Janakiraman Moorthy

Professor And Chair

Marketing

Janakiraman Moorthy is a Professor in the Marketing Area. He holds a Ph.D. from the Indian Institute of Ahmedabad, with a focus on New Product Development.  In his academic career spanning over three decades, he has taught at leading business schools and management institutions, in Asia and US, in capacities of full-time as well as visiting faculty designate.

These include IIM Calcutta, IIM Lucknow, IMT Dubai, AIT Bangkok, Purdue University, and Krannert School of Management. He simultaneously led senior leadership roles in academic administration, including Executive Education Programmes, Research & Project Director, and a cherished accomplishment as a Convenor of the prestigious Common Entrance Test (CAT 2011).

His research interests are anchored on topics covering exploring new methods for marketing decision-making and marketing productivity analysis. He has vividly published his research findings in leading journals and publications. He has presented his intellectual contributions at renowned national as well as international conferences.

His teaching interests include marketing research and analytics, customer relationship management, new product development, and product management. Apart from teaching at colleges and institutions, he has passionately pursued training industry professionals through management development projects and consulting assignments.

He is the recipient of various fellowships and scholarships that have been awarded by premier institutions and organisations, including the Government of India.

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EDUCATION

Indian Institute of Management, Ahmedabad   

Ph.D., 1994
Focus: Client-Orientation in New Product Development:  A Case of Biotechnological Agri-Inputs.

Tamil Nadu Agricultural University, India   

M.Sc. [Ag.], 1987
Major: Economics

Annamalai University, India  

B.Sc. [Ag.]: Faculty of Agricultural Sciences, 1984

  • SELECTED PUBLICATIONS

    Meneau, L, & Moorthy, J. (2021). Struggling to Make Ends Meet: Consumer Financial Health Behaviours. Accepted for publication in the International Journal of Bank Marketing.

    Parvatiyar, A., Moorthy, J., & Donthu, N. (2020). Where the Twain Shall Meet? A Study of Best Practices to Resolve Retailer-Supplier Acrimony in Post-Audit Recovery of Trade Promotion Dollars, Journal of Marketing Channels. 26:2, 89-107.

    Moorthy, J., Lahiri, R., Biswas, N., Sanyal, D., Ranjan, R., Nanath, K., & Ghosh, P. (2015). Big Data: Prospects and Challenges, Vikalpa: The Journal for Decision Makers, 40(1) : 74-96.

    Moorthy, J., & Ghosh, P. (2015). Big Data and Customer Privacy, Vikalpa: The Journal for Decision Makers, 40(1): 92 -95.

    Aeron, Kumar, A., & Moorthy, J. (2012) Data mining framework for customer lifetime value-based segmentation, Journal of Database Marketing & Customer Strategy Management, 19 (1): 17 – 30.

    Moorthy, J. (2011). Samriddhii: Redesigning the Vegetable Supply Chain in Bihar – Case Commentary, Indore Management Journal, 2(4): 63 – 65.

    Aeron, Kumar, A., & Moorthy, J. (2010). Application of data mining techniques for customer lifetime value parameters: a review, International Journal of Business Information Systems, 6(4): 514-529.

    Ali, J., Kapoor, S., & Moorthy, J. (2010). Buying Behaviour of Consumers for Food Products in an Emerging Economy, British Food Journal, 112(2): 109 – 124.

    Lans, R., Cote., …..Moorthy, J. … & Schmitt B, H. (2009) Cross-National Logo Evaluation Analysis: An Individual – Level Approach, Marketing Science 28 (5): 968 – 985.

    Kumar, A., & Moorthy, J. (2008) Cognizant Technology Solutions: Growth and Transformation of Its Data Warehousing and Business Intelligence Division, Journal of Information Technology Case and Application Research 10(3): 56 – 77.

    Kumar, A., & Moorthy, J. (2008) Cognizant Technology Solutions: Growth and Transformation of Its Data Warehousing and Business Intelligence Division – Research Note, Journal of Information Technology Case and Application Research 10(3): 78 – 83.

    Aeron, H., Bhaskar, T., Ramasubramanian, S., Kumar, A., & Moorthy, J. (2008) A Metric for Customer Lifetime Value of Credit Card Customers, Journal of Database Marketing & Customer Strategy Management 15(3): 153-168.

    Moorthy, J. (2006) India Post: Crossing the Crossroads. Metamorphosis: A Journal of Management Research, 5(1): 69 – 106.

    Kumar, S., & Moorthy, J. (2002). Can User Provide the Cost for Better Maternity Services in Rural “Not for Profit” Hospital? Use of Cost Systems and Conjoint Analysis for Better Decision Making, Advances in Health Care Research.

    Moorthy, J. (2002) Beauty Pageant Incorporated: Management Case, and the Teaching Note. The case and the teaching note have been published in the Asian Case Research Journal conference

    Moorthy, J. (1998) Marketing mix in the context of library and information products & services, DESIDOC Bulletin of Information Technology, 18(3): 11-19.

    Moorthy, J, (1998). Bharat Orchards [India] Limited: Forecasting Maze. South Asian Journal of Management, 5 (1&2): 77-89. (Among top three finalists in AMDISA Management case competition March 1998.)

    Moorthy, J. (1998). Bharat Orchards [India] Limited: Teaching Note. South Asian Journal of Management, 5 (1&2): 89-90.

