SelectedWorks - Shikhar Sarin

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Selected Works of Shikhar Sarin

Kirk and Marsha Smith Professor of Marketing, Department of Marketing

Shikhar Sarin is a Professor of Marketing at the College of Business and Economics at Boise State University. Dr. Sarin holds a bachelor’s and master’s degrees in electrical engineering, and a Ph.D. in marketing from The University of Texas at Austin. He is recognized worldwide as an expert in marketing strategy, high-tech markets, innovation, new product development, sales and customer satisfaction. Dr. Sarin is an Associate Editor of the Journal of Product Innovation Management, and Technological Forecasting and Social Change. He has guest edited special issues of Industrial Marketing Management (2008), and the Journal of Product Innovation Management (2009). Dr. Sarin has consulted and provided executive education programs extensively for several Fortune 500 firms. He has taught courses at the undergraduate, graduate and doctoral levels, and has directed two award winning Ph.D. dissertations.

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About Shikhar Sarin

Shikhar Sarin is a Professor of Marketing at the College of Business and Economics at Boise State University. Dr. Sarin holds a bachelor’s and master’s degrees in electrical engineering, and a Ph.D. in marketing from The University of Texas at Austin. He is recognized worldwide as an expert in marketing strategy, high-tech markets, innovation, new product development, sales and customer satisfaction. Dr. Sarin is an Associate Editor of the Journal of Product Innovation Management, and Technological Forecasting and Social Change. He has guest edited special issues of Industrial Marketing Management (2008), and the Journal of Product Innovation Management (2009). Dr. Sarin has consulted and provided executive education programs extensively for several Fortune 500 firms. He has taught courses at the undergraduate, graduate and doctoral levels, and has directed two award winning Ph.D. dissertations.

Present	Kirk and Marsha Smith Professor of Marketing, Department of Marketing and Finance, Boise State University ‐ Department of Marketing
Institution Organization Position Type Position Title Time Period to Options Current Position Affiliate my profile with this Institution

Business

Marketing Strategy, New Product Development, Marketing of High-Tech Products, and E-Commerce/E-Business

2004 Presidential Research and Scholarship Award
2008 Guest Co-Editor - Industrial Marketing Management
2008 - Present Kirk and Marsha Smith Professorship
2009 Guest Editor – Journal of Product Innovation Management
2009 Boise State University Office of Research Administration Grant
2017 - Best Paper Award in the Innovation and New Product Development Track for "Extrinsic Rewards, Intrinsic Motivation and New Product Development Performance", 2017 American Marketing Association Summer Educator's Conference
2024: Ada Burke Endowed Fellowship - College of Business and Economics, Boise State University

Marketing of High-Tech Products
Internet Marketing/Marketing and the World Wide Web
Business Perspectives
New Product Development and Management
Marketing Research
Consumer Behavior

The Effect of Team Leader Characteristics on Learning, Knowledge Application, and Performance of Cross-Functional New Product Development Teams (Shikhar Sarin and Christopher McDermott) Decision Sciences (2023)

This study examines how leadership characteristics in new product development teams affect the learning, knowledge application, and subsequently the performance of these teams. Using data from a study of 229 members from 52 high-tech new ...

Exploring the Future of Market Driving: A Dialogue with Marketing Thought Leaders (Fiona Schweitzer, Stacey L. Malek and Shikhar Sarin) Industrial Marketing Management (2023)

Although theory points to the relevance of dynamic capabilities in firms that seek to drive new markets, we lack a clear understanding of how firms can develop and apply such capabilities. In this paper, we ...

Overcoming Bias Against Funding of Female-Led Entrepreneurial Initiatives: The Democratizing Influence of Online Crowdlending Platforms (Shivendu Pratap Singh, Trina A. Sego and Shikhar Sarin) Service Business (2022)

Crowdlending platforms are becoming an increasingly prominent alternative funding channel for marginalized entrepreneurs to traditional financing. We examine whether the gender bias generally seen in conventional funding channels extends to the funding of female-led ventures ...

A Measurement Model of the Dimensions and Types of Informal Organizational Control: An Empirical Test in a B2B Sales Context (Stacey L. Malek, Shikhar Sarin and Bernard J. Jaworski) International Journal of Research in Marketing (2022)

Sales organizations are replete with informal forms of organizational control. Despite this, marketing and management literature has primarily focused on the theoretical development and empirical testing of formal, managerial forms of control. One reason research ...

Co-Citation, Bibliographic Coupling and Leading Authors, Institutions and Countries in the 50 Years of Technological Forecasting and Social Change (Alicia Mas-Tur, Norat Roig-Tierno, Shikhar Sarin, et al.) Technological Forecasting and Social Change (2021)

Technological Forecasting and Social Change (TF&SC;) is a leading international journal that publishes major advances related to technological forecasting and future studies. The journal was launched in 1969 and in 2019 celebrated its 50th anniversary. ...

Driving Markets: A Typology and a Seven-Step Approach (Bernard J. Jaworski, Ajay K. Kohli and Shikhar Sarin) Industrial Marketing Management (2020)

We identify four distinct market-driving processes based on the level of the entity driving the market and the type of change being driven: The Pied Piper; the Guild; the Evangelist; and the Apostles. Following this, ...

