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Sandeep Puri

Sandeep Puri

Associate Professor

Area: Marketing
Email: spuri@imt.edu

PGDM (E) from IMT, Ghaziabad, 2007
B. Pharmacy, Amravati University, 1991
Ph.D. from Jaipur National University, 2013

Sales Management, CRM, Sports Marketing and Marketing Management

Sales Management, Marketing Strategy and CRM

Publications:

Cases Published

  • Sandeep Puri, Kirti Khanzode, and Alison Beard, “ Expand the Menu”, Harvard Business Review, 94(6) June 2016,pp.109-113
  • Mishra, G, and Puri, S “Cyklop Battles with Service-Domain Employee Exits” with Product Number –  9B16M224 is published with Ivey Publishing
  • Puri, S; Joshi, S and Debnath, S, “Eveready: Taking on the Indian Consumer-Appliance Market” with Product Number –  9B16M200 is published with Ivey Publishing.
  • Puri, S; Ajeya, A and Chugh, J, “Patanjali takes on Industry Giants” with Product Number –  9B16A039 is published with Ivey Publishing.
  • Puri, S; Khanzode, K and Jain, R, “Moshi Looks to Popularize Fusion Fare in Dubai” with Product Number –  9B16A032 is published with Ivey Publishing.
  • Puri, S, and Puri, S “Rx Pharmacy: Physical Versus Online Options” with Product Number – 9B16M115 is published with Ivey Publishing
  • Puri, S; Kaushik, A and Kachhwal, K “Reckitt Benckiser: Developing a New Laundry-Care Category in India”, with Product Number – 9B16A026 is published with Ivey Publishing.
  • Batra, S, and Puri, S “Baggout: Growing a Social Curation Strat-Up” with Product Number –  9B16M086 is published with Ivey Publishing.
  • Puri, S and Krishna, S. “Puma’s Challenge To Sustain Leadership Position In India” with Product Number –  9B16A006 is published with Ivey Publishing.
  • Puri, S; Agarwal, S; Upadhyay, S, and Chatterjee, D. “Paytm: Targeting More Pockets for its Mobile Wallet” with Product Number –  9B16M026 is published with Ivey Publishing.
  • Puri, S; Taneja, B; Gupta, P, and Menon, A. “Amul Dairy: Camel Milk Launch In India” with Product Number –  9B16M020 is published with Ivey Publishing.
  • Puri, S; Chabbra, S, and Peshin, K. “Britannia Industries: Maintaining A Market Lead” with Product Number –  9B16M022 is published with Ivey Publishing.
  • Pandey, N; Singh, S and Puri, S., “Marketing at Nyassa” with Product Number –  9B16A004 is published with Ivey Publishing.
  • Puri, S; Kapoor, S; Mathur, T and Kaur, , “Should Natco Explore The Out-Licensing Opportunity” with Product Number –  9B15A072 is published with Ivey Publishing.
  • Puri, S; Subramanian, M and Grandhi, A. (2015), “Hindustan Unilever Mulls Over E-grocery Market Option” with Product Number – 9B15A054 is published with Ivey Publishing.
  • Khanzode,K and Puri, S (2015), “Raju Omlet: Expanding In The United Arab Emirates” with Product Number – 9B15A052 is published with Ivey Publishing.
  • Puri, S; Kapoor, S; Mathur, T and Kaur, A. (2015), “Should Natco Explore The Out-Licensing Opportunity” with Product Number – 9B15A072 is published with Ivey Publishing.
  • Batra, S and Puri, S (2015), “GCS Consulting: Should Corporate Or Personal Interests Come First?” with Product Number – 9B15M042 is published with Ivey Publishing.
  • Puri, S; Begen, M; Nangia,A; Rawal, A and Rawat, M. (2015), “Lakshmi Project: Sales Structure Dilemma” with Product Number – 9B15A019 is published with ISB-Ivey Publishing.
  • Puri, S and Puri, S (2015), “Dilemma of an Area Manager” with Product Number: case 1-430-432 is published with Globalens (University of Michigan).
  • Batra, S and Puri, S (2015), “Flipkart: The Big Billion Day Fiasco” with Product Number: case 1-429-431 is published with Globalens (University of Michigan).
  • Dhanaraj, C; Puri, S; and Subramanian, M (2015), “ Agro Tech Foods and the Branded Pulses Segment” with Product Number – IMD-7-1642 is published with IMD, Lausanne
  • Puri, S; Bhatnagar,U; Rawat, P; Shandilya,K (2015), “Boroline Branding: More Than Cosmetic Changes” with Product Number: case 1-429-432 is published with Globalens (University of Michigan).
  • Puri, S; Srinivas, A and Kartikeyun, A (2015), “Should Cairn India Venture into Offshore Drilling?” with Product Number – 9B14M136 is published with Ivey Publishing.
  • Puri, S; Sharma,P; Sudan, M and Basu, S (2014), “Hindustan Unilever and The Prenatal Care Market” with Product Number : case 1-429-405 is published with Globalens ( University of Michigan).
  • Ranjan, J and Puri, S (2014), “Ideas Kitchen’s Expansion Fix”with Product Number – 9B14M132 is published with Ivey Publishing.
  • Puri, S; Rawat, M; Rawal, A and Nangia, A. (2014), “Should Kellogg’s Launch Gluten-Free Products in India” with Product Number – 9B14A030 is published with Ivey Publishing.
  • Puri, S. (2014), “Parkin Laboratories: Sales Force Effectiveness” with Product Number – 9B14A015 is published with Ivey Publishing.
  • Case “Ajanta Packaging” (2014) with Product Number – 9B13A049 is published by Ivey Publishing.
  • Case “Should Ranbaxy launch an Energy Candy in India” (2013) with Product Number – 9B13M107 is published by Ivey Publishing.
  • Case: “Whirlpool and The Built-In Appliances Industry in India” (2013) with Product Number – 9B13M082 is published by Ivey Publishing.
  • Case: Parkin Laboratories: Sales Target Dilemma (2013) with Product Number – 9B13A017 is published by Ivey Publishing.
  • Puri, S.; Ranjan, J; Khanna,A and Bhalla, B, (2013), “Magic Automobiles” with product number- 513-082-1 is listed with ECCH (European Case Clearing House)
  • Puri, S. and Ranjan, J. (2013), “CRM at Shraddz Restaurants” with product number- 513-003-1 is listed with ECCH (European Case Clearing House)

