Madhu Viswanathan
Senior assistant professor at Indian School of Business/Assistant Professor of Marketing at Eller Executive Education
Schools
- Eller Executive Education
Links
Biography
Eller Executive Education
Madhu Viswanathan is an Senior Assistant Professor of Marketing at the Indian School of Business (ISB). Prior to joining ISB, he worked as an assistant professor at University of Arizona. Professor Viswanathan’s research work focuses on the role of distribution channels, B2B relationships, salesforce compensation and its impact on marketing mix elements like prices and assortments. His work has been published in Journal of Marketing Research, a premier journal in marketing. He has consulted and worked with companies spanning a wide range of industries including retail, insurance and healthcare. Prof. Viswanathan received his PhD from the University of Minnesota, Twin Cities and his undergraduate from BITS, Pilani.
Areas of Expertise
- Interfirm Relationships (B2B)
- Technology & Innovation
- Sales Force
- Structural Models, Empirical Industrial Organizations
Current Research
Viswanathan, Madhu, Prokriti Mukherji, Om Narasimhan and Rajesh Chandy, "The Big Picture: Exploring the Performance Impace of being at the Technological Frontier."
Teaching Interests
Market Research
Pricing
Sales Force Management
Distribution Channels
Marketing Strategy
Videos
B2B Sales in Digital Era
Sustaining B2B Sales & Marketing Momentum during a crisis
Panel discussion on ‘Business Analytics: Facilitating Organisations Adapt to Covid-19 Pandemic’
MADHU VISWANATHAN, Professor at Indian School of Business: Cypher 2019
Read about executive education
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