    Moorthy, J. (1997) Lending an Ear to Consumers, Indian Management, 36(8): 30-35.

    Moorthy, J. (1995) Is There an Easy Road to Market Orientation? IRMA Network 2&3.

    Moorthy, J. (2005) Guidelines for Developing Effective Logos in Emerging Market. IIML Working Paper Series 1/2005.

    Moorthy, J. (2005) Exploring Mail Related Business Opportunities for India Post, IIML Working Paper Series 2/2005.

    Moorthy, J. (2005) Walworth Orchards (India) Ltd: Communicating a New Service Concept, IIML Working Paper Series 5/2005.

    Moorthy, J. (2005) Celestial Matrix – Writing the Fate of a New Product Prospect: Integrating Concept and Product Tests for Decision Making. IIML Working Paper Series /2005.

    Moorthy, J. (2003) A Note on Concept Testing and Product Testing: Decision Making Tools in Early New Product Development. IIML Working Paper Series 11/2003.

    Moorthy, J. (2002) Sustained Product Innovation: Imperative for Developing Competitiveness in the emerging world Trade Regime, IIML Working Paper Series No. 02.

    Moorthy, J., and Kumar, S. (2002). Deciding Prices for Maternity Services Using Conjoint Analysis in a “Not for Profit” Hospital in Rural India, IIML Working Paper Series No. 01.

    Parthasarathy. U., & Moorthy, J. (1999). Exploratory Study of Costs & Profitability in a Distribution Channel for Durables. Indian Institute of Management, Lucknow. Working paper No. 16.

    Moorthy, J. (1999). Multiple Stakeholder Orientation in High-Technology New Product Development: A Case of Biotechnology Industries. Indian Institute of Management, Lucknow. Working paper No. 15.

    Moorthy, J. (1997). Multiple Market Orientation [MMO]: In Search of a New Construct. Indian Institute of Management, Lucknow. Working paper No. 07.

    Moorthy, J. (1994). A Framework for Analysing Consumer Orientation of Biotechnologists. Indian Institute of Management, Ahmedabad. Working paper No. 1165.

  • BOOKS/BOOK CHAPTERS

    Antony, S. P., Purwar, P. C., Kinra, N., & Moorthy, J. (2011) India: Emerging Opportunities in a Market in Transition, in Silver Market Phenomenon: Emerging Opportunities in an Era of Demographic Change 2nd Edition, p 339 – 352- edited by Florean Kohlbacher and Cornellius Herstatt, Springer-Verlag, Berlin.

    Antony, S. P., Purwar, P.C., Kinra, N., & Moorthy, J. (2008) India: Emerging Opportunities in a Market in Transition, Chapter 23, in Silver Market Phenomenon: Emerging Opportunities in an Era of Demographic Change, p 341 edited by Florean Kohlbacher and Cornellius Herstatt, Springer-Verlag, Berlin.

    Moorthy, J. & Kulahali, S. (2004) Use of Internet for Promoting Ecotourism, in Tourism Industry in India: The Socio-Economic and Ecological Perspective, edited by Tapan K Panda, S K Mishra and BB Parida, Universities Press, New Delhi 2004: 1-20.

    Moorthy, J. (1996) Adjustment of Cropping Systems for Stabilizing Farm Income with Institutional Credit Support in the Semi-Arid Tropics. Paper published in Operational Research for Development edited by J Rosenhead and A Tripathy, London: New Age International Publishers.

    Moorthy, J. (2005) Developing Effective Logos in Emerging Market: A Comparative Analysis of Indian and American Consumer Markets. Included in the proceedings of the 1st IIMA Conference on Marketing Paradigms for Emerging Economies, January 12-13, 2005.

    J. Procurement of Organic Food Products. Indian Institute of Management, Ahmedabad.

    Moorthy, J. Market-Orientation in High-Tech New Product Development: A Case of Biotechnological Agri-Inputs. Accepted for publication in the book being published by R&D Management Association, Manchester Business School, UK.

    Moorthy, J. (Jul 2-3, 1992). An Approach to Rural Bank Branch Location Planning Some Initial Considerations. Proceedings of the National Symposium on Optimization Techniques and Applications, Madurai, India.

  • CONFERENCES

    Parvatiyar, A., Moorthy, J., and Chaudhry, A. (2021) “Product Design Decisions for Retaining Consumers in A Subsistence Market by Combining Choice Experiment, Field Experiment, Prospect Theory ” has been accepted for presentation at the 43rd Annual ISMS Marketing Science Conference, June 3 –5, 2021, hosted by Simon Business School, the University of Rochester.

    Bingi, P., Moorthy, J., & Choi, S. (2021) Effectiveness of YouTube videos in MIS courses. Scheduled for presentation at the MBAA International conference to be held during March 24 – 26.

    Moorthy, J., Choi, S., & Bingi, P. (2019) Using Feature Film as a Teaching Resource in Organizational Behavior Class. MBAA International conference.

    Moorthy, J. (2017) An Integrative Perspective of Product Returns, POMS annual conference to be held during May 5 – 8, 207 at the Hyatt Regency Bellevue, Seattle, WA, U.S.A.