Uncovering the Knowledge Flows and Intellectual Structures of Research in Technological Forecasting and Social Change: A Journey Through History (Shikhar Sarin, Christophe Haon, Mustapha Belkhouja, et al.) Technological Forecasting and Social Change (2020)

Technological Forecasting and Social Change (TF&SC;) celebrates its fiftieth anniversary this year. The anniversary represents an appropriate time for an introspective analysis of the journal's history and impact. This study presents a bibliometric analysis of ...

Sales Management Control Systems: Review, Synthesis, and Directions for Future Exploration (Stacey L. Malek, Shikhar Sarin and Bernard J. Jaworski) Journal of Personal Selling & Sales Management (2018)

Sales management control systems (SMCSs) are designed to align salespeople’s activities and actions with organizational objectives. This article reviews and synthesizes over 50 SMCS articles published in sales, marketing, and management journals over the past ...

Patterns of Knowledge Outﬂow from Industrial Marketing Management to Major Marketing and Specialized Journals (1999–2013): A Citation Analysis (C. Anthony Di Benedetto, Shikhar Sarin, Mustapha Belkhouja, et al.) Industrial Marketing Management (2018)

Journals often mark special, commemorative occasions and major milestones by engaging in healthy introspective evaluations of their history, strategy, evolution, and impact (e.g.,Calabretta, Durisin, & Ogliengo, 2011; Chintagunta et al., 2013; Huber, Kamakura, & Mela, ...

Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions (Shikhar Sarin, Goutam Challagalla and Ajay K. Kohli) Journal of Marketing Research (2012)

This study investigates the role of supervisors in implementing changes in marketing strategy. The authors propose that perceptions of outcome-oriented supervisory actions influence salespeople's primary appraisals of a strategic change (i.e., whether the change will ...

Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study (Shikhar Sarin, Trina Sego, Ajay K. Kohli, et al.) Journal of Personal Selling and Sales Management (2010)

Taking Stock and Looking Ahead: An Introduction to the Special Issue on New Product Development Teams (Shikhar Sarin) Journal of Product Innovation Management (2009)

First Among Equals: The Effect of Team Leader Characteristics on the Internal Dynamics of Cross-Functional Product Development Teams (Shikhar Sarin and Gina Colarelli O’Connor) Journal of Product Innovation Management (2009)

Drawing upon the Path-Goal Theory of leadership, this study examines the effect of team leader characteristics on an array of conflict resolution behavior, collaboration, and communication patterns of cross-functional new product development (NPD) teams. A ...

An Introduction to the Special Issue on Marketing of High-Technology Products, Services and Innovations (Shikhar Sarin and Jakki Mohr) Industrial Marketing Management (2008)

We are pleased to introduce this special issue on marketing of high-technology products and innovations. High-technology industries are distinguished by increasing turbulence, and time-and information-intensive environments (Mohr, Sengupta, & Slater, in press). Additionally, issues related ...

Drucker's Insights on Market Orientation and Innovation: Implications for Emerging Areas in High-Technology Marketing (Shikhar Sarin and Jakki J. Mohr) Journal of the Academy of Marketing Science (2008)

In 1954, Drucker boldly declared that organizations have only two basic functions, marketing and innovation. While true for any organization, this insight is particularly pertinent for technology-based businesses. The complicated environment surrounding high-tech companies creates ...

From Market-Driven to Market-Driving: A New Paradigm for the Marketing of High-Tech Products and Innovations (Stacey B. Hills and Shikhar Sarin) Journal of Marketing Theory and Practice (2003)

Strategic Use of Bundling for Marketing New High-Tech Products: Strategies for Reducing Consumers' Risk Perception (Shikhar Sarin, Trina Sego and Nataporn Chanvarasuth) Journal of Marketing Theory and Practice (2003)

The Effect of Team Leadership on the Learning and Performance of Cross-Functional Product Development Teams (Shikhar Sarin and Christopher McDermott) Decision Sciences (2003)

The Effect of Reward Structures on the Performance of Cross-Functional Product Development Teams (Shikhar Sarin and Vijay Mahajan) Journal of Marketing (2001)

The Identification of Target Firms and Functional Areas for Strategic Benchmarking (Patrick L. Brockett, Linda L. Golden, Shikhar Sarin, et al.) The Engineering Economist (2001)

'Bundling', 'Market Segmentation and Positioning', 'Competitive Advantage', 'Core Competencies', 'First Mover Advantage', and 'Value Proposition' (Shikhar Sarin) Wiley International Encyclopedia of Marketing (2011)

With 360 entries from over 500 global experts, the Encyclopedia offers one of the premier business reference sources available worldwide. Entries are arranged alphabetically within each subject volume. Each volume carries an index.

Moore's Crossing the Chasm Model (Shikhar Sarin and Geoffrey Moore) Indian School of Business (2021)

The discussion centered around the origins and roots of Moore’s Crossing the Chasm model, its relevance to emerging economies like India and business markets, and future evolutions and iterations of the model.