Sunil Singh

Associate Professor

Department

Marketing

Education

Ph.D., Marketing, University of Missouri -Columbia, USA
MBA, Marketing, Xavier Labor Relations Institute, India
B-Tech, Mechanical Engineering, College of Engineering and Technology, India

Teaching Areas

Personal selling
Marketing research
Managerial marketing

Research Interests

Implementing marketing strategy at the firm-customer interface
Influence and persuasion
Textual analysis

Publications

Singh, Sunil K. (2025), “How Much Self-Reference is Enough,” Journal of Interactive Marketing.
Singh, Sunil K., Detelina Marinova, and Jagdip Singh (2020), “B2B E-Negotiations and Influence Tactics,” Journal of Marketing, 84 (2), 47-68.
Marinova, Detelina, Sunil K. Singh, and Jagdip Singh (2018), “Frontline Problem-solving Interactions: A Dynamic Analysis of Verbal and Nonverbal Cues,” Journal of Marketing Research, 55 (April), 178-192.
Singh, Sunil K., Detelina Marinova, Jagdip Singh, and Kenneth Evans (2018), “Customer Query Handling in Sales Interactions,” Journal of the Academy of Marketing Science, 46 (5), 837-856.

Biography

Professor Singh’s research examines marketing strategy issues at the organizational frontline, with particular emphasis on sales interactions, service encounters, interpersonal influence and firms’ strategic disclosures. Across these research streams, he uses empirical modeling, machine learning, large language models, theory-driven experiments, field studies and secondary data to generate insights for managers, customers, investors and society.

Professor Singh’s research has been published in leading marketing journals, including the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science and Journal of Interactive Marketing. He also serves on the editorial board of the Journal of Marketing and his research has been recognized through honors such as the Louis W. Stern Award finalist, the Shelby D. Hunt/Harold H. Maynard Award finalist. In the classroom, he has taught courses across graduate and undergraduate programs, including personal selling, sales management, managerial marketing and marketing research. Prior to entering academia, he gained industry experience in consulting (with McKinsey & Company) and service operations (with Genpact).

Awards

Emerging Scholar Research Award, College of Business, University of Nebraska-Lincoln (2018)
Winner, OFR Symposium Young Scholar Award. (2017)
Finalist, May Kay Dissertation Proposal Competition. (2015)
ISBM Business Marketing Doctoral Fellow. (2015)
Winner, AMA Sales SIG Dissertation Proposal Competition. (2015)
Winner, ISBM Dissertation Proposal Competition. (2015)
AMA-Sheth Doctoral Consortium Fellow. (2014)