Marketing Faculty


Harish Sujan
Professor of Marketing and Freeman Chair of Research in Business

A. B. Freeman Chair in Business

Office location: GW 1 - Room 552
Phone: 504.865.5074
Email: hsujan@tulane.edu

Professor Harish Sujan obtained his PhD in 1983 from UCLA. His degree is in marketing with a background in social and motivational psychology. For his dissertation he studied attribution theory arguing that two very similar reasons salespeople give for their failures, a lack of effort and a poor strategy, differentially influence their motivation to work harder and smarter. In subsequent research he has researched different forms of motivation, including learning goals, optimism and the concept of flow, and argued that motivation can raise ability or interact with ability in predicting behavior and performance.

His work has been published in several journals including the Journal of Marketi
ng, the Journal of Marketing Research, the Journal of Consumer Psychology, the Journal of Personality and Social Psychology, and the Journal of Personal Selling and Sales Management. He has presented his research at a variety of conferences, including Association for Consumer Research conferences, American Marketing Association conferences and Marketing Science conferences.

Professor Sujan's teaching interests are in sales management, marketing manageme
nt, and—at the PhD level—in consumer behavior and salesperson behavior.

He was on the faculty at Penn State University from 1983 to 2001 and since 2001
on the faculty at Tulane University. He has been a visiting faculty at the University of Florida, UCLA, Duke University and Tilburg University in the Netherlands.

He can be contacted at: harish.sujan@tulane.edu.

Recent Publications

Bradford, Kevin, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Ro
bert Palmatier, Dominque Rouzies, Rosann Spiro, Harish Sujan and Barton Weitz (2
010), "The Embedded Sales Force: Connecting Buying and Selling Organizations," Marketing Letters, 21(Sept), p.239


Forthcoming Publications:
Sujan, Harish (2011), "SALESPEOPLE'S INFLUENCE ON CONSUMERS' AND BUSINESS BUYERS' GOALS AND WELL-BEING," The Oxford Handbook of Strategic Sales and Sales Management, edited by David W. Cravens, Kenneth Le Meunier-Fitzugh and Nigel F. Percy, Oxford: U.K., pages 403-425.

Theses Recently Supervised:
Ruiz, Raul J (2008), "CAN MOTIVATION REPLACE THE NEED FOR ABILITY? AN EXAMINATION OF THE EFFECTS OF PRACTICAL INTELLIGENCE AND SELF-RELIANCE ON THE QUALITY OF SOLUTIONS GENERATED FOR A SALES PROBLEM BY STUDENT DYADS," Thesis granted by The Freeman School, Tulane University.

Torres Salinas, Aldo S. , "ATTACHMENT STYLES, INTRINSIC MOTIVATION AND CUSTOMER LOYALTY: IDENTIFYING "AT RISK" CUSTOMERS THROUGH THEIR ABILITY AND MOTIVATION," Thesis granted by The Freeman School, Tulane University.

Garcia, Jaime (2008), "Turning off the benefits of practical intelligence: Contrasting Two Motivations—to Fight others or Tend To them," Thesis granted by The Freeman School, Tulane University

Courses Taught:
Sales Force
Cases in Consumer Behavior/Marketing Action
Design and Applications of Research in the Behavioral Sciences

Vita


Selected Publications

Weitz, Barton A., Harish Sujan and Mita Sujan (1986), “Knowledge, Motivation and Adaptive Behavior: A Framework for Improving Selling Effectiveness,” Journal of Marketing, 50 (October), 174-191. (WOS Cites=277)

Murray, Noel, Harish Sujan, Edward Hirt and Mita Sujan (1990), “The Effects of Mood on Categorization: A Cognitive Flexibility Hypothesis,” Journal of Personality and Social Psychology, 58, (September), 411-434. (WOS Cites=170)

Sujan, Harish, Barton A. Weitz and Nirmalya Kumar (1994), “Learning Orientation, Working Smart and Effective Selling,” Journal of Marketing (July), 39-52. (WOS Cites=277).

Wagner, Richard K., Harish Sujan, Mita Sujan, Carol Rashotte and Robert J. Sternberg (1999), “Tacit Knowledge in Sales,” in Tacit Knowledge in Professional Practice, editors Robert J. Sternberg and Joseph A. Horvath, 155-183.