Aditi Sharma

Overview:

Dr. Aditi Sharma is an Assistant Professor of Indian Institute of Management Bodh Gaya, in the area of Marketing. She received his Ph.D. from Indian Institute of Management, Kozhikode in the research area of Marketing with the thesis titled as “Influence of Jilting on Sales Performance: A conservation of resources theory approach.” Her research interests include Sales performance and its influencers, Emotions in sales, Positive Psychology of Salesperson/Sales force, Digital Sales, Marketing Analytics in sales.

Academic background:

• Ph.D. in Management – Marketing, Indian Institute of Management, Kozhikode
• Ph.D. in Management – Marketing, NIMS University, Jaipur
• 4.5 Year Integrated MBA- Marketing, and International Business, Amity University, Noida

Teaching Interests:

• Sales and Distribution
• Marketing Management
• Advanced Methods in Marketing Research
• Digital Marketing

Research Interests:

• Sales performance and its influencers
• Emotions in sales
• Positive Psychology of Salesperson/Sales force
• Digital Sales

View Research Profile

Research Publications:

• Rangarajan, D., Badrinarayanan, V., Sharma, A., Singh, R. K., & Guda, S. (2022). Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment. Journal of Business & Industrial Marketing, 37(11), 2361-2379. (JBIM-ABDC “A”).
• Sharma, A., Chawla, V., Guda, S., Rangarajan, D., Swain, A. K. (2022). Adaptive Selling, Anxiety and Emotional Exhaustion among Salespeople. Journal of Marketing Theory and Practice. This paper has been sent for publication and is under review (Second-round). (JMTP-ABDC- “B”).
• Sharma, A., & Chowhan, S. S. (2013). To study marketing strategies for car loans customers: a comparative study of public sector banks and private sector banks with special reference to Meerut, UP.CLEAR International Journal of Research in Commerce & Management, 4(7), p39-45.
• Sharma, A., & Chowhan, S. S. (2013). Concept of Six Sigma and its application in banking. Indian Journal of Applied Research, 3(7), 433-436.
• Sharma, A., & Chowhan, S. S. (2014). Relevance of Ethics in Marketing. International Research Journal for Intellectual Science & Management, Vol: VII, September 2014.

Conference and Workshops Attended:

• Sharma, A., Guda, S., Rangarajan, D. (2023).“Influence of Jilting on Sales Performance”, accepted for the 6th Industrial Marketing Management Summit. January 2023. 
• Sharma, A., Guda, S., Chawla, V. (2023). “Improvement starts with I' Self-enhancement and Sales performance”, accepted for 2023 AMS World Marketing Congress (WMC) co-hosted with the Kent Business School, Canterbury (UK). July 2023.
• Sharma, A., Guda, S. (2022). “Influence of Self-Enhancement Bias on Intention to sell after sales loss/ failure: A conservation of resources theory approach”, accepted for American Marketing Association Winter Conference. February 2022.
• Sharma, A., Guda, S. (2021). “Influence of Jilting on Sales Performance: A Conservation of Resource Theory Approach”, accepted for 15^thGreat Lakes-NASMEI Marketing Conference. December 2021.
• Sharma, A., Guda, S. (2021). “Role of Customer-Salesperson value co-creation in enhancing subjective well-being of the salesperson”, accepted for FORE International Marketing Conference. November 2021
• “ISB-JM Research Development Workshop” from January 11, 2020 to January 12, 2020 at ISB, Hyderabad campus.
• “Training Program on Statistical Techniques for Data Mining and Business Analytics” organised by “SQC and OR Unit” of Indian Statistical Institute, Bangalore from August 29, 2013 to August 31, 2013.