Shikhar Sarin, PhD
Professor, Marketing
ssarin@boisestate.edu • (208) 426-2732 • Mail Stop: 1630
Office Number: MBEB 2233 • Office Hours: By appointment
Shikhar Sarin is a Professor of Marketing at Boise State University (BSU). Since joining BSU in 2002, he has held the Kirk and Marsha Smith Endowed Chair (2007-2012) and served as an Associate Dean for the College of Business and Economics. Prior to joining BSU, Shikhar Sarin held the Robert and Irene Bozzone Endowed Chair in Management of Technology at Rensselaer Polytechnic Institute, New York (1996-2002). He served as affiliate faculty at Grenoble Ecole de Management (France), Indian School of Business (India), and Noble International Business School (Ghana). While on a leave of absence from BSU from 2018-2020, Dr. Sarin served as a Professor of Marketing and Co-Director of the Enterprise Innovation Unit of the New Zealand Institute for Business Research, at the University of Waikato (New Zealand).
Professor Sarin’s research interests include marketing strategy, new product development, innovation, marketing of high-tech products, digital commerce, personal selling and sales management, and bibliometrics. His research has been published in some of the leading journals in marketing and related fields including: The Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Decision Sciences, Journal of Product Innovation Management, Industrial Marketing Management, Technological Forecasting and Social Change, Journal of Business Research, Journal of Personal Selling and Sales Management, Journal of Marketing Theory and Practice, The Engineering Economist, and the Marketing Science Institute Monographs.
Shikhar has served as an Associate Editor of Technological Forecasting and Social Change (TFSC) since 2013. He also served as an Associate Editor of the Journal of Product Innovation Management (JPIM) from 2013 – 2018. JPIM and TFSC are two of the most highly regarded, multi-disciplinary research journals in technology and innovation management. Dr. Sarin serves on the Editorial Review Boards of the Journal of Product Innovation Management and Industrial Marketing Management. He has received several research awards from the American Marketing Association, Sales Education Foundation, and the Product Development and Management Association (PDMA), including the PDMA Best Dissertation Award. At Boise State University, he received the Presidential Research and Scholarship Award (2004), the College of Business and Economics Advisory Council Research Award (2013), a Foundation Scholars Research and Creativity Award nomination (2012), along with multiple nominations for the College of Business and Economics research awards (2010, 2011, 2012).
In addition, Shikhar is also an award-winning instructor. He is a two-time recipient of the Golden Apple Teaching Award (2013 and 2017) from the Boise State University Student Association (ASBSU), along with two Foundation Scholars Teaching Award nominations (2012, 2013). While at The University of Texas at Austin, he received the Fred Moore Award for Teaching Excellence (1995) from the College and Graduate School of Business. In 2019, he was nominated for a Division-wide Teaching Award at Waikato Management School, University of Waikato (New Zealand). Professor Sarin has taught courses on Marketing of High-Tech Products, Internet Marketing, Marketing Strategy, Product Development and Management, Marketing Research, Consumer Behavior, Business Perspectives, Assessing Business Opportunities, Competing in the Global Arena/International Business, and Principles of Marketing. He has taught at the undergraduate, graduate, executive, and doctoral levels, and has supervised three award winning Ph.D. dissertations.
Dr. Sarin has worked closely with several organizations in his executive education, research and consulting activities, including: General Electric, IBM, 3M, Hewlett-Packard, Schlumberger, Apple, Micron Technology, Bank of America/Merrill-Lynch, National Instruments, Lucent, Sprint, W.W.Grainger, United Technologies, Lockheed Martin, Russian Ministry of Atomic Energy (Minatom), Korea Advance Institute of Science and Technology, Albany International, Plug Power, Mechanical Technologies, Infosys, Allied Signals, and Clearwater Analytics, among others. He has also worked extensively with dozens of non-profits and small-medium sized businesses.
Selected Examples of Recent Publications:
Malek, Stacey, Shikhar Sarin, and Bernard Jaworski (Conditionally Accepted), “A Measurement Model of the Dimensions and Types of Informal Organizational Controls: An Empirical Test in a B2B Sales Context,” International Journal of Research in Marketing.
Rajabi, Reza, James S. Boles, Thomas G. Brashear and Shikhar Sarin (2021), “Selected Antecedents and Consequences of the Organizational Commitment of Salespeople: A Replication and Extension of Johnston et al (1990).” Journal of Business Research, 126 (March), 524-532.
