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Siddharth S. Singh
Overview
Dr. Siddharth Shekhar Singh is tenured Associate Professor of Marketing at the Indian School of Business (ISB), Hyderabad and Mohali, India. Earlier he served as Senior Associate Dean (Admissions and Financial Aid), Associate Dean (Digital Transformation, eLearning, and Marketing; and RCI Outreach and Engagement), and the first Director of the Doctoral programme at ISB. He is a member of the Board of Directors of DLabs, a technology business incubator of ISB. He also serves as an Independent Director on the Board of Directors of Petronet LNG Limited and International Schools of Business Management (ISBM—a UK based charity). He has a Ph.D. (Marketing) from the J. L. Kellogg School of Management, Northwestern University (USA), an MBA (Marketing and Finance) from the University of Illinois at Urbana-Champaign (USA), and a B. Tech. (Electronics & Communications Engineering) from the Indian Institute of Technology, Banaras Hindu University (India).
Dr. Singh’s research broadly focuses on a firm’s ability to achieve sustainable competitive advantage. His work attempts to help firms identify the “right” customers for acquisition and retention, and more profitably manage relationships with them over time. He researches marketing initiatives such as customer engagement, customer loyalty programs and online customer communities. Some of the other issues that he works on concern the online training of salespersons, development of financial metrics to evaluate marketing decisions (e.g., customer lifetime value), customer segmentation, purchases, returns, and marketing analytics.
Dr. Singh has co-authored four textbooks for MBA students and business executives. The books titled Managing Marketing: An Applied Approach, Managing Marketing: A Concise Approach, Essentials of Managing Marketing, and Digital Marketing: Strategy & Tactics are published by Wiley India.
Because of his rare combination of academic rigor and real-world business experience, Dr. Singh is an in-demand columnist and speaker whose expert commentary has appeared in globally prestigious print and broadcast outlets, including CNN-News18 in India, top Indian news channel NDTV, CNN Money, Forbes India, Fortune India, The Economic Times, The Times of India, Business Today, The Hindu, Livemint, Businessworld, and others. He also publishes in distinguished academic journals such as Marketing Science, Management Science, Journal of Marketing Research, Quantitative Marketing and Economics, and the Journal of Service Research.
Dr. Singh has a keen interest in new ventures. He has been teaching the New Product Development and Marketing course for the last 18 years in India and the USA. He is a co-founder and strategic advisor at Bsharp Sales Enablers Pvt. Ltd. He advises numerous startups and regularly participates in various capacities (e.g., juror and speaker) at startup events. Prior to his Ph.D., Dr. Singh worked for several years with Johnson & Johnson (J&J) in Product and Sales Management roles. Hired through J&J’s prestigious global leadership development program—the IRDP—his responsibilities included managing several product lines and launching new products for J&J hospital products group in India. His consulting experience includes firms in a variety of industries (e.g. consumer products/services, healthcare, agriculture, media, high technology, retail).
Professional
In the Media
May 23, 2023: QR as a code for marketing, Business Standard.
October 17, 2022: No Khan, nor Kapoor, CEOs are the new brand ambassadors, ETBrandEquity.
October , 2022: Independent Directors: Ethical Guides for Boards, Director Today.
November 14, 2022: How moonlighters stay productive, Mint.
May 19, 2022: Will replacing PhD professors with practitioners work?, The Hindu.
March 9, 2022: UP's Villages emphasis on increasing income from tourism, Dainik Bhaskar.
December 1, 2021: Forge relations with consumers and avoid mistrust to better leverage user data, Forbes India.
June 17, 2021: Digital Interview, ISB-Centre for Business Markets (CBM) Marketing Excellence Newsletter.
March 29, 2021: AAP sounds poll bugle in Punjab, but dissent, leadership crisis cloud 2022 hopes, The Print.
November 26, 2020: How to Do a Competitive Analysis in 3 Steps, Amar Ujala.
November 23, 2020: Participated in a live panel discussion on Facebook on the topic “Entrepreneurship & Self-Reliant India” during the session ceremony of the Indian Institute of Mass Communication (IIMC), Facebook.
