Sharmila ChatterjeeAcademic Head, Enterprise Management Track
Senior Lecturer, Marketing
Tel: (617) 253-8214
Fax: (617) 258-7597
Name: Tina Sherman (E62-531)
Tel: (617) 324-4095
Franchises; Marketing channels; Sales and sales processes; Trust-based marketingBiography
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.
Web Site: http://sharmila.scripts.mit.edu/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.
Retsef LeviJ. Spencer Standish (1945) Professor of Management Associate Professor of Operations Management
Tel: (617) 253-4155
Fax: (617) 258-7579
Name: Ariel Brandner
Tel: (617) 253-6605
Applied math; Applied probability; Business intelligence; Competition; Convergence; Decision making, decision support; Facility location; Healthcare operations management; Infrastructures; Inventory; Logistics; Manufacturing management; Manufacturing systems; Mathematical programming; Medical decision making with technological advances; Medicine; Middle East; Operations management; Operations research; Optimal control; Optimization; Price fixing; Probability, applied; Process control; Production; Project management; Revenue management optimization; Sampling; Statistics; Stochastic modeling; Supply chain management; Terrorism; Vehicle routingBiography
Retsef Levi is the J. Spencer Standish (1945) Professor of Management and an Associate Professor of Operations Managementat the MIT Sloan School of Management.
Levi’s current research is focused on the design and performance analysis of efficient algorithms for fundamental stochastic and deterministic optimization models that arise in the context of supply chains, revenue management, logistics, and healthcare. These fundamental, multistage stochastic models are typically difficult to solve optimally, both theoretically and in practice. Hence, it is important to develop efficient heuristics that provide provably near-optimal policies for these hard models. Levi has a special interest in cost-balancing techniques, data-driven (sampling-based) algorithms, and modern linear programming-based approximation techniques applied to models in the above domains. In addition, he is interested in stochastic and combinatorial optimization and mathematical programming in their broad definition, especially in their intersection with problems that arise in the context of real-life applications. Levi is affiliated with MIT’s Master of Science Program in Computation for Design and Optimization.
He was born in Tel-Aviv, Israel, and served for about 12 years as an officer in the Israeli Defense Forces. In 2005, he received the Goldstine Postdoctoral Fellowship in Mathematical Sciences awarded by the Mathematical Sciences Department at the IBM T.J. Watson Research Center in Yorktown Heights, New York.
Levi holds a BS in mathematics from Tel-Aviv University and a PhD in operations research from Cornell University.
Web Site: http://web.mit.edu/retsef/www/Publications
Provably Near-Optimal LP-Based Policies for Revenue Management in Systems with Reusable Resources 
John GrantSenior Lecturer, International Action Learning Programs
(G-Lab, China/India Lab, GO-Lab)
Tel: (617) 324-4373
Name: Jessica L. Anderson
Tel: (617) 253-6679
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.
Grant is a member of the teaching team for two MBA courses: 15.389 - Global Entrepreneurship in Developing Economies; and 15.225 - Economy and Business in Modern China and India, where he is the Associate Course Lead. He teaches strategy analysis, market entry strategy, private equity/venture capital, and multinational operating strategy.
In addition, Grant is a mentor in four of MIT Sloan’s International Action Learning Programs: Global Entrepreneurship Lab, China Lab, India Lab, and the 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.
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, most complex multinational companies.
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 KeatingSenior Lecturer, Accounting
Tel: (617) 258-8947
Fax: (617) 253-0603
Name: Brenna Murphy
Tel: (617) 324-7782
Name: Ariel Leitao
Tel: (617) 715-4178
Name: Nancy Leonelli
Tel: (617) 253-6130
Accounting, Domestic; Accounting, international; Activity Based Management; Asia; Auditing/auditors; Canada; Competitive strategy; Economics of organizations; Emerging Markets; Financial reporting; Management Control; Managerial Accounting; Microeconomics; Optimal control; Performance Measurement Systems; Risk management; Taxation, corporateBiography
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.
Roberta PittoreSenior Lecturer, Managerial Communications
Tel: 617) 258-7253
Fax: (617) 253-2660
Name: Annie Weiss
Tel: (617) 253-2650
Business ethics; Communication; Communication practices; Conflict management; International communication; Leadership; Managerial communication; Managing change; Motivation; Negotiation and conflict resolution; Organizational communication; Organizational culture; Teams; Values in the professions; Women in business; Writing and presentation skillsBiography
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.
Trond UndheimSenior Lecturer in Global Economics and Management
Tel: (617) 324-6780
Name: Patricia Curley
Tel: (617) 253-5701
Strategic management, Public policy; EU, Scandinavia; High tech (IT, Cleantech); impact, e-government; Knowledge work, networks; Leadership from below; New VenturesBiography
Trond Undheim is a Senior Lecturer at the MIT Sloan School of Management.
He teaches and mentors across MIT Sloan Action Labs (China/India Lab, G-Lab, EM-Lab, GO-Lab), and manages industry relationships. Trond is a leading expert on strategy, technology policy, entrepreneurship, and the role of technology in society. Previously, he was the director of standards strategy and policy at Oracle Corporation where he lead global business development, drove standardization, and influenced government policy in the EU. He also served as the national expert of e-government in the European Commission, where he created ePractice.eu, the world's most successful best practice initiative in e-government, e-health, and e-inclusion. As project manager at the Norwegian Board of Technology, he coached high-level expert groups on Cleantech and Software policy which led to government policy on open standards. At the Norwegian University of Science and Technology, his research project on electric vehicles was funded by the European Union. Undheim also ran the business incubator Innovision AS, where he sought seed capital for startups, two of which (Falanx and Plasus Technologies) were later acquired.
Undheim is the author of Leadership From Below (2008), which explains how the influx of ideas from Asia, Scandinavia, and social networking is changing the workplace. He is the editor-in-chief of the European Journal of ePractice, a Fellow at the Research Group for Marketing and Consumer Science, KU Leuven in Belgium, and a former visiting researcher at UC Berkeley. He is also the wine columnist for Color Magazine USA.
His research interests include strategic management, innovation, entrepreneurship, leadership, and e-government, particularly applied to high tech and emerging markets. He regularly speaks to global audiences.
Undheim holds an MA in sociology and a PhD in sociological technology and policy studies from the Norwegian University of Science and Technology.
Web Site: http://trondundheim.com/