Amit Saini

Associate Professor and W. W. Marshall College Professor
Marketing
HLH 335 G
P.O. Box 880492
Lincoln, NE 68588-0492
(402) 472-2344
asaini2@unl.edu
Amit Saini Photo
Education
  • Ph.D., Washington State University, 2003
  • Post Graduate (Marketing Research), Mudra Institute of Communication, India
  • B.E., Thapar Institute of Engineering & Technology, India
Areas of Expertise
  • Marketing Management
  • Business Ethics
  • Business-to-Business Marketing
  • E-Commerce Marketing
Appointments
  • Assistant Professor, 2003
  • Associate