    Moorthy, J. (2017) Virtuous Big Data Analytics and Emergent Digital Technologies, International Conference on Responsible Marketing to be held during 23 Jan 2017 – 24 Jan 2017 at XLRI, Jamshedpur, India.

    Sarkar, S., Chakravarty, S., & Moorthy, J. (2014) Market Orientation and Corporate Brand Performance: A Bayesian Analysis. Industrial Marketing Management (IMM) – Global Alliance of Marketing & Management Associations (GAMMA) Joint Symposium: Understanding Strategic Marketing – Market Orientation, Strategy and Firm Performance’ in Global Marketing Conference.

    Moorthy, J.., (2009). Customer Lifetime Valuation: Evaluating Application of Finance Metrics to Relationship Marketing Decision Making in Transition Economies, International Conference of Global Business and Management Forum jointly organized by the University of Nebraska at Omaha, USA and Pearl School of Business held at Gurgaon, India.

    Aeron H., Bhaskar, T., Ramasubramanian, S., Kumar, A., & Moorthy, J. (July 14-17, 2008) Genetic Algorithm Technique for Profitability Based Customer Segmentation. International Conference on Data Mining, DMIN ‘08, held in Las Vegas, NV, USA.

    Goel, N., & Moorthy, J. (March 17 – 18, 2005). Customer Lifetime Valuation: Problems and Issues for Research, paper accepted for presentation at Conference on Research and Finance, Indian Institute of Management Lucknow, India.

    Moorthy, J. (Jan 12-13, 2005). Developing Effective Logos in Emerging Market: A Comparative Analysis of Indian and American Consumer Markets. Paper presented at the international conference on “Marketing Paradigms for Emerging Economies,” Indian Institute of Management Ahmedabad.

    Moorthy, J. & P. Venugopal, (Nov 6-8, 2003). Walworth Orchards (India) Ltd.: Marketing a new concept. The case with teaching notes presented at NACRA annual conference held in Tampa, FL, USA.

    Kumar, S., & Moorthy, J. (2002). Can User Provide the Cost for Better Maternity Services in Rural “Not for Profit” Hospital? Use of Cost Systems and Conjoint Analysis for Better Decision Making, Presented at the conference of Association of Health Care Researchers, MT, USA.

    Moorthy, J. (Feb 24-25, 2002). Implications of Emerging Intellectual Property Rights Regime for Managers, at the opening seminar on meeting the challenges of a Borderless Economy: WTO & Allied Issues organized by Strategic Management Forum and Indian Institutes of Management Lucknow, India.

    Moorthy, J. (2000). ‘Beauty Pageant Incorporated’ case and teaching note at the Asian Case Writing Conference, Singapore, organized by the Asian Case Research Journal.

    Moorthy, J. (Mar 2000). ‘Maruti Udyog Limited: IMCS. Management Case,’ presented at the case competition organized by the Association of Management Development Institutions of South Asia at Pune, India.

    (Among the top three finalists in the best-case competition in the South Asian Management Forum 2000.)

    Moorthy, J. (1998). ‘Bharat Orchards [India] Limited: Forecasting Maze’ presented at the case competition organized by the Association of Management Development Institutions of South Asia at Royal Institute of Management, Bhutan.

    (Among the top three finalists in the best-case competition in the South Asian Management Forum 1998.)

    Moorthy, J. (1996). An Approach to Rural Bank Branch Location Planning. Accepted for presentation at the 14th triennial conference of International Federation of Operational Research Societies, held in Vancouver, Canada.

    Moorthy, J. (Jan 11-13, 1994). Biotechnological Product Development: Getting Closer to the Farmers; Listening to Their Voice and Looking Beyond. Presented at the National Seminar on Newer Challenges in Agriculture, Horticulture, and Industry:  The Roles of Physiologist and Biochemist, held at Bangalore, India.

    Moorthy, J., & P. Venugopal. (Dec 17-19, 1992). Diffusion of Sprinkler Irrigation Systems: A New Product Sales Forecasting Presented at the 25th Annual Convention of Operational Research Society of India, held at Ahmedabad, India.

    P., & Moorthy, J..,. (Dec 17-19, 1992). Application of the Dynamic Fertilizer Monthly Demand Model to Other Agricultural Inputs presented at the 25th Annual Convention of Operational Research Society of India, held at Ahmedabad, India.

    Moorthy, J. (1992). New Product Innovation Process:  A Multidimensional Task Network Model. Accepted for presentation at the 8th Industrial Marketing and Purchase Conference, held in Lyon, France.

    Srinivasan, S., Moorthy, J., Rao, T. S. N., & Venugopal, P. (Feb 2-5, 1992). Human Resource Development:  A Philosophical Perspective Presented at the 29th Annual Convention of the Indian Academy of Applied Psychology, held at Tirupati, India.

    Moorthy, J. (Dec 26-28, 1991). Optimizing Cropping Systems for Stabilizing Farm Income in Drought Prone Areas. Presented at the 24th Annual Convention of the Operational Research Society of India, held at Bangalore, India.

    Moorthy, J., Srinivasan, R., & Subramanian, S. R. (Mar 1-2, 1989). Optimum Production Plan for Pudukkottai Taluk Presented in the national seminar on farming systems for semi and tropics, sponsored by Indian Council of Agriculture Research, held at Coimbatore, India.

