MIT Sloan Action Learning
India Lab
India Lab

EM-Lab Faculty

Sharmila Chatterjee

Academic Head, Enterprise Management Track
Senior Lecturer, Marketing
Contact Information
Office: E62-543
Tel: (617) 253-8214
Fax: (617) 258-7597
E-mail: schatterjee@mit.edu
Support Staff

Name: Christina Sherman (E62-531)
Tel: (617) 324-4095
E-mail: tsherm@mit.edu

Group(s)

Marketing

General Expertise

Brand management; Business intelligence; Business intelligence; Business plans; Channel management; Channels; Competition; Competitive strategy; Competitive strategy; Customer Relationship Management (CRM); Customer relationships; Customer satisfaction; Customer service; Education; Executive education; International marketing; Market research; Marketing; Marketing channels; Marketing communication; Marketing strategy; MBA; Positioning; Pricing; Product design; Product development; Product loyalty; Public relations; Retail; Sales; Sales and sales processes; Sales and sales processes; Sales force automation; Trust-based marketing

Biography

Sharmila C. Chatterjee is a Senior Lecturer in Marketing and the Academic Head for the Enterprise Management Track at the MIT Sloan School of Management.

A business-to-business marketing expert, Chatterjee examines issues in the domains of channels of distribution, sales force management, and relationship marketing. In the area of sales force management, she carried out some of the first studies in the critical area of sales-marketing interface, specifically, sales lead management. She is interested in effective management of the sales/marketing interface with a view towards appropriate allocation of resources between customer acquisition and retention activities. Lately, Chatterjee has become interested in the diffusion of technological innovations among users at client organizations under the rubric of value based management. Chatterjee has published in Behaviormetrika, Industrial Marketing Management, Journal of Marketing, Journal of Retailing, Marketing Letters, Marketing Management Journal, and The Marketing Report, among others.  She is an award winning case writer with several of her cases placing first in the case writing competitions sponsored by the educational wing of Direct Marketing Association. 

Prior to joining MIT, Chatterjee was the Nagel T. Miner Professor and Chair of the Department of Marketing and Public Relations at Golden Gate University, San Francisco.

Chatterjee graduated from the Birla Institute of Technology and Science (BITS), Pilani, Rajasthan, India, and worked briefly in Faridabad, India before earning her PhD in marketing from the Wharton School, University of Pennsylvania.

Website

Publications

Sabnis, Gaurav, Sharmila C. Chatterjee, Rajdeep Grewal and Gary L. Lilien (2013), "The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads," Journal of Marketing, Jan, v77, n1, 52-67.

Chung, Chiayin, Sharmila C. Chatterjee and Sanjit Sengupta (2012), "Manufacturers' Reliance on Channel Intermediaries: Value drivers in the Presence of a Direct Web Channel," Industrial Marketing Management, Jan, v41, n1, 40-53.

Sa Vinhas, Alberto, Sharmila C. Chatterjee, Shantanu Dutta, Adam J. Fein, Joseph Lajos, Scott Neslin, William Ross, Lisa Scheer, Qiong Wang (forthcoming 2010), "Channel Design, Coordination and Performance: Future Research Directions," Marketing Letters.

View complete list of publications

David Birnbach

David Birnbach

Lecturer
Contact Information
Office: E62-415
E-mail: birnbach@mit.edu
Group(s)

Global Economics and Management

General Expertise

data analytics; enterprise software; innovation; management of technology; mobile applications; mobile development; mobile platforms; mobile platforns; new venture development; sales management; social entrepreneurship; startups; technological innovation; technology strategy

Biography

David Birnbach is a Lecturer in Global Economics and Management at the MIT Sloan School of Management. His focus is in the domains of entrepreneurship, technology innovation, and strategy.

David is a member of the teaching team and a mentor in the Global Entrepreneurship Action Learning Lab. He helps students put classroom theory into practice, as students work side-by-side with companies to apply classroom lessons to high-impact business challenges.

His teaching interests emanate from 25 years’ experience launching software companies, building markets, and managing diverse engineering teams. David has playing leadership roles with global firms and startups, and has held the positions of ceo, svp sales and marketing, head of business development, and lead engineer.

David is a principal in a consulting firm that helps CIOs apply entrepreneurship principles to accelerator innovation and create mobile centers of excellence to advance mobile solutions across the enterprise.

He holds a BS in mathematics from the University of Arizona and an MS in management of technology from the MIT Sloan School of Management.

John Grant

John Grant

Senior Lecturer, International Action Learning Programs
(G-Lab, China/India Lab, GO-Lab)
Contact Information
Office: E62-421
Tel: (617) 324-4373
E-mail: jcgrant@mit.edu
Support Staff

Name: Sumaiya Rahman
Tel: (617) 253-6679
E-mail: sumaiyar@mit.edu

Group(s)

Global Economics and Management

General Expertise

Action learning; Asia; Biopharmaceutical; Biotechnology; China; Competitive strategy; Corporate diversification; Corporate finance; Corporate finance; Corporate strategy and policy; Cross-cultural awareness; Forecasting; France; Germany; Global business practices; Global business processes; Global entrepreneurship; Global entrepreneurship; Healthcare; India; International corporate strategy; International corporate strategy; International finance; International management; Japan; Medical devices; Medical devices; Mergers and acquisitions; New venture development; Performance measurement systems; Pharmaceuticals; Southeast Asia; Strategic management; Strategic planning; Strategy; Taiwan; United Kingdom; United States; Valuation; Valuation; Vietnam

Biography

John Grant is a Senior Lecturer in Global Economics and Management at the MIT Sloan School of Management. His focus is in the domains of global strategy, corporate finance and valuation, entrepreneurship, and strategic management.

