sanketv@iimamritsar.ac.in
Dr. Sanket Vatavwala is a faculty in the area of marketing management at IIM Amritsar. He completed his Ph.D. in marketing management from IIM Indore. His research interest includes business-to-business/industrial marketing, sustainable marketing, digital marketing, and public-policy marketing. He has published research papers in Industrial Marketing Management and Journal of Nonprofit & Public Sector Marketing. He has published case studies with teaching notes and a book chapter. He has presented his research papers in national and international conferences. He received scholarship for the 7th AIM-AMA Sheth Foundation Doctoral Consortium in 2019. His corporate background encompasses roles within material handling industry (industrial services), weighing solutions-heavy industry, oil and gas, and event management industry in sales/marketing/business development roles.
Vatavwala, S., Kumar, B., Sharma, A., Billore, A., & Sadh, A. (2022). Customer disengagement in business-to-business markets: A framework for analysis. Industrial Marketing Management, 105, 114-130. (ABDC Rating – A*)
Kumar, B., Sharma, A., Vatavwala, S., & Kumar, P. (2020). Digital mediation in business-to-business marketing: A bibliometric analysis. Industrial Marketing Management, 85, 126-140. (ABDC Rating – A*)
Thomas, S., Kureshi, S.,
& Vatavwala, S. (2019).
Cause-related marketing research (1988–2016): An academic review and
classification. Journal of Nonprofit & Public Sector Marketing, 32(5),
488-516. (ABDC Rating – B)
Vatavwala, S. and Nargundkar, R. (2019). Myntra: Venturing Offline, Case Centre, (Case No:
520-0013-1 and Teaching Note No: 520-0013-8).
Thomas, S., Abhishek, Vatavwala, S., and Sinha, P.K. (2017). BigBasket.com: Redefining the Business Model, IIMA Case Publishing Unit, (Case No: MAR0492 and Teaching Note No: MAR0492TN).
Thomas,
S., Abhishek, Chawla, N., and Vatavwala,
S. (2017). Patanjali Ayurved – Capturing Ayuredic FMCG Market, Case Centre, (Case No: 517-0035-1 and Teaching
Note No: 517-0035-8).
Vatavwala, S., Kumar, B., and Sharma, A. Enhancing upselling and cross-selling in business-to-business markets: The critical need to integrate customer service and sales functions (2023). Jagdish Sheth, Emmanuel Mogaji, Varsha Jain, Anupama Ambika (editors) Customer-Centric Support Services: The Next Frontier for Competitive Advantage in the Digital Era. (Chapter 8) McMillan, UK.
Thomas, S., Abhishek, and Vatavwala, S. (2019). Patanjali ayurved
limited: Driving the ayurvedic food product market. John Byrom and Dominic Medway (editors)
Consumer Science and Strategic Marketing: Case
Studies in Food Retailing and Distribution. (pp. 119-136) Elsevier -
Woodhead Publishing.
Business-to-Business Marketing/Industrial Marketing
Digitalization in Business-to-Business Markets
Sales and Negotiations
Sustainability and Marketing
Business Research Methods
Marketing Management
Brand Management