  • WORKING PAPERS

    Moorthy J., Bingi, P., & Choi, S., “Effectiveness of feature film in organizational behaviour education: An empirical investigation, “under revise and resubmit with Academy of Management Learning & Education.

    Moorthy, J. “Virtuous Big Data Analytics and Emergent Digital Technologies Epoch”, Revise and resubmit with Journal of Marketing Analytics.

    Parvatiyar, A., Moorthy, J., & Donthu, N., “Shooting in the dark for bounty hunting – An examination of retail post-audit recovery practices and its consequent effect on retailer-supplier relationships,” under review with the Journal of Supply Chain Management.

    Parvatiyar, A., Moorthy, J., & Chaudhry, A., “Complexities of Combining Fractional Factorial with Randomized Block and Switch Replication Techniques in Large Scale Field Experiments on Product Plan & Brand Acceptance”. Modelling and data analysis is in progress. Targeting Marketing Science.

    Moorthy, J. “Consumer Response Prediction using Geoadditive Spatial Model”. Model development and data analysis in progress

  • COURSES TAUGHT

    Marketing Analytics and Market Research

    Consumer Behaviour and Customer Relationship Management

    Product Management

    Retail Marketing

    Pricing Management

    Sales Management

    Digital Marketing

    Marketing Management

  • AWARDS & HONOURS

    Fellowship from Ministry of Human Resources Development, Government of India for doing the doctoral programme at Indian Institute of Management, Ahmedabad.

    Merit scholarship from Tamil Nadu Agricultural University for doing Post Graduation in Agricultural Economics.

    Research and Development Management Association [RADMA] and R&D Management Research unit Manchester Business School has provided a scholarship for presenting the paper entitled `Market-Orientation in High-Tech New Product Development: A case of Biotechnological Agri-Inputs’ in the international R&D Management conference.

    Association Management Development Institutions of South Asia has provided a fellowship for presenting the case, Bharat Orchards (India) Limited in the AMDISA management forum.

    Mobile Commerce Laboratory: Research project on Mobile Commerce was initiated with funding from the Ministry of Human Resource Development, Government of India. A laboratory with mobile devices was used to test mobile transactions. Working as project leader.

    Intellectual Property Right Systems and Literacy Project: Funded by the Ministry of Human Resource Development, Government of India. Worked as project leader of the faculty team working on the project.

  • WORK EXPERIENCE

    ACADEMIC ADMINISTRATION AND LEADERSHIP

    NATIONAL LEVEL (PAN IIM)
    CAT 2011 Convener – Common Admission Test 2011, from April 2011 – Jan 2012, All Indian Institutes of Management together.
    Responsible for the conduct of Common Admission Test used for selection of students for Post Graduate Programmes thirteen IIMs and more than 100 associated management institutions in the country. More than 200 thousand candidates apply for the CAT.

    INSTITUTIONAL LEVEL
    Director and Professor of Marketing, from Apr 2012 – Aug 2015. Institute of Management Technology, Dubai, UAE.  (Equivalent to Dean of a business school in the US)
    Established a high-quality working and learning environment for faculty, staff, and students. More importantly, it created a faculty-driven institution that is the foundation for growth and sustainable success.
    Spearheaded the reaccreditation by UAE Commission for Academic Accreditation (CAA).  IMT Dubai has acquired membership in the Association of Advanced Collegiate Schools of Business (AACSB). Acquired accreditation for B. Com (Accounting) programme during the year 2014 and launched two new graduate programmes namely the executive MBA programme during weekends and the Executive MBA programme during the evenings. The launched undergraduate business major programme, Bachelor of Science in Business Administration (BSBA).  The institute’s overall revenue reached AED 35 million and turned around and made an operating profit for the first time.
    Establishing collaboration with Arizona State University for a double degree programme in business analytics, with Massachusetts Institute of Technology – Zaragoza University, Spain for a Double Degree programme in Supply Chain Management, and with Nottingham Trent University for a double degree programme.

    Dean and Professor of Marketing, from May 2007- Jan 2009. – Pearl School of Business, Gurgaon, India.

    MBA Programme Admissions Chair, from Apr 2010 – Mar 2012. – Indian Institute of Management Calcutta, Kolkata, India.

    Executive Development Programme Chair, from Mar 1998 – Mar 2001. Indian Institute of Management, Lucknow, India.
    During my tenure, the Executive Development Programme activities have grown three times on several parameters like the total number of programmes, the number of companies and participants, revenue, etc.

    Member of Institute Academic Council, from Jun 2009 – May 2011 – Indian Institute of Management Calcutta, Kolkata, India.

    Member of Faculty Selection and Promotion Committee, from Jun 2009 – Mar 2012 – Indian Institute of Management Calcutta, Kolkata, India.

    Member of Post Graduate Programme Committee, from Jun 2009 – Mar 2012 Indian Institute of Management Calcutta, Kolkata, India.

    Member of the committee for setting working norms for faculty members, Indian Institute of Management, Lucknow, India.

    Member of Board Level Subcommittee for International Linkages. Indian Institute of Management, Lucknow, India.

    Member of Admissions Committee, Indian Institute of Management, Lucknow, India.

    Marketing Area Chair, from Apr 2010 – Mar 2012. Indian Institute of Management Calcutta, Kolkata, India.

    Marketing Area Chair, from Mar 2006 – Mar 2007. Indian Institute of Management, Lucknow, India.

