Sharmila C. Chatterjee


Sharmila C. Chatterjee

Support Staff

Get in Touch



Academic Groups

Academic Area

Sharmila C. Chatterjee is a Senior Lecturer in Marketing and is the Academic Head for the MBA Track in Enterprise Management (EM) launched at MIT Sloan in Fall 2012. Chatterjee teaches the graduate course in B2B Marketing and is deeply engaged in Action Learning as a faculty mentor for G-Lab, China/India Lab, and as an instructor for the Enterprise Management (EM) Lab.

A business-to-business marketing expert, Chatterjee examines issues in the domains of channels of distribution, sales force management, and relationship marketing using survey research coupled with econometric methods for analysis. 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. In B2C, Chatterjee has done research in the areas of brand trust, financial literacy and multicultural marketing.

Chatterjee has published in Behaviormetrika, Industrial Marketing Management, Journal of the Academy of Marketing Science, Journal of Brand Strategy, Journal of Cultural Marketing Strategy, Journal of Marketing, Journal of Retailing, Marketing Letters, Marketing Management Journal, and Marketing Report.  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, DMEF. 

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


"Tech Innovations can help Fight COVID—If We do our Part."

Latinovic, Zoran and Sharmila C. Chatterjee. Psychology Today, March 4, 2021.

"3 Reasons why the Workplace can’t Return to Normal after COVID-19."

Latinovic, Zoran and Sharmila C. Chatterjee. Fast Company, June 18, 2020.

"AI’s Communication Upsides."

Latinovic, Zoran and Sharmila C. Chatterjee. MIT Sloan Management Review, April 29, 2020.

"Human Needs: Shopping Outlook 2020."

Chatterjee, Sharmila C. Hear Me, Canvas8: Expert Outlook 2020, January 21, 2020.

Load More

Recent Insights

MIT Sloan Experts

Squishing the Ant: Why Beijing is finally taking steps to tame Alibaba

Is Alibaba becoming too big to fail? It’s a question that’s on the minds of Chinese regulators.

Read More
Ideas Made to Matter

3 ways retail stores can survive against the odds

Now more than ever, retail success means focusing on relationships and loyalty programs, not transactions and discounts.

Read Article
Load More

Media Highlights

Load More