Harish Sujan

Professor of Marketing and Freeman Chair of Research in Business

A. B. Freeman Chair in Business

Office GW 1 - Room 552
Phone 504.865.5074
Email hsujan@tulane.edu
CVDownload PDF

Biography

I. INTERESTS
My research has the goals of improving salespeople's abilities and consumers' wellbeing. I have and continue to focus on understanding what causes salespeople to "work smarter". The principal cause I have looked at are elements of their motivation. The question relating to consumer wellbeing that I had focused on is physical wellbeing achieved through eating and exercise. How do elements of people's motivation and the wisdom with which they make choices enable better health. The questions and their answers are built upon on research in psychology that relates with different forms of human intelligence and motivation. To illustrate, the question of focusing on choices that activate positive behaviors rather than inhibit negative behaviors, and the seeking of difficult but not overwhelming challenges.

II. RECENT PUBLICATIONS
Sujan, Harish, Silvio Borrero and David Cranage (2014), “Good Treats: Eating Out not Just for Joy but also for Well-Being,” in Innovations in Service Marketing and Management: Strategies for Emerging Economies (ed. Anita Goyal), Chapter 7, Business Science Reference, IGI Global.
Hall, Zachary, Michael Ahearne, and Harish Sujan (2015), “The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson-Customer Interactions,” The Journal of Marketing, 79 (May), 91-109.
Hall, Zachary, Michael Ahearne, and Harish Sujan (2016), “Can a Book be Judged Accurately only by its Cover?” Keller Center Research Report, 9 (March).

III. AWARDS
Sujan, Harish, “Optimism and Street Smarts: Identifying and Improving Salesperson Intelligence (1999),” Journal of Personal Selling and Sales Management, 19 (No. 3).
Awarded Best Paper of the Year.
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.
Ranked 5th among 10 best papers in sales in the 20th century at American Marketing Association Conference in August 2001.

Courses

Sales Management: After highlighting important elements of personal selling, this course teaches how good personal selling can be managed. It connects ideas with implementing them through a sales management simulation game.

Marketing Strategy: The class relates with brand management, marketing communication and global marketing. I use a large number of Harvard Cases to illustrate marketing principles in each of these domains.

Contributions

Helped our Admissions Office, since Katrina, reassure parents that Tulane and New Orleans would be a safe and happy experience for their children.

Served on the University Senate for a large number of years

At Gibson Hall, worked on rewriting the faculty handbook. I saw the task as enabling a better cared for and more involved faculty.

Research

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.

Memorable Moment

Talking with Freshmen Students about social justice...participated in the reading project begun after Katrina

Education & Affiliations

I. DOCTORAL EDUCATION
1983 University of California at Los Angeles, Marketing
(Strategy versus Effort: An Attributional Analysis of Salesperson Motivation)
(Co-advisors: Barton A. Weitz and Harold Kassarjian)

II. MASTERS’ EDUCATION
1975 Jamnalal Bajaj Institute, Bombay, Marketing

III. UNDERGRADUATE EDUCATION
B. Tech 1971 Indian Institute of Technology, Delhi, Chemical Engineering

Interests

Love playing tennis and learning to play it better.

Read outdated books

Just talking with people