    Academic Faculty

    Visiting Professor of Marketing, Purdue University, WL, Krannert School of Management, IN, USA. (AACSB accredited) and Purdue University, FY, Doermer School of Business, IN, USA. (AACSB accredited). Full-time teaching positions. (2018–20)

    Vice President – Research and Analytics, Institute for Customer Relationship Management, GA, USA. (2017-18)

    Visiting Associate Professor of Marketing, Chapman University, George L. Argyros School of Business and Economics, CA, USA. (AACSB accredited). Full-time teaching positions. (2016-17)

    Visiting Professor of Marketing, Purdue University, WL, Krannert School of Management, IN, USA. (AACSB accredited). Full-time teaching positions. (2015-16)

    Director and Professor of Marketing, Institute of Management Technology, Dubai, UAE. (AACSB member). (2012-15)

    Professor of Marketing, Indian Institute of Management Calcutta, Kolkata, WB, India. (AACSB accredited). (2009-12)

    Dean and Professor of Marketing, Pearl School of Business, Gurgaon, HR, India. (2007-09)

    Visiting Professor, Asian Institute of Technology, Bangkok, Thailand. (MHRD, Government of India secondment from IIM Lucknow.) (AACSB accredited), (2006-06)

    Associate Professor of Marketing (1999 – 09), Assistant Professor of Marketing (1997-99), Indian Institute of Management, Lucknow, UP, India. (AACSB accredited). (1997-09)

    Assistant Professor of Marketing, Institute of Rural Management, Anand, GJ, India. (1995-95)

    Short-Term Visiting Assignment

    Visiting Professor, Asian Institute of Technology, Bangkok, Thailand. (2007-15)

    Visiting Professor, XLRI Jamshedpur, India. (2011)

    Visiting Professor. Indian Institute of Management, Ranchi, India. (2011)

    Visiting Professor, Indian Institute of Management, Indore, India. (2010)

    BUSINESS EXPERIENCE

    Vice President – Research and Analytics, Institute for Customer Relationship Management, Atlanta, GA, USA. (2017-18)

    Director (Research and Projects), Institute for Customer Relationship Management, Atlanta, GA, USA. (Extraordinary leave from IIM Lucknow.) (2002-04)

    Marketing Manager, Maxworth Orchards India Ltd., Chennai, TN, India. (1995-97)

    Probationary Officer, Indian Bank, Tiruchirapalli, TN, India. (1988-89)

    Marketing Manager, Acme Enterprise, Madurai, TN, India. (1987-88)

  • CONSULTING

    CONSUMER PRODUCTS COMPANIES & RETAILERS

    Reynolds Consumer Products (2017) – Global Market Entry & Expansion; Sustainability Strategy.
    Developed market entry strategy for Reynolds by assessing branded food packaging and storage products at the consumer level.

    Kuok Group, Singapore (2003) – Entry Strategy for India – Product-mix & Positioning.
    Developed market entry strategy for branded cooking oils by estimating the demand for branded cooking oil in India and by assessing the regional and national competition.

    Panacea Biotec, New Delhi, India (2001 – 2004) – CRM Strategies & Process Transformation.
    Transformed the customer relationship strategy by adopting account management software.

    Shoppers’ Stop, India (2002 – 2004) – Retail Loyalty Programme Redesign.
    Optimized the Customer Loyalty Programme by creating value-added services

    BANKING, FINANCE & INSURANCE COMPANIES

    CIMB Bank, Kuala Lumpur, Malaysia (2007 – 2015) – Marketing Communication Strategies.
    Research and consulting project: Assessed customer value for mobile services through market research and developed communication strategy using multiple channels.

    PRGX, Atlanta, GA (2002 – 2007) – Best Practices in Post-Audit Recovery; Process Outsourcing.
    Research and consulting project: Developed best practices for Vendor-Retailer relationships in deductions practice. This work was published in the Journal of Marketing Channels.

    TELECOM & DATA SERVICES

    Avaya Global Connect, Gurgaon, India. (2003-4) Developing Methodology for Customer Responsiveness Award.
    Developed a ranking process for the Customer Responsiveness Award. Companies compete for this award by being more responsive to customer needs.

    Celcom Bhd., Kuala Lumpur, Malaysia (2003,2015) – New Product Positioning & Pricing.
    Created a new product based on market research and then developed a communication and pricing strategy before finally testing its acceptance.

    Cellcard (Mobitel), Cambodia (2009, 2014) – Market Segmentation, New Products & Pricing.
    Research and consulting project: Designed a field experiment to test the effect of different communication methods, product benefits, and prices on customer behavior. The experiment and its results will soon be published.

    Telekom Malaysia, Kuala Lumpur, Malaysia (2003) – Pricing & Re-Branding Strategies.
    Conducted market research to understand the effects of demographic change and the arrival of competition to the brand perception of Telekom Malaysia and followed up with positioning strategies.

    CONSUMER DURABLES, OFFICE PRODUCTS & BUSINESS SOLUTIONS

    Panasonic, Kuala Lumpur, Malaysia (2001- 2005) – Channel Partnering & CRM Resource Center.
    Implemented a new account management software that allowed analysing data to improve primary and replacement sales.

