Sanjeev Varshney

• Working as Professor of Marketing at XLRI Jamshedpur since February 2019
• Worked as Associate Professor of Marketing at XLRI Jamshedpur since January 2011 till date
• Also working as Area Chairperson since June 2011
• Chief Coordinator of Behavioral Research lab at XLRI Jamshedpur Worked as Assistant Professor of Marketing at XLRI Jamshedpur from July 10th 2007 till December 31st 2010

Teaching

Has taught core and specialized courses in various programs of XLRI in India as well as Singapore and Dubai Campuses. Courses taught:

• Marketing Management
• Consumer Behavior
• Sales & Distribution Management
• Retail Management
• Customer Relationship Management
• (Average Feedback for all the courses is above 5.5)
• Has taught Doctoral level courses since 2009. Courses taught
• Advances in Consumer Behaviour
• Pedagogy for Management Teachers
• Has been teaching Sales & Distribution Management to PGP students of IIM Calcutta, since 2012.
• Has taught Sales & Distribution Management for Agri-Business at MANAGE Hyderabad & NIAM Jaipur in past.
• Sales Excel Pvt. Ltd. Gurgaon: Principal Consultant, November 2006-June 2007. In the capacity has carried out research and consultancy projects for many companies and have developed teaching cases and training programs for companies like Nokia, Britannia Industries ltd., Cargill Foods, Tata Sky, Airtel etc.

In capacity also carried out many Process Review exercises for different companies and has developed Sales Operations Manual for two companies.

• Omkarananda Institute of Management & Technology, Rishikesh: Lecturer, March 2000 - June 2003
• Thermax Culligan Water Technologies Ltd: Business Development Executive, March 1998 - June 1999.
• Blue Dart Express Ltd.: Sales Executive, August 1997- February 1998.

Academic Distinction (Awards and Scholarships)

• Conceptualized and established Behavioral Research lab at XLRI Jamshedpur. The lab is operational since September 2011. It is first of its kind lab in India and is equipped to carry out research in the field of management using principles and knowledge from cognitive psychology and cognitive neurology. ??Has undertaken many research projects in past including:

a. Product placements in Video Games b. Experimental research on customer service and attrition in BPO sector c. Study on Rash Driving behaviour by Teenagers d. Study on Willingness to Save and Transact among Low Income Class Population e. Study on effectiveness of online services provided by government f. Some of these projects were company sponsored and some independent research projects sponsored by XLRI.

• Won Best paper award for paper titled Shopping During End of the Season Sale: Impact of Market Related Factors presented at 3rd International Conference of Management and Finance 2008, organsied by Department of Management Studies, University of Colombo from 10th-11th of December 2008.
• Won Best paper award for paper titled Study of Outshopping Behaviour in India using Structure Equation Modeling presented at COSMAR 2006 organised by Department of Management Studies, Indian Institute of Science (IISc) Bangalore from 21st - 23rd of September 2006.

Adminstrative Distinction

• As Area Chairperson since last 5 years have been responsible for hiring new faculty members (added 4 in the area), managing programs successfully, allocation of courses and workload, driving research and international collaboration both for Marketing Scholars and Faculty members. In the capacity have also been responsible for promoting Marketing area activities and building opportunities for students through various activities.
• Member of Faculty Advisory Committee to plan XLRIs Strategy and Financial plan for coming 5 years
• Member of Assured Learning Committee formed to work for AACSB certification for XLRI.
• Member of MDP & In- Company training committee for XLRI and as part of the same has developed strategy for marketing of MDP and In-company programs
• In past has been member of :

Faculty Advisory Committee for Placement from 2009-2012

Admissions Committee from 2010-2012 Diamond Jubilee Celebration Committee of XLRI Vision, Mission review committee and was made responsible for developing an implementation plan for the same. Course Curriculum Review Committee for flagship program (BM) of XLRI Course Curriculum Review Committee for one year General Management Program (GMP) of XLRI

Area of RESEARCH INTERESTS

• Utilized Statistical Programs viz.SPSS, AMOS and Answer Tree extensively.
• Used Quantitative (survey) and Qualitative (Ethnography, Interview, Focus Group, Observation and Case study) method for data collection and data analysis (Content analysis, Structure Equation Modelling, Clustering, Multiple Regression, ANOVA etc.).

Journal Articles-Refereed

International:

• Pathak, A. & Varshney, S. (2016), Challenges Faced By Women Entrepreneurs in Rural India: The Case of Avika, The International Journal of Entrepreneurship and Innovation (accepted for publication)
• Pathak, A. & Varshney, S. (2015), Treks N Rapids: Adventure Sports Tourism in India", Ivey Publishing, (Product Number: 9B15M103)
• Varshney, S. et.al. (2015), Demographic Profile of Internet-Using Population of India, Management and Labour Studies, Vol. 39(4), September
• Angshuman, G., Venugopal, P. & Varshney, S. (2014), Social Media WOM: Definition, Consequences and Inter-relationships, Management and Labour Studies, Vol.39 (3), August, pg. 293-308
• Angshuman, G. & Varshney, S. (2013), Luxury Goods Consumption: A Conceptual Framework Based on Literature Review, " South Asian Journal of Management, Vol 20.2 April-June 2013
• Sriram, D. & Varshney, S. (2012), "A Multistage Behavioural and Temporal Analysis of CPV in RM," Journal of Business & Industrial Marketing, Vol. 27, (5), pg 403-411
• Kumar Payal & Varshney, S. (2011), Gendered Scholarship: Exploring the Implications for Consumer Behaviour Research, Equality, Diversity and Inclusion: An International Journal, Vol. 31 Iss: 7, pp.612
• Varshney, S. & Goyal A. (2006), A Review and Extension of the Outshopping Paradigm to Indian Context, Asia Pacific Journal of Marketing & Logistics, Vol. 17(4), pg: 30-62
• Varshney, S. and Goyal, A., (2006), Outshopping Behaviour: A Small Town Perspective (India), South Asian Journal of Management, Vol. 13(2), pg: 66-86