Faculty

Overview

Siddharth Shekhar Singh is an Associate Professor of Marketing at the Indian School of Business (ISB), Hyderabad and Mohali, India. He heads The Media Hub, which is ISB’s initiative for excellence in media research. He was also the first director of the Fellow Programme in Management (FPM; ISB’s doctoral programme). 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).

Professor 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 loyalty programs and online customer communities. Some other issues that he works on concern the 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 three textbooks with Prof. Noel Capon (Columbia University, New York, USA) for MBA students and business executives. The books titled Managing Marketing: An Applied Approach with its companion The Marketing Toolkit, Managing Marketing: A Concise Approach, and Essentials of Managing Marketing are published by Wiley India. Dr. Singh publishes in globally renowned academic journals such as Marketing Science, Management Science, Quantitative Marketing and Economics, Journal of Service Research, Decision Support Systems and Journal of Interactive Marketing.

Prior to his Ph.D., Professor Singh worked for several years with Johnson & Johnson in Product Management and Sales Management both in the US and India. His responsibilities included managing several product lines and launching new products. His consulting experience includes firms in a variety of industries (e.g. media, healthcare, high technology, retail).

Education

• Ph D (Marketing), J. L. Kellogg School Of Management, Northwestern University 2003
• MBA (Marketing & Finance), University of Illinois 1996
• Bachelor of Technology (Electronics Engineering), Institute of Technology, Banaras Hindu University 1994

Research

Published Papers

Manfred Krafft.,Colleen Harmeling.,Singh, Siddharth.S.,Ting Zhu.,Jialie Chen.,Tom Duncan.,Whitney Fortin.,Erin Rosa.,Bill Ryan. (2020) "Insight is Power: Leveraging Data from Valuable Customer Relationships", Journal of Retailing special issue on retailing 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 Dholakia, Utpal.,Singh, Siddharth.S.,Westbrook, Robert. (2010) "Understanding 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 Hoyer, Wayne.,Chandy, Rajesh.,Dorotic, Matilda.,Manfred Krafft.,Singh, Siddharth.S. (2010) "Consumer Cocreation in New Product Development", Journal of Service Research , 13, 283-296 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 Singh, Siddharth.S.,Jain, Dipak. (2009) "Measuring Customer Lifetime Value: Model and Analysis", Review of Marketing Research , 6, 37-62 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 , 25 (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

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. (2014) "Evaluating customer relationships: current and future challenges", The Routledge Companion to the Future of Marketing

Working Papers

Krishnan, Trichy.,Singh, Siddharth.S.,Dipak C Jain. "International Air Alliances : Fractures in Seamless Service" Ashutosh Patil.,Sharad Borle.,Singh, Siddharth.S. "An Empirical Investigation of Unique Aspects of Retailing in India: The Perspective of Consumer Packaged Goods Manufacturers" Singh, Siddharth.S.,Ravi Sen.,Borle, Sharad. "Impact of gamified sales training on salesperson performance" Singh, Siddharth.S.,Borle, Sharad.,Jain, Dipak. "Purchase and return of Add-on products: Implications for management of customer value"