Sharmila Chatterjee

Academic Head, Enterprise Management Track
Senior Lecturer, Marketing

Biography | Selected Publications

Sharmila Chatterjee

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.

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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