Mas-Tur, Alicia, Norat Roig-Tierno, Shikhar Sarin, Christophe Haon, Trina Sego, Mustapha Belkhouja, and Alan Porter, José M. Merigó, (2021), “Co-citation, Bibliographic Coupling and Leading Authors, Institutions and Countries in the 50 years of Technological Forecasting and Social Change,” Technological Forecasting and Social Change, 165, 120487.
Malek, Stacey, Shikhar Sarin, and Christophe Haon (2020), “Extrinsic Rewards, Intrinsic Motivation and New Product Development Performance,” Journal of Product Innovation Management, 37 (6), 528-551. doi: 10.1111/jpim.12554
Jaworski, Bernard J., Ajay K. Kohli, and Shikhar Sarin (2020), “Driving Markets: A Typology and A Seven-Step Approach,” Industrial Marketing Management, 91 (November), 142-151.
Christophe Haon, Trina Sego, Drapeau, Nancy and Shikhar Sarin (2020), “Disconnect in Trade Show Staffing? A Comparison of Exhibitor Emphasis and Attendee Preferences,” Industrial Marketing Management, 91 (November), 581-595. doi:10.1016/j.indmarman.2020.03.016
Gotteland, David, James Shock, and Shikhar Sarin (2020), “Strategic Orientations, Marketing Proactivity, and Firm Market Performance,” Industrial Marketing Management, 91 (November), 610-620. doi:10.1016/j.indmarman.2020.03.012
Sarin, Shikhar, Christophe Haon, Mustapha Belkhouja, Alicia Mas-Tur, Norat Roig-Tierno, Trina Sego, Alan Porter, José M. Merigó, and Stephen Carley (2020), “Uncovering the Knowledge Flows and Intellectual Structures of Research in Technological Forecasting and Social Change: A Journey Through History,” Technological Forecasting and Social Change, 160 (November), 120210. doi.org/10.1016/j.techfore.2020.120210
Sarin, Shikhar, Christophe Haon, and Mustapha Belkhouja (2018), “A Twenty-Year Citation Analysis of the Knowledge Outflow and Inflow Patterns from the Journal of Product Innovation Management,” Journal of Product Innovation Management, 35 (6), 854-863.
Malek, Stacey, Shikhar Sarin, and Bernard Jaworski (2018), “Sales Management Controls Systems: Review, Synthesis, and Directions for Future Exploration,” Journal of Personal Selling and Sales Management, 38 (1), 30-55.
DiBenedetto, Anthony, Shikhar Sarin, Mustapha Belkhouja, and Christophe Haon (2018), “Patterns of Knowledge Outflow from Industrial Marketing Management to Major Marketing and Specialized Journals (1999-2013): A Citation Analysis,” Industrial Marketing Management, 69 (February), 13-17.
Sarin, Shikhar, Christophe Haon, and Mustapha Belkhouja (2018), “A Bibliometric Analysis of the Knowledge Exchange Patterns between Major Technology and Innovation Management Journals (1999 – 2013),” Journal of Product Innovation Management, 35 (1), 2-8.
Sarin, Shikhar, Goutam Challagalla, and Ajay K. Kohli (2012), “Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions,” Journal of Marketing Research, 49 (4), 564-580.
Sarin, Shikhar, Trina Sego, Ajay K. Kohli, and Goutam Challagalla (2010), “Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study,” Journal of Personal Selling and Sales Management, 30 (2), 141-155.
Mohr, Jakki and Shikhar Sarin (2009), “Drucker’s Insights on Market Orientation and Innovation: Implications for Emerging Areas in High-Technology Marketing,” Journal of the Academy of Marketing Science, 37 (1), 85-96.
Sarin, Shikhar (2009), “Taking Stock and Looking Ahead: An Introduction to the Special Issue on Cross-Functional New Product Development Teams,” Journal of Product Innovation Management, 26 (2), 117-122.
Sarin, Shikhar and Gina O’ Connor (2009), “First Among Equals: The Effect of Team Leader Characteristics on the Internal Dynamics of Cross-Functional Product Development Teams,” Journal of Product Innovation Management, 26 (2), 188-205. *Finalist – JPIM 2009 Best Paper Award.
Education
Ph.D. (Marketing) – The University of Texas at Austin
M.S. (Electrical Engineering) – The University of Texas at Austin
Bachelor of Engineering (Electronics Engineering) – Bangalore University, India