FLORIDA ATLANTIC UNIVERSITY®
C.M. Sashi

C.M. Sashi

Professor Emeritus
Marketing Department

Biography

C. M. Sashi received a Ph.D. in Marketing from the Kellogg School of Management at Northwestern University, an MBA from the Indian Institute of Management, Calcutta, and a B.Tech. in Mechanical Engineering from the Indian Institute of Technology, Kharagpur. His dissertation research won awards from the Marketing Science Institute and the American Marketing Association.

Dr. Sashi's research has been published in the Journal of Marketing Research, Quarterly Review of Economics and Business, Industrial Marketing Management, Journal of Business Research, Management Decision, International Marketing Review, Journal of Marketing Channels, Journal of Financial Services Marketing, International Journal of Contemporary Hospitality Management, European Journal of Marketing and other journals, and he has presented papers at many conferences.

Dr. Sashi has taught at Northwestern, Washington, and Florida Atlantic Universities. He has also taught executive education courses in the US and other countries. He has received several teaching awards including the Stewart Distinguished Professor Award and the TIP Award for Excellence in Teaching twice at Florida Atlantic University.

Prior to earning a Ph.D. and pursuing an academic career, Dr. Sashi worked as a Product Executive in industry. He has also served in several administrative roles including Chair of the University Computer Governance Committee, Acting Associate Dean of the College of Business, Ph.D. Coordinator and Chair of the Department of Marketing, Chair of the Faculty Assembly and Dean’s Distinguished Service Fellow in the College of Business.

Education

  • PhD (1985) Marketing, Northwestern University
  • MBA (1978) Marketing and Operations Management, Indian Institute of Management
  • Bachelor (1976) Mechanical Engineering, Indian Institute of Technology

Research Interests

  • • Interorganizational Relationships• Competitive Strategy• Social Media• Distribution Channels• B2B Markets

Intellectual Contributions

  • Sashi, C.M.; Brynildsen, Gina. (2022). Franchise Network Relationships and Word of Mouth Communication in Social Media Networks, Industrial Marketing Management, 102, 153-163
  • Sashi, C.M.. (2021). Digital Communication, Value Co-creation, and Customer Engagement in Business Networks: A Conceptual Matrix and Propositions, European Journal of Marketing, 55(6), 1643-1663
  • Sashi, C.M.; Brynildsen, Gina; Bilgihan, Anil. (2019). Social Media, Customer Engagement, and Advocacy: An Empirical Investigation using Twitter Data for Quick Service Restaurants, International Journal of Contemporary Hospitality Management, 31(3), 1247-1272
  • Murphy, Micah; Sashi, C.M.. (2018). Communication, Interactivity and Satisfaction in B2B Relationships, Industrial Marketing Management, 68, 1-12
  • Sashi, C.M.. (2015). Active Learning and Critical Thinking in Marketing: Using "Exercises" to Better Comprehend Concepts and Solve Problems, Global Journal of Management and Business Research: E Marketing, 15-E(2/Version 1.0), 10-19
  • Sashi, C.M.. (2014). A Social Media Experiential Learning Project to Engage Students and Enhance Learning in Retailing, Journal of Marketing Management, 2, 15-26
  • Sashi, C.M.. (2012). Customer Engagement, Buyer-Seller Relationships, and Social Media, Management Decision, 50(2), 253-272
  • Sashi, C.M.. (2011). The Make-Buy Decision in Marketing Financial Services for Poverty Alleviation, Journal of Financial Services Marketing, 15, 296-308
  • Sashi, C.M.. (2009). Buyer Behavior in Business Markets: A Review and Integrative Model, Journal of Global Business Issues, 3(2), 129-138
  • Sashi, C.M.. (2009). Conflict Resolution Strategies and Marketing Channel Relationships: Framework and Research Proposals, Journal of Global Business Management, 5(1), 163-169
  • Sashi, C.M.. (2005). The Division of Labor in Distribution and Industry Growth, Journal of Marketing Channels, 12(2)
  • Doney, Patricia; Mullen, Michael; Sashi, C.M.. (2004). Herman Miller vs. ASAL GmbH, Global Marketing Management, Wiley, New York, 654-659
  • Mullen, Michael; Sashi, C.M.; Doney, Patricia. (2003). Gray Markets: Threat or Opportunity? The Case of Herman Miller vs. ASAL GmbH, Advances in International Marketing, 14, 77-105
  • Sashi, C.M.; Gupta, Omprakash. (2002). Business Cycles, Product Differentiation, and the Postponement/Speculation Distinction, Asia Pacific Management Review, 7(4)
  • Sashi, C.M.; Karuppur, Devi. (2002). Franchising in Global Markets: Towards a Conceptual Framework, 19(5)
  • Sashi, C.M.; Kudpi, Vaman. (2001). Market Selection and Procurement Decisions in B2B Markets, Management Decision, 39(3)
  • Sashi, C.M.; O'Leary, Bay. (2001). The Role of Internet Auctions in the Expansion of B2B Markets,” Industrial Marketing Management, Special Issue on Internet Based Business-to-Business Marketing, 31(2)
  • Sashi, C.M.; Norton , Seth. (2001). Vertical Integration, Communications, and Supply Assurances: The Case of Oil Refining, Journal of Business and Economic Perspectives, 27(1)
  • Sashi, C.M.; Madura, Jeff; Wiant, Kenneth. (1997). Market Valuations of Firms Hiring Celebrity Spokespersons, 23(2)
  • Sashi, C.M.; Hunerberg, Reinhard; Heise , Gilbert . (1997). International Market Segmentation: A Planning Framework and Application to European Car Markets, Journal of Segmentation in Marketing, 1(2)
  • Sashi, C.M.; Stern , Louis. (1995). Product Differentiation and Market Performance in Producer Goods Industries, Journal of Business Research, 33
  • Puri, Joe; Sashi, C.M.. (1994). Anatomy of a Complex Computer Purchase, Industrial Marketing Management, 23(1), 17-27
  • Sashi, C.M.; Perretty, Jim. (1992). Do Trade Shows Provide Value?, Industrial Marketing Management, 21
  • Sashi, C.M.; Lazer, William. (1991). Entrepreneurship, Marketing Strategy, and Innovation, Research at the Marketing/Entrepreneurship Interface, Chicago, IL
  • Sashi, C.M.; Puri, Joe. (1990). Partnerships for Marketing CIM
  • Sashi, C.M.. (1990). Structural Differences between Business and Consumer Markets, Quarterly Review of Economics and Business, 30
  • Sashi, C.M.; Kumar, Ajith. (1989). Confirmatory Analysis of Aggregate Hierarchical Market Structures: Inferences from Brand Switching Behavior, Journal of Marketing Research, 26
  • MoreLess
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