September 21, 2020: Can blended learning address the challenges in HEIs post COVID, Bangalore EducationTimes.
September 15, 2020: High-end hotels struggle, LiveMint.
September 14, 2020: Table for none at Bengaluru icons, LiveMint.
August 10, 2020: Covid-19 has turned millennials into India’s worried generation, LiveMint.
August 1, 2020: Doing a Modi on Modi: How Arvind Kejriwal used a startup entrepreneur’s tools to reinvent himself, Times of India Edit Page.
July 27, 2020: The celebrity and the Consumer Protection Act, IIHB, ETBrandEquity.
July 26, 2020: Research is key to new growth, TOI Sunday Times.
July 8, 2020: For millennials, pandemic makes MBA course less attractive, LiveMint.
June 6, 2020: India has the ability to become self-sufficient, Dainik Jagran & Hindimedia.
June 5, 2020: Gave a live speech on Facebook on the topic “Five pillars have to be strengthened to make the country self-reliant” during the 'Hindi Journalism Week' of Makhanlal Chaturvedi University, Bhopal, Facebook.
June 5, 2020: India has the ability to become self-reliant, eradicate corruption and stop the interference of bureaucracy, Prabhasakshi News Network.
May 15, 2020: Businesses that will suffer, or survive, post COVID-19, Rediff.
April 6, 2020: The power of collaboration, Business Standard.
September 25, 2019: South Scores High, The Economic Times.
August 15, 2019: Does Flipkart's fashion gambit run the risk of falling between two stools?, Business Standard.
July 29, 2019: Chaayos seeks to get the blend right, Business Standard.
June 2, 2019: Healthy Hydration, Business Today.
May 19, 2019: How a handful of FMCG brands continue to dominate market space, The Economic Times.
April 22, 2019: Always ready, Business Standard.
April 12, 2019: Election Fever Grips B-school Classrooms, The Economic Times.
April 5, 2019: Opinion | A social explanation of our twisted moral compass, Live Mint.
March 6, 2019: Pizza Hut turns Wing Commander Abhinandan's bravery into marketing gimmick: Insensitive and opportunistic, say brand specialists, Firstpost.
March 04, 2019: Lenskart's vision for growth, Business Standard.
January 29, 2019: Kirana stores are here to stay": FMCG strategy for Indian retail, Forbes India.
December 26, 2018: Brand Congress vs Brand BJP - The Great Indian Elections, ET Brand Equity.
September 23, 2018: How can “Make in India” evolve?, Fortune India.
July 9, 2018: Disney's next 700 million viewers might be in India, CNNMoney.
June 27, 2018: Revamping education in India, CNN-News 18.
May 17, 2018: Flipkart, Wal-kart or Flip-Mart: In its hour of need, Walmart must focus on in-house brands and not on re-branding, Firstpost.
May 13, 2018: 30 schools attend meet on advanced tertiary education, Tribune.
May 11, 2018: Amazon vs. Walmart: The fight for India is just beginning, CNN Business.
April 13, 2018: Amazon and Walmart take their fight to India, CNNMoney.
April 09, 2018: ICICI Videocon loan controversy: Why being silent won't help repair Chanda Kochhar's damaged reputation, Firstpost.
March 1, 2018: In marketing, digital is a great opportunity, but also a great challenge, BusinessLine on Campus.
February 25, 2018: Comments on "The Learning Curve" by Sonal Khetarpal, Business Today.
February 23, 2018: Global Airline Alliances: Convenience or Complaints?, Forbes India.
February 01, 2018: Comments on "Posts that rebound" by Shweta Watson, The Asian Age.
January 28, 2018: PM Modi Projected India as a Global Power Ready for Leadership in Davos, News18.com.
January 22, 2018: Invited as a panelist in the program Viewpoint anchored by Bhupendra Chowbey ., CNN-News18.
