberg UTV Best Professor in Marketing Management
2010 - Dewang Mehta Best Teacher in Marketing Management Award
2010 - Emerald Literati Network Highly Commended Award for the paper "Differential Impact of Advertising and Distribution Expenditure on Tobin's Q: A Perspective from Listed Firms in India" in the Journal of Indian Business Research, 1, (2/3), 2009
2008-2009 - Research & Publications Funding for Case Writing (Rs. 250,000)
2005-2006 - Research & Publications Funding for Case Writing (Rs. 150,000)
2005-2006 - Zyman Institute of Brand Science for Return on Marketing Investments ($2750)
2004-2005 - Research & Publications Funding for Case Writing (Rs. 120,000)
2003 - GMII Research Award (dynamic pricing) (GBP 6000)
2001 - GMII Research Award (dynamic pricing and technology adoption) (GBP 5000)
2000 - Innovation in Teaching Award at LBS
1997 - University Wide Outstanding Dissertation Award, The University of Texas
1997 - The Research & Development Fund Award for Seed Corn Research, LBS.
1995 - The Dora and Eugene Memorial Grant for Dissertation Research
1995-1996 - Professional Development Award for Conference Presentation
1994-1995 - Professional Development Award for Conference Presentation
1994-1995 - Graduate School of Business Tuition Award
1993-1994 - Professional Development Award for Conference Presentation
1992-1994 - The University of Texas Pre-Emptive Fellowship
1980-1986 - National Talent Search Scholarship, Government of India. (This is roughly equivalent to NSF scholarships for high school students going to college)
