Suresh Sundaram. EDUCATION Ph.D., University of Houston, May, 2003 Major: Marketing Minor: Management Information Systems
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1 EDUCATION Ph.D., University of Houston, May, 2003 Major: Marketing Minor: Management Information Systems Suresh Sundaram Assistant Professor of Marketing Department of Business Administration Alfred Lerner College of Business & Economics University of Delaware Newark DE Ph.: (302) (Work) Bachelor of Engineering, University of Bangalore, 1992 RESEARCH Research Interests Impact of Technology on Marketing, especially on the sales force and on individual consumers. Decision-Making and Outcomes Research Publications Steven Posavac, Michal Herzenstein, Frank Kardes, and Suresh Sundaram (2010), Profits and Halos: The role of firm profitability information in consumer inference, Journal of Consumer Psychology, 20, Suresh Sundaram, Andrew Schwarz, Eli Jones, and Wynne W. Chin (2007), Technology Use on the Front Line: A Panel Data Analysis of How Technology Enhances Individual Performance, Journal of the Academy of Marketing Science, 35 (1), Eli Jones, Suresh Sundaram and Wynne Chin (2002), Factors Leading to Sales Force Automation Adoption by the Sales Force: A Longitudinal Analysis, Journal of Personal Selling and Sales Management, 22 (Summer), Betsy D. Gelb and Suresh Sundaram (2002), Adapting to Word of Mouse, Business Horizons, 45 (July-August), Awards & Honors Department Award for Best Article of the Year, 2004 The Journal of Personal Selling and Sales Management s Marvin Jolson Award for "Best Contribution to Selling and Sales Management Practice" for the article "Factors Leading to Sales Force Automation Use: A Longitudinal Analysis" by Eli Jones, Suresh Sundaram, and Wynne Chin (JPSSM Volume 22, Number 3), 2003 Dean s Award for Academic Excellence, C. T. Bauer College of Business, University of Houston, May Curriculum-Vitae Suresh Sundaram February P age
2 Other Research in Progress Suresh Sundaram, Parthasarathy Krishnamurthy, and Edward A. Blair, The Critical Role of Attribute-Benefit Information on Online Consumer Shopping, data collected and analysis complete. Academic Conference Proceedings/Presentations Posavac, Steven S., Michal Herzenstein, Frank R. Kardes, and Suresh Sundaram, On Profits and Halos: How Consumers Infer Product Quality, Society for Consumer Annual Winter Conference, St. Pete Beach, FL, February 25-27, Suresh Sundaram, Partha Krishnamurthy, Edward A. Blair (2008), Shopping Online: The Role of Attribute-Benefit Mapping Information, Proceedings of the 2008 Academy of Marketing Science Annual Conference, Vancouver, BC, Canada, May 28-31, Eli Jones, Wynne Chin, Andrew Schwarz, Suresh Sundaram, (2005) Technology and the Sales Force: Does Technology Really Enhance Performance? Proceedings of the 20th Annual National Conference in Sales Management, Miami Beach, FL, March 3-5, Eli Jones, Suresh Sundaram, and Wynne Chin (2004), Going Beyond the Technology Acceptance Model, AMA CRM Faculty Consortium 2004, Dallas, TX. (Presentation) Anuradha Sivaraman and Suresh Sundaram (2003), Awareness and Personality of Internet Brands and Implications for Internet Branding Strategies, Proceedings of the Association of Collegiate Marketing Educators Conference, Houston, TX. Suresh Sundaram, Eli Jones and Wynne Chin (2002), Technology and the Sales Force: Does Technology Really Enhance Performance?, Proceedings of the Academy of Marketing Science Annual Conference, Sanibel Island, FL. Eli Jones and Suresh Sundaram (2002), Using Customer Relationship Management Systems to Build Sales, Agribusiness Summit, Lexington, KY. (Presentation) Eli Jones, Wynne Chin, and Suresh Sundaram (2001), Factors Leading to Sales Force Automation Adoption by the Sales Force: A Longitudinal Analysis, Proceedings of the Seventh Annual CBIM/ISBM Academic Workshop, Atlanta, GA. Eli Jones, Wynne Chin, and Suresh Sundaram (1999), "Toward a Greater Understanding of Salesperson Adaptation to Sales Force Automation," Proceedings of the Southwestern Marketing Association Conference, Houston, TX. 2 P age
3 Other Seminars/Conferences Attended 2009, Lecture on Consultative Selling for the ChamberU program conducted by the New Castle Chamber of Commerce. 2009, Lecture on Services Marketing to Ph. D. students in the Department of Physical Therapy, University of Delaware. 2005, Conducted a Workshop on Harnessing the Web for Small Business under the aegis of the Center for Closely Held Firms, Loyola College in Maryland. 2004, Conducted a Workshop on Consultative Selling under the aegis of the Center for Closely Help Firms, Loyola College in Maryland , Participant, Teaching Enhancement Workshop, Loyola College in Maryland, Fall 2002, Spring 2003, Fall 2003, Spring 2004, Fall , Participant, Teaching Portfolio Workshop conducted by Dr. Peter Seldin, Loyola College in Maryland. 2003, Participant, AMA Summer Educators Conference, Chicago, IL 2003, Participant, Teaching Enhancements Workshop organized by the Association of Collegiate Marketing Educators, Houston, TX. 2003, Participant, Ethics Infusion Institute organized by the Sellinger School of Business Management, Loyola College in Maryland. 2001, Participant, Bayesian Applications and Methods in Marketing Conference, Ohio State University, Columbus, OH. 2000, Participant, Marketing Science Conference, Los Angeles, CA. 1999, Participant, Bayesian Applications and Methods in Marketing: MCMC Short Course, Ohio State University, Columbus, OH. TEACHING Courses Taught Research Methods for Marketing Decisions (Graduate), University of Delaware IT Applications in Marketing (Undergraduate), University of Delaware Marketing Management (Graduate), University of Delaware Marketing Strategy for the Firm Introduction to Marketing (Undergraduate), University of Delaware Selling Concepts and Strategies (Undergraduate), Loyola College in Maryland. Marketing Management (Part-Time MBA), Loyola College in Maryland Marketing Management (Executive MBA), Loyola College in Maryland Sales and Sales Management (Graduate), Loyola College in Maryland. Advanced Sales and Sales Management (Undergraduate), Loyola College in Maryland. Electronic Commerce (Undergraduate), Loyola College in Maryland. Fundamentals of Marketing (Undergraduate), Loyola College in Maryland. Electronic Commerce (Undergraduate), University of Houston. Principles of Marketing (Undergraduate), University of Houston. 3 P age
