Sharmila Chatterjee

Academic Head, Enterprise Management Track
Senior Lecturer, Marketing

Biography | Selected Publications

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

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

"Channel Design, Coordination and Performance: Future Research Directions," Sa Vinhas, Alberto, Sharmila C. Chatterjee, Shantanu Dutta, Adam J. Fein, Joseph Lajos, Scott Neslin, William Ross, Lisa Scheer, Qiong Wang, Marketing Letters. Tuck School of Business Working Paper No. 2010-80 (April 14, 2009). (Forthcoming 2010)

Chatterjee, Sharmila C. and Blodwen Tarter, "Visa USA: Debit Card Services," in The IMC Handbook: Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications. (Forthcoming 2009)

"Access Direct Telemarketing Inc.," Chatterjee, Sharmila C., William Millett, and William Thompson, in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, 131-142. (2005)

"Are Trusted Brands Important," Chatterjee, Sharmila C. and Arjun Chaudhuri, Marketing Management Journal, Spring, 1-16. (2005)

"ShopLink.Com Incorporated," Chatterjee, Sharmila C. and Susan K. Jones, in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, 347-361. (2005)

"YesMail," Chatterjee, Sharmila C. and Nina Diamond, in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, 401-419. (2005)

 "Overcoming Sales Force Reluctance on Leads," The Marketing Report, March 10, p.1.  (1997)

"Bottleneck in the Successful Implementation of Direct marketing: Paradoxical Behavior of Salespeople?," Chatterjee, Sharmila C., Working Paper 15-1996, Institute for the Study of Business Markets. (1996)

"Management Generated Leads: Panacea for Enhancing Salesforce Productivity?," Chatterjee, Sharmila C., Working Paper 22-1996, Institute for the Study of Business Markets. (1996)

"Concentrated vs. Balanced Sourcing: An Examination of Retailer Purchasing Decisions in Closed Markets," Chatterjee, Sharmila C., Saara Hyvonen, and Erin Anderson, Journal of Retailing, v71, n1, 23-46. (1995)

"Salesperson Reaction to Management Lead Generation Programs: The Paradox Investigated," Chatterjee, Sharmila C., Dissertation, The Wharton School, University of Pennsylvania. (1994)

"Salesperson Reaction to Manufacturer Lead Generation Programs: The Paradox Investigated," Chatterjee, Sharmila C., in Proceedings of the 21st Annual Albert Haring Symposium, Indiana University. (1991)

"MARKDEF: A Methodology for Understanding Competitive Spaces Based on Consumer Perceptions," Chatterjee, Sharmila C., and D. Sudharshan, Behaviormetrika, v21, n2, 97-119.

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Contact Information
Office: E62-543
Tel: (617) 253-8214
Fax: (617) 258-7597
Support Staff
Name: Christina Sherman
Tel: (617) 324-4095
Group(s)

General Expertise
Franchises; Marketing channels; Sales and sales processes; Trust-based marketing