Managing Laggards: The Importance of a Deep Sales Bench
By Jeffrey Boichuk, Raghu Bommaraju, Michael Ahearne, Florian Krause, Thomas Steenburgh
Journal of Marketing Research | August 2019
DOI
doi.org/10.1177/0022243718824561
Citation
Boichuk, Jeffrey., Bommaraju, Raghu., Ahearne, Michael., Krause, Florian., Steenburgh, Thomas. Managing Laggards: The Importance of a Deep Sales Bench Journal of Marketing Research doi.org/10.1177/0022243718824561.
Copyright
Journal of Marketing Research, 2019
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Raghuram Bommaraju is an Associate Professor of Marketing at the Indian School of Business (ISB). Prior to joining ISB, he served as an Assistant Professor at Iowa State University of Science and Technology. Professor Bommaraju currently focuses on two streams of research: sales force management and marketing-finance interface. 

His first dissertation essay received the Best Dissertation Award from the Sales SIG (Sales Special Interest Group), and his second dissertation essay was published as the lead article in the 2019 January edition of the Journal of Marketing, a premier journal in marketing.

He holds a PhD in Marketing from the University of Houston, an MBA from XLRI Jamshedpur, and an MS in Quantitative Economics from the Indian Statistical Institute. Prior to his doctorate, he worked for four years across analytics and retail industries.

Raghuram Bommaraju
Raghuram Bommaraju