deLeon Anthony J. and Sharmila C. Chatterjee, “B2B Relationship Calculus: Quantifying Resource Effects in Service-Dominant Logic,” Journal of the Academy of Marketing Science, forthcoming.
“Brick-and-mortar retailers should nix deep discounts to make most of jittery shopping season,” The Conversation, December 18, 2016.
“This PhD Says Communication is the Key,” Commentary published in Aligned to Achieve, by Eiler Tracy and Andrea Austin, Hoboken, New Jersey: John Wiley & Sons, 2016, 149-151.
What Every Entrepreneur Can Learn From Under Armour’s Early Beginnings, Fortune, June 1, 2016.
“Marketing Education: How Academic and Business Partnerships Elevate Student Learning,” Interview in Target Marketing, by Marie Adolphe, February 18 2015.
Beniflah, Jake and Sharmila C. Chatterjee (2015), “An Epistemological Study of Hispanic Marketing, 1979 to 2015: The Need to Bridge Theory with Practice,” Journal of Cultural Marketing Strategy, v1, n1, 90-112.
This big retailer could kill your subscription startup, Fortune, December 21, 2015.
Beniflah, Jake, Sharmila C. Chatterjee and Kerry P. Curtis (2014), “Bilingual memory: The impact of acculturation on the cognitive structure of foreign-born Hispanics,” Journal of Brand Strategy, Autumn, v3, n3, 261-277.
How companies will make you want a mobile wallet in 2015, Yahoo! Tech, December 30, 2014.
Partnering with Amazon? Think twice fashion retailers, Fortune, September 15, 2014.
Cultivating a holistic, integrative approach: MIT Sloan School reflects on new Enterprise Management Track, The Huffington Post, August 4, 2014.
Sabnis, Gaurav, Sharmila C. Chatterjee, Rajdeep Grewal and Gary L. Lilien (2013), “The Sales Lead Black Hole: On Sales Reps’ Follow-Up of Marketing Leads,” Journal of Marketing, Jan, v77, n1, 52-67.
The retailer’s dilemma: Deep discounts make the holidays less than joyous, Bloomberg Businessweek, December 23, 2013.
Relevance, Resources, Relationships: How to Create a B2B Content Marketing Strategy, Huffington Post, July 9, 2013.
Chung, Chiayin, Sharmila C. Chatterjee and Sanjit Sengupta (2012), “Manufacturers’ Reliance on Channel Intermediaries: Value drivers in the Presence of a Direct Web Channel,” Industrial Marketing Management, Jan, v41, n1, 40-53.
Sa Vinhas, Alberto, Sharmila C. Chatterjee, Shantanu Dutta, Adam J. Fein, Joseph Lajos, Scott Neslin, William Ross, Lisa Scheer, Qiong Wang (2010), “Channel Design, Coordination and Performance: Future Research Directions,” Marketing Letters, Sep, v21, n3, 223-237.
Chatterjee, Sharmila C. and Blodwen Tarter (2009), “Visa USA: Debit Card Services,” in The IMC Handbook: Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications.
Chatterjee, Sharmila C. and Arjun Chaudhuri (2005), “Are Trusted Brands Important,” Marketing Management Journal, Spring, v15, n1, 1-16.
Chatterjee, Sharmila C., William Millett, and William Thompson (2005), “Access Direct Telemarketing Inc.,” in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, p. 131-142.
Chatterjee, Sharmila C. and Susan K. Jones (2005), “ShopLink.Com Incorporated,” in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, p. 347-361.
Chatterjee, Sharmila C. and Nina Diamond (2005), “YesMail,” in Readings and Cases in Integrated Marketing Communications, eds. J. Steven Kelly and Susan K. Jones, Rancom Communications, p. 401-419.
The Marketing Report (1997), "Overcoming Sales Force Reluctance on Leads," March 10, p1.
Chatterjee, Sharmila C. (1996), "Management Generated Leads: Panacea for Enhancing Salesforce Productivity?," Working Paper 22-1996, Institute for the Study of Business Markets.
Chatterjee, Sharmila C. (1996), "Bottleneck in the Successful Implementation of Direct marketing: Paradoxical Behavior of Salespeople?," Working Paper 15-1996, Institute for the Study of Business Markets.
Chatterjee, Sharmila C., Saara Hyvonen, and Erin Anderson (1995), "Concentrated vs. Balanced Sourcing: An Examination of Retailer Purchasing Decisions in Closed Markets," Journal of Retailing, v71, n1, 23-46.
Chatterjee, Sharmila C., and D. Sudharshan (1994), "MARKDEF: A Methodology for Understanding Competitive Spaces Based on Consumer Perceptions," Behaviormetrika, v21, n2, 97-119.
Chatterjee, Sharmila C. (1994), "Salesperson Reaction to Management Lead Generation Programs: The Paradox Investigated," Dissertation, The Wharton School, University of Pennsylvania.
Chatterjee, Sharmila (1991), "Salesperson Reaction to Manufacturer Lead Generation Programs: The Paradox Investigated," in Proceedings of the 21st Annual Albert Haring Symposium, Indiana University.