    AUTOMOTIVE, INDUSTRIAL, BUSINESS SERVICES & REAL ESTATE

    Federal-Mogul, India (2017) – Loyalty & Marketing Effectiveness Programme for the Aftermarket.
    Developed Value Added Services and testing methods to improve sales.

    GOVERNMENT & INDUSTRY ASSOCIATIONS

    Uttar Pradesh State Agriculture Produce Marketing Board, Government of Uttar Pradesh, India. (2008)
    Developed strategies to turn around a defunct market. This work was used to write cases.

    Uttar Pradesh State Forest Corporation, Government of Uttar Pradesh, India. (2007)
    Assessed the impact of tobacco industry regulation on the Tendu leaf economy and optimized the collection and marketing of Tendu leaves.

    Ministry of Human Resource Development, Government of India. (2006)
    Assessed the contribution of intellectual property in the software industry.

    Uttar Pradesh State Forest Department, Government of Uttar Pradesh, India. 2005
    Assessed the relationship between the Forest Department and corporations in timber production and marketing.

    Khadi and Village Industries Commission, Government of India. (1996)
    Assessed the issues in handloom cooperatives and suggested strategies for improving the marketing of their products.

  • MDPS/FDPS

    Sales Effectiveness, held at IIM Calcutta campus, Kolkata. Course director with Prof. Prashant Mishra, 2011-12

    Marketing Skills for High Performance, held at IIM Calcutta Campus, Kolkata. Course director with Prof. Prashant Mishra, 2011-12

    Executive Programme for General Managers – Nestle – Coordinated with Prof. Biju Paul Abraham and Jaccob Vakavil. It is an online programme delivered through the Hughes network, 2011-12

    Executive Programme for Sales Managers – Coordinated with Prof. Ramendra Singh. It is an online programme delivered through the Hughes network, 2011-12

    Executive Programme for General Managers – Sutherland Technologies – Coordinated with Prof. Rama Seth and Prof. Abhishek Goel. It is an online programme delivered through the Hughes network, 2011-12

    Executive Programme for General Managers – India Infoline – Coordinated with Prof. Jaccob Vakavil and Prof. Rajeev Kumar. It is an online programme delivered through the Hughes network, 2011-12

    General Management Programme for Young Executives of Godrej Industries Limited, held Aug 2 – 18, on IIM Calcutta campus. Course directed with Prof. Abhishek Goel, 2010-11

    Sales Effectiveness from Aug 17 – Aug 20, held on IIMC campus. Course directed with Prof. Prashant Mishra, 2010-11

    Marketing Skills for High Performance from Oct 26 – 20, 2010 held at IBIZA, IIM Calcutta, Kolkata. Course directed with Prof. Prashant Mishra, 2010-11

    Executive Programme for General Managers – Nestle – Coordinated with Prof. Biju Paul Abraham and Jaccob Vakavil. It is an online programme delivered through the Hughes network, 2010-11

    Executive Programme for Sales Managers – Course coordinated with Prof. Ramendra Singh. It is an online programme delivered through the Hughes network, 2010-11

    General Management Programme for young Executives of Godrej Industries Limited. Course directed with Prof. Abhishek Goel, 2009-10

    Business Intelligence and Data Mining held at IIM Lucknow campus with Prof. Ashwani Kumar, 2007-08

    Watanmal Africa Management Service, at Accra, Ghana, 2007-08

    Data Mining for Marketing Decision Making held at IIM Lucknow with Prof. Ashwani Kumar, 2006-07

    Management of change for Indian Forest Service Officers, held at IIM Lucknow, 2005-06

    Marketing Excellence through Customer Insights held during January 3-7, 2004-05

    Management Development Programme for Indian Postal Service Officers, 2004-05

    Customer Relationship Management, 2001-02

    Marketing Strategy for a Mobile Telecom Company, 2001-02

    Business Forecasting for Effective Planning, 2001, 2000-01

    Marketing of Services in the 21st century: Issues and Challenges, 2000-01

    Project Monitoring and Control for Uttar Pradesh World Bank Forestry Project Officers, conducted at IIML campus, 2000-01

    Project Planning for Uttar Pradesh World Bank Forestry Project Officers, conducted at IIML campus, 2000-01

    Policy Analysis for Uttar Pradesh World Bank Forestry Project Officers, conducted at IIML campus, 2000-01

    Market Research for Managers of TATA Teleservices, Hyderabad, coordinated with Prof. Prem C Purwar, 2000-01

    Business Forecasting for Effective Planning, at IIM Lucknow campus, 2000-01

    Project Monitoring and Control for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1999-00

    Seminar on Global Trends in Retailing, at Bombay, with Prof. Madhav Kackar, 1999-00

    Case Method of Teaching for State Bank of India, 1999-00

    Project Planning for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1999-00

    Business Forecasting – an open programme, 1999-00

    Policy Analysis for Uttar Pradesh World Bank Forestry Project Officers, 1999-00

    Project Monitoring and Control for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1999-00

    Project Monitoring and Control for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1998-99

    Project Planning for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1998-99

    Project Planning for Uttar Pradesh World Bank Forestry Project Officers conducted at IIML campus, 1998-99

    Project Planning for Uttar Pradesh World Bank Forestry Project Officers, conducted at IIML campus, 1998-99

  • EDITORIAL POSITIONS

    IIM Kozhikode Society & Management Review

    International Journal of Management Science and Engineering Research

    Vikalpa: The Journal for Decision Makers.