Papers in International Journals

  • Puri, S and Verma, R. (2014) ‘Technology failing CRM: current issues in the Indian banking industry’, Int. J. Intercultural Information Management, Vol. 4, No. 4, pp.238–246.
  • Puri, S., Sehgal, V and Sharma, V. (2013) ‘Customer centricity with predictive analytics in Indian retailing’, Int. J. Intercultural Information Management, Vol. 3, No. 3, pp.207–218.
  • Puri, S. and Ranjan, J. (2012) ‘Study of logistics issues in the Indian pharmaceutical industry’, Int. J. Logistics Economics and Globalisation, Vol. 4, No. 3, pp.150–161.
  • Ranjan, Jayanthi and Puri, Sandeep, (2012) “Out of stock conditions affecting Customer satisfaction and customer loyalty” “The Journal of Business & Retail Management Research”. Volume 6, Issue 2, pp. 38-52
  • Puri, S. and De, K.(2012), “ Consumer Preferences towards Private Labels-A study in Delhi”, The Business and Management Review, Vol. 2, No. 1, pp.192–204.
  • Puri, S. and Ranjan, J. (2011) ‘Value drivers for technology enabled sales force automation’, Int. J. Electronic Customer Relationship Management, Vol. 5, Nos. 3/4, pp.259–271.
  • Ranjan, Jayanthi; Puri, Sandeep, “Sales Force Automation: Research Agenda”, International Journal of Value Chain Management, Vol. 5, No. 2, 2011,pp.141-150
  • Puri, Sandeep; Dwivedi, H.; and Sharma, B. “Private Labels – Capturing a Greater Share in the Indian Retail”, Advertising Express (I.U.P. Publ.), Vol. XI, No.4, April 2011, pp. 26-29.

Articles published in Magazines/Newspapers

  • Puri, Sandeep, and Sen, Abhishek, The traditional grocer, the speculative customer and digital value, Progressive Grocer, September 2016, pp. 88-92.
  • Puri, Sandeep; Gaurav, A and Agarwal, R, “Changing contours of Online Retail”, Progressive Grocer, May 2015, pp. 18-24.
  • Puri, Sandeep; and Awasthy Neeraj, “Priced Space “, Progressive Grocer, September 2012, pp. 20-22.
  • Puri, Sandeep; and Tandon, J.K. “ABCD of Sales “, Progressive Grocer, July 2012, pp. 14-18.
  • Puri, Sandeep, “Manage Loyalty Reap Profits”, Progressive Grocer, May 2012, pp. 12-14.
  • Puri, S; and Sharma, B. “Private Labels-The Rising Star of Retail”, Retail Biz, April-June 2012, pp. 25-27.
  • Puri, Sandeep; and Ranjan, Jayanthi. “Stock outs ousting Customers”, Progressive Grocer, April 2012, pp. 72-74.
  • Puri, Sandeep; and De, Kalyan. “The Changing Face of Private Labels “, Progressive Grocer, March 2012, pp. 46-49.
  • Puri, Sandeep; and Dwivedi, H. “Going Global with Private Labels”, Retail Biz, Vol. 8, No.7, February 2011, pp. 29-31.
  • Article on “MBA & Student Life” was published in “The Economic Times”, October 30,2007