4 SERVICE Department Department Representative, MBA Committee, Spring 2013 Department Representative, Delaware Discovery Days, Summer 2012 Department Representative, Delaware Decision Days, April 2012 Assisted in the Configuring New Computers and Software for Behavioral Lab, Spring 2012 Faculty Advisor, Alpha Mu Alpha, Thesis Committee Member for Mikahila Bloomfield, Fashion Studies Graduate Program, Fall 2011 Faculty Advisor, Alpha Mu Alpha, Graduate Programs Director Search Committee, Summer and Fall Graduate Independent Study course on Research Methodologies in Marketing, Fall 2008, Summer 2010, Winter Major Advisor, Loyola College in MD, Faculty Mentor, Loyola Marketing Association, Loyola College in MD, Co-Coordinator, GB616 Waiver Exam, Loyola College in MD, College Day Representative, Loyola College in MD, Fall 2002, Fall 2003, Fall Department Representative, Loyola Majors Fair, Loyola College in MD, Spring Member, Departmental Sub-Committee on the Undergraduate Marketing Program Learning Goals, Loyola College in MD, Sellinger School Member, Undergraduate Curriculum Committee, Loyola College in MD, Member, MBA and EMBA Partners Group, Loyola College in MD, Member, MBA Partners Sub-Committee on Curriculum Innovation, Loyola College in MD, Member, MBA Partners Sub-Committee on Assessment, Loyola College in MD, Member, Intellectual Contributions Committee, Loyola College in MD, Member, Strategic Planning Committee, Loyola College in MD, College Core Advisor, Loyola College in MD, Member, Academic Standards Committee, Loyola College in MD, Member, College Board of Discipline, Loyola College in MD, Member, Undergraduate Scholarship and Research Committee, Loyola College in MD, Judge, Undergraduate Research and Scholarship Colloquium, Loyola College in MD, Mar External Session Chair, AMA Summer Educators Conference, August 2006, Chicago, IL. Session Chair, AMA Summer Educators Conference, July/August 2005, San Francisco, CA. Reviewer, AMA Summer Educators Conference, August 2006, Chicago, IL. Reviewer, AMA Summer Educators Conference, July/August 2005, San Francisco, CA. Reviewer, AMA Summer Educators Conference, August 2004, Boston, MA. Reviewer, Society for Consumer Psychology Winter Conference, Feb 2004, San Francisco, CA. Reviewer and Session Chair (Student Paper Track), Association of Collegiate Marketing Educators Conference, Houston, TX, March Reviewer, Jones, Chonko and Stevens (2002), Selling ASAP: The Challenge to Change, Thomson Learning - Custom Publishing Group. Reviewer, AMA Summer Educators Conference, San Diego, CA, August Program Chair, XVIII Annual Southwest Doctoral Symposium, April Organizing Committee, Annual Southwest Doctoral Symposium, P age
5 INDUSTRY EXPERIENCE Optimal Strategix Group, Inc., Executive Director Analytical Sciences, May 2009 March 2013 (Part-Time Position). Independently responsible for generating and delivering on client projects worth over $2.5 million per year Research lead and client presenter on multiple client engagements across industries, including a project that resulted in the successful worldwide launch of a new product in the medical device industry and projects that involved developing segmentation strategy for product launches in the pharmaceutical, consumer, and business-to-business industry space Development of standards in research process to guide analytic operations, output production and client management of organization s high-end quantitative offerings. Implemented training programs to educate research staff on best practices in order to improve operational efficiency and effectively deploy sophisticated analytical methods. Strategic Marketing Consultant, May 2008 Present. Provided strategic marketing consultancy service to selected Fortune 500 companies. Directed strategic research analyses to assist selected Fortune 500 companies to effectively manage new product introduction and marketing launch. Healogix LLC, Director of Research Sciences, Willow Grove, PA, May 2006 April 2008 (Part-Time Position). Principally responsible for project management and delivery on market research studies to the tune of $6.8 million. Principally responsible for directing strategic research analyses using a proprietary conjoint analyses technique designed to assist pharmaceutical firms to effectively manage new product introduction and marketing launch. Developed an interactive decision support tool designed to provide clients with a better insight into new product design, product positioning and pricing strategy. HCL Frontline Ltd., Senior Marketing Executive, Chennai, India, July August Managed local marketing campaign for a new home computer. Principal member of New Product Training Group. Designed and implemented a Sales Force Automation system. HCL Ltd., Senior Sales Executive, Coimbatore, India, October July Managed key accounts for sales of office automation products. Organized local marketing and sales campaigns. Solely responsible for sales and implementation of Wide Area Networks in the division. Essen Computers, Sales and Service Executive, Mumbai, India, August October Responsible for sales and service of Voice Processing Systems to key accounts. 5 P age
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