  • REVIEWER EXPERIENCE

    IIMB Management Review

    Metamorphosis

    Decision

    Vikalpa

    IIM Indore Management Journal

    Journal of Global Scholars of Marketing Science,

    Indian Institute of Management Conference on Marketing in Emerging Markets since its commencement in the Year 2013.

    Seventh Conference on Relationship Marketing and Customer Relationship Management held in Berlin.

    AMDISA biennial conference at Lahore, Pakistan

  • TEACHING INTEREST

    Marketing Research and Analytics

    Customer Relationship Management

    New Product Development

    Product Management

  • PROFESSIONAL SERVICE

    Co-Chair with Dr. Jag Sheth, Dr. V. Kumar, and Dr. Bibek Banerjee for the Third AIM – AMA- Seth Foundation Doctoral Consortium held at Institute of Management Technology Dubai, during January 18 – 20, 2015 Dubai, UAE.

    Co-Chair with Dr. Naresh Malhotra, Dr. Jag Sheth, Dr. V. Kumar, and Dr. Bibek Banerjee for the Annual Conferences of the Emerging Markets Conference Board held at the Institute of Management Technology Dubai, during January 20 – 22, 2015 in Dubai, UAE.

    Co-Chair of organizing committee of International Conference on Business Management & Information Systems (ICBMIS2013) held during November 19-21, 2013, at Institute of Management Technology Campus, Dubai, The United Arab Emirates.

    Delivered keynote address on ‘Marketing Research: Walking on the Fault Lines’ in the International Conference on Business Management & Information Systems (ICBMIS2013) held during November 19-21, 2013, at Institute of Management Technology Campus, Dubai, The United Arab Emirates.

    Organized MBA review conducted by Commission for Academic Accreditation, Ministry of Education and Scientific Research, The United Arab Emirates during March 17 – 18, 2013 in IMT Dubai campus.

    Organizing Committee Member of MARCON 2012: International Marketing Conference on Sustainability, and Marketing to Socially Connected Consumers Organized by Indian Institute of Management Calcutta, India IIM Calcutta, Kolkata, India during December 28-30, 2012.

    Organizing Committee Member of MARCON 2011: International Marketing Conference Organized by Indian Institute of Management Calcutta, India IIM Calcutta, Kolkata, India, during December 2011.

    Organizing committee member of Indian Institute of Management Calcutta organized MARCON 2010, the first international marketing conference, on 27 – 29th of December 2010 at Kolkata, India. Indian Institute of Management Calcutta centered its interest on the emerging patterns and innovations in marketing while emphasizing the importance of classic theories and practices relevant to this field.

    Organizing Committee Member of the First International Conference of Global Business and Management Forum (GBMF), the USA in Gurgaon between November 7-9, 2008. Held at Pearl School of Business (PSB).

    Invited Panel Member in the conference on Building Future Learning Spaces, held during March 23 – 25, 2015 at Dusit Thani Hotel, Dubai, UAE.

    Invited Panel Member in the conference on ‘Higher Education and Economic Growth’ organized by Indian Institute of Management Indore and Higher College of Technology, Dubai, held on Sep 25, 2013, at Dubai, The United Arab Emirates.

    Invited speaker in the International QS World in Conversations conference held on September 8, 2012, in Dubai. Presented on issues in the internationalization of Business Education in the Middle East. Presented and led a discussion on ‘Challenges in Outcome Focused Internationalization of Business Education.

    Panel member on the topic ‘Internationalization of Business School Creative Approach’ at Global Business School Network 7th Annual Conference held during June 11-14, 2012, in New Delhi, India.

    Panel member on the topic ‘Consumer Insights and New Product Ideas’ in the MARCON 2010, conference held during December 27 – 29, 2010 at Indian Institute of Management Calcutta, Kolkata, India.

    National Workshop on Marketing of Organically Produced Food Products, organized by Indian Institute of Management, Ahmedabad, and Indian Agri-Business Society. Rapporteur for the session on the procurement of agricultural products.

  • PROFESSIONAL MEMBERSHIPS

    American Marketing Association – Academic Member.

    MENA Higher Education Academic Leaders Forum – Member.

    Indian Society of Agri-Business Management – Executive Member.

    Indian Institute of Bankers – Life Member.

    Indian Business and Professionals Council – Member.

  • OTHERS - PEDAGOGICAL CASES AND EXERCISES

    J., (2020). Qualitative data collection methods and analysis for marketing research – exercise

    J. (2020). Experimentation in market research – A/B testing exercise to be used with the Vungle case

    J., (2020). Market research problem definition exercise to be used with beauty pageant inc. case

    J., (2020). Questionnaire design – Exercise.