Books

  • Keegan, W; Brill, E and Puri, S “Global Marketing Management” Pearson Education Limited, 2013, isbn: 10:0-273-76868-9 (International Edition contributor)

Edited Books

  • Jham, Vimi; Puri,S., “ Consumer-Centric Marketing Management”, IGI Global, USA, 2014, isbn: 978-1-4666-4357-4
  • Chopra, R; Ranjan, J; Puri, S; Awasthy, N., “Beyond Norms Strategies for Excellence”, Bloomsbury Publishers 2012, isbn: 978-93-82563-45-7
  • Chopra, R; Puri, S, ; Ranjan, J; Malhotra, G., “Beyond Norms Management for Excellence”, Bloomsbury Publishers 2012, isbn: 978-93-82563-44-0
  • Puri, S; Ranjan, J; Chopra, R. “Beyond Norms Marketing for Excellence” Bloomsbury Publishers 2012, isbn: 978-93-82563-46-4
  • Ranjan, J; Chopra, R; Puri, S; “Beyond Norms IT for Excellence”, Bloomsbury Publishers 2012, isbn: 978-93-82563-43-3
  • Puri, S; Ranjan, J; Chopra, R; and Mitra, J., “Trends in Marketing towards Business Excellence”. New Delhi, Macmillan Publishers. 2011, isbn: 978-935-059-028-7
  • Chopra, R; Ranjan, J; Puri, S; and Mitra, J., “Facets of Business Excellence”, New Delhi, Macmillan Publishers. 2011,isbn: 978-935-059-029-4
  • Ranjan, J; Mitra, J; Chopra, R; and Puri, S., “IT for Business Excellence”, New Delhi, Macmillan Publishers. 2011, isbn: 978-935-059-027-0
Conferences Co-Chaired
  • Second International conference on International Conference on Facets of Business Excellence – Beyond Norms-Thinking Out of the Box (FOBE 2012), November 29-December 2, 2012 at Indian Habitat Centre, Delhi
  • First International conference on International Conference on Facets of Business Excellence – Leveraging Information Technology for Strategic Advantage (FOBE 2011), November 4-7, 2011 in partnership with Essex Business School, University of Essex, UK at Indian Habitat Centre, Delhi
Papers presented in International and National Conferences
  • Puri, Sandeep; and Verma, R, “Technology failing CRM: Current issues in the Indian banking industry”, International Conference on Social Media for Business, organized by IIM, Raipur, 10-11 January, 2014 held at Raipur.
  • Puri, Sandeep; and De, Kalyan. “Factors affecting Consumer choice of Private labels”, International Conference on Changing Perspectives & Paradigms in Business and Behavioral Sciences, organized by Thapar University, 27-28 April, 2012 held at Patiala.
  • Puri, Sandeep; and De, Kalyan. “Consumer Preferences towards Private Labels-A study in Delhi”, presented at International Conference on the Restructuring of the Global Economy (ROGE), organized by Academy of Business and Retail Management , London held during 1-2 February, 2012 held at Pune
  • Ranjan, J and Puri, S “Out of stock conditions affecting Customer satisfaction and customer loyalty” presented at International Conference on the Restructuring of the Global Economy (ROGE), organized by Academy of Business and Retail Management , London held during 1-2 February, 2011 held at Pune
Academic Experience
  • Working at IMT Ghaziabad since Oct, 08
  • Visiting faculty at S P Jain, Singapore
  • Visiting faculty at the Fachhochschule Vorarlberg, Austria
  • Visiting faculty at IMT, Dubai
  • Visiting faculty at Great Lakes Institute of Management, India
Professional Experience
  • Deputy General Manager, Marketing, Trident Group
  • Worked in Novartis India at different positions in Sales and Marketing
Achievements and Awards
  • Attended High Impact Sales Strategy program at Kellogg School of Management(May 2016)
  • Attended Master Teacher Program at Indian School of Business (ISB, Hyderabad) – August-September, 2014
  • Winner of International Sales Excellence Award at Basel, Switzerland for 1999. First Indian to win this award in Novartis. Also winner of many performance awards in Novartis throughout the career.
  • University Topper during B.Pharmacy
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