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 Marketing, 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 management, 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: firstname.lastname@example.org.
Bradford, Kevin, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Dominque Rouzies, Rosann Spiro, Harish Sujan and Barton Weitz (2010), “The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters, 21(Sept), p.239
Sujan, Harish (2011), “SALESPEOPLE’S INFLUENCE ON CONSUMERS’ AND BUSINESS BUYERS’ GOALS AND WELLBEING,” 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
Cases in Consumer Behavior/Marketing Action
Design and Applications of Research in the Behavioral Sciences