    J., (2020). Hypothesis testing for marketing research – In-class exercise

    J., (2020). Exploratory data analysis for marketing research – SPSS Exercise

    J., (2020). Regression analysis using SPSS – exercise and tutorial to be used with colonial broadcasting company case

    J., (2019). Opportunity analysis using Ansoff growth opportunity exercise to be used with Hunley, inc. Casting for growth case

    J., (2019). Conjoint Analysis using SPSS – Exercise and tutorial

    J., (2019). Perceptual Mapping using SPSS – Exercise and tutorial

    J., (2019). Dimension reduction – Principal Component Analysis (PCA). and Factor Analysis (EFA) Using SPSS – Exercise and Tutorial

    J., (2019). Logistic regression for marketing decision making – Exercise and tutorial to be used with BookBinders Book Club Case

    J., (2018). Smart scooters: Product factors affecting new product innovation and adoption rates – In-class exercise

    J., (2018). New product demand and sales forecasting exercise to be used with Julie Brighton case

    J., (2018). New product sales forecasting using bases simulated test marketing exercise to be used with Nestle refrigerated foods: Contadina pasta & pizza (A) case.

    J., (2018). New product launch planning with bases – STM exercise to be used with TruEarth healthy foods: market research for a new product introduction case

    J., (2018). Product portfolio decision-making with BCG matrix – exercises to be used with NNG case

    J., (2018). Market segmentation and targeting – Exercise

    J., (2018). Market segment-focused distribution strategy – Exercise

    J., (2018). Customer segment-focused Value Proposition development – Exercise

    J., (2017). Marketing stakeholder identification and Customer Value assessment exercise to be used with Armarium: Luxury fashion brands for rent case

    J., (2017). New product forecasting using Bass model – Excel exercise and tutorial

    J., (2017). New product concept development – Exercise

    J., (2017). New product decision making with Concept Testing and Product Testing: A-T-A-R model exercise to be used with Montreux Chocolate USA: Are Americans Ready for the healthy dark chocolate case

    J., (2017). Advertisement copy creative – In-class exercise

    J., (2017). Analysing levels of product and product differentiation exercise

    J., (2017). Analysing industrial buying behaviour: Buying centre exercise

    J., (2017). Break-even exercise for pricing decision-making – Exercise

    J., (2016). Regression for marketing decision making: SAS exercise and tutorial

    J., (2016). Perceptual Mapping with SAS – Exercise and tutorial

    J., (2016). Logistic regression for consumer response prediction: SAS exercise to be used with BookBinders Book Club case

    J., (2016). Note on Conjoint Analysis

    J., (2016). Communication model in-class exercise

    J., (2016). Digital communication exercise

    Moorthy, J., & Kumar, A. (2010) Bharat Bank Limited

    Moorthy, J., (2010). Twentieth Century Pens – Revised.

    Moorthy, J., (2010). Portable Computer Keyboard.

    Moorthy, J., (2010). Synthetic Spice Company.

    Moorthy, J., (2010). Detergent Benefit Structure Analysis.

    Moorthy, J., and Kumar, A. (2007) Cognizant Technology Solutions.

    Moorthy, J., and Kumar, A. (2007) Cognizant Technology Solutions: – Research Note.

    Moorthy, J., (2007) Evaluation of a New Flavoured Tea by Delhi Tea Company.

    Kapoor, S., Moorthy, J., & Ali, J. (2007) Apna Bazar (A): Designing and Marketing of Premier Mall for Agriculture Products.

    Kapoor, S., Moorthy, J., & Ali, J. (2007) Apna Bazar (B): Market Research Process.

    Kapoor, S., Moorthy, J. & Ali, J. (2007) Apna Bazar (C): Developing Questionnaire Design for Market Research.

    Kapoor, S., Moorthy, J., & Ali, J. (2007) Apna Bazar (D): Results from Market Research.

    Kapoor, S., Moorthy, J., & Ali, J. (2007) Apna Bazar (E): Operational Design of the Market.

    Kapoor, S., Moorthy, J., & Ali, J. (2007) Apna Bazar (F): Financial Feasibility of Modified Design of the Market.

    Moorthy, J., (2006) India Post: Crossing the Crossroads. Metamorphosis: A Journal of Management Research 5(1): 69 – 106. Lal Bahadur Shastri Academy of Administration, Moussavi, India, funded the work.

    Moorthy, J., (2006) ABCL: Small Pack Facial Tissue Project,

    Moorthy, J. (2006) ABCL: Small Pack Facial Tissue Project, Teaching Note.

    Moorthy, J., and Venugopal, P. (Nov 6-8, 2003). Walworth Orchards (India) Ltd.: Marketing a new concept. The case with teaching notes was discussed at the NACRA annual conference roundtable held in Tampa, FL, USA.

    Moorthy, J., & Purwar, P.C.  (2003). Marketing Strategy for an Electric Three-Wheeler in India.

    Moorthy, J. (2002). Universal Ballpoint Pens.

    Moorthy, J. (2000). Beauty Pageant Incorporated: Management Case, and the Teaching Note. presented the case and teaching note at the Asian Case Writing Conference, Singapore.

    Moorthy, J. (2000). Beauty Pageant Incorporated: Teaching Note.

    Moorthy, J. (2000). Maruti Udyog Limited: IMCS. Management Case, Short-listed for AMDISA Management case competition.

    Moorthy, J. (2000). Maruti Udyog Limited: IMCS. Management Case, Finalist in AMDISA Management case competition. March 2000.

    Moorthy, J. (1998). Bharat Orchards [India] Limited: Forecasting Maze. South Asian Journal of Management, 5 (1&2): 77-89.

    (Among the three finalists in the AMDISA Management case competition.)

    Moorthy, J. (1998). Bharat Orchards [India] Limited: Teaching Note. South Asian Journal of Management, 5 (1&2): 89-90.

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