Mr. Grant is a member of the teaching team for the MBA course 15.225 - Economy and Business in Modern China and India, where he is the Associate Course Lead. He is responsible for overseeing the 30+ student consulting projects each year that are a component of the course.

In addition, Mr. Grant is a mentor in several of MIT Sloan’s International Action Learning Programs: Global Entrepreneurship Lab, China Lab, India Lab, Enterprise Management Lab, and Global Organization Lab. He has mentored teams supporting companies in East & Southeast Asia, Australia, the Middle East, Europe, and South America, in addition to the U.S. Company issues have involved business strategy development, operations management, new market entry, global organization, and integrated strategic management.

Mr. Grant’s management interests are the result of over 30 years’ experience as a global strategic management consultant. He has worked on six continents with organizations ranging from startups to the world’s largest and most complex multinational companies.

Mr. Grant has been a principal in three leading strategy consulting firms, managing consulting practices in Europe, Asia, and North America. He has also been involved in the startup of new ventures in healthcare, energy services, and biotechnology, and has held the positions of chief operating officer and chief financial officer.

Mr. Grant holds a BS in applied mathematics from the University of Washington and an SM in management (finance concentration) from the MIT Sloan School of Management.

Scott Keating

Scott Keating

Senior Lecturer, Accounting
Contact Information
Office: E62-665
Tel: (617) 258-8947
Fax: (617) 253-0603
E-mail: skeating@mit.edu
Support Staff

Name: Cassie Reddick
Tel: (617) 715-4178
E-mail: creddick@mit.edu

Name: Jackie Donnelly
Tel: (617) 324-1198
E-mail: jdonn@mit.edu

Name: Nancy Leonelli
Tel: (617) 253-6130
E-mail: leonelli@mit.edu

Group(s)

Accounting

General Expertise

Accounting; Activity Based Management (ABM); Asia; Auditing; Canada; Competitive strategy; Economics; Emerging markets; Financial reporting; Management control; Managerial accounting; Microeconomics; Optimal control; Performance measurement systems; Risk management; Taxation

Biography

Scott Keating is a Senior Lecturer in Accounting at the MIT Sloan School of Management.

Keating’s research focuses on understanding the internal workings of large and complex organizations. He is specifically interested in the role of internal accounting practices—such as accounting-based performance measurement and compensation programs, transfer pricing policies, costing systems, and cost allocation practices—in regulating organizational activities. Keating teaches an undergraduate course in financial accounting and a second-year MBA elective in managerial accounting.

Prior to joining MIT Sloan, Keating was on the faculty of the University of Chicago Booth Graduate School of Business and the University of Rochester Simon School of Business, and also taught at the London Business School. He has consulted to and taught at numerous companies, including Abbott Laboratories, Armstrong World Industries, Brooks Brothers, Deutsche Telekom, Procter & Gamble, U.S. Gypsum, and Wal-Mart.

Keating holds an LLB and a BSc from McGill University, an MBA from the Tuck School at Dartmouth College, and a DBA from Harvard University.

Working Papers

Roberta Pittore

Roberta Pittore

Senior Lecturer, Managerial Communications
Contact Information
Office: E62-323
Tel: 617) 258-7253
Fax: (617) 253-2660
E-mail: rpittore@mit.edu
Support Staff

Name: Natalia Anna Kalas
Tel: (617) 253-2650
E-mail: nresiak@mit.edu

Group(s)

Managerial Communication

General Expertise

Action learning; Blogs; Business plans; Case studies; Channels; Communication; Communication practices; Conflict management; Conflict management; Conflict resolution; Corporate social responsibility; Cross-cultural awareness; Cultural differences; Dispute resolution; Dispute resolution; Electronic communication; Elevator pitch; Email; Email; Executive education; International communication; International communication; Investor relations; Knowledge management; Leadership; Leadership; Leadership; Management education; Managerial communication; Media; Negotiation; Negotiation and conflict resolution; Organizational communication; Organizational communications; Organizational culture; Public relations; Teams; Training

Biography

Roberta Pittore is a Senior Lecturer in Managerial Communication at the MIT Sloan School of Management.

She focuses on communication as it influences teamwork, perceptions of leadership, and decision-making in organizations. Her teaching emphasizes the design and analysis of persuasive messages and in using negotiation techniques to foster business decisions.

Pittore is a faculty mentor for the Action Learning Program’s Global Entrepreneurship Lab and China-India Lab. She has worked with student teams on consulting projects in Cambodia, Vietnam, Thailand, New Zealand, Turkey, Brazil, Colombia, and China. She was the faculty lead for Study Tours to South Korea, Brazil, Mongolia and China, Argentina and Chile, and Israel.

Prior to teaching, Pittore spent more than 20 years in the corporate sector where her work included communication consulting, executive training, working as a stockbroker for E.F. Hutton, and the role of associate vice president at Prudential Bache Securities.

Pittore holds a BS in communication from Emerson College, an MS in communication from Boston University, and an MBA from Simmons College Graduate School of Management.

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actionlearning@mit.edu