Research & Publications
Published Papers
Ashutosh Patil., Sharad Borle., Singh, Siddharth.S. (2023) "An empirical investigation of unique traits of retailing industry in emerging economies: The perspective of consumer-packaged goods manufacturers", Journal of Business Research , 154 (113254) Varma, Rajita., Bommaraju, Raghuram., Singh, Siddharth.S. (2023) "Female Chief Marketing Officers: When and Why Do Their Marketing Decisions Differ from Their Male Counterparts’?", Journal of Marketing Research Singh, Siddharth.S., Ravi Sen., Borle, Sharad. (2022) "Online Training of Salespeople: Impact, Heterogeneity, and Spillover Effects", Journal of Marketing Research , 59 (1), 230-249 Manfred Krafft., Colleen Harmeling., Singh, Siddharth.S., Ting Zhu., Jialie Chen., Tom Duncan., Whitney Fortin., Erin Rosa. (2021) "Insight is Power: Understanding the terms of the consumer-firm data exchange", Journal of Retailing , 97 (1), 133-149 Borle, Sharad., Singh, Siddharth.S. (2016) "Analyzing Recurrent Customer Purchases and Unobserved Defections: A Bayesian Data Augmentation Scheme", Customer Needs and Solutions , 3 (1), 11-28 Sen, Ravi., Singh, Siddharth.S., Borle, Sharad. (2012) "Open Source Software Success: Measures and Analysis", Decision Support Systems , 52 (2), 364-374 Algesheimer, René., Borle, Sharad., Dholakia, Utpal., Singh, Siddharth.S. (2010) "The Impact of Customer Community Participation on Customer Behaviors: An Empirical Investigation", Marketing Science , 29 (4), 756-769 Hoyer, Wayne., Chandy, Rajesh., Dorotic, Matilda., Manfred Krafft., Singh, Siddharth.S. (2010) "Consumer Cocreation in New Product Development", Journal of Service Research , 13 (3), 283-296 Dholakia, Utpal., Singh, Siddharth.S., Westbrook, Robert. (2010) "Understanding the Effects of Post-Service Experience Surveys on Delay and Acceleration of Customer Purchasing Behavior: Evidence from the Automotive Services Industry", Journal of Service Research , 13 (4), 362-378 Singh, Siddharth.S., Jain, Dipak. (2009) "Measuring Customer Lifetime Value: Model and Analysis", Review of Marketing Research , 6, 37-62 Singh, Siddharth.S., Borle, Sharad., Jain, Dipak. (2009) "A generalized framework for estimating customer lifetime value when customer lifetimes are not observed", Quantitative Marketing and Economics , 7 (2), 181-205 Borle, Sharad., Singh, Siddharth.S., Jain, Dipak. (2008) "Customer Lifetime Value Measurement", Management Science , 54 (1), 100-112 Singh, Siddharth.S., Jain, Dipak., Krishnan, Trichy. (2008) "Customer Loyalty Programs: Are They Profitable?", Management Science , 54 (6), 1205-1211 Borle, Sharad., Dholakia, Utpal., Singh, Siddharth.S., Robert A. Westbrook. (2007) "The Impact of Survey Participation on Subsequent Customer Behavior: An Empirical Investigation", Marketing Science , 26 (5), 711-726 Jain, Dipak., Singh, Siddharth.S. (2002) "Customer Lifetime Value Research in Marketing: A Review and Future Directions", Journal of Interactive Marketing , 16 (2), 34-46
Books and Monographs
Kagan, Jeremy., Singh, Siddharth.S. (2020) "Digital Marketing: Strategy and Tactics", Wiley India Singh, Siddharth.S., Noel Capon. (2017) "Essentials of Managing Marketing", Singh, Siddharth.S., Noel Capon. (2015) "Managing Marketing: A Concise Approach", Wiley India Publishing Singh, Siddharth.S., Capon, Noel., Singh, Siddharth. (2014) "Marketing Management: An Applied Approach", Wiley India Singh, Siddharth.S., Capon, Noel., Singh, Siddharth. (2014) "The Marketing Toolkit (Workbook)", Wiley India Singh, Siddharth.S. (2014) "Evaluating customer relationships: current and future challenges", The Routledge Companion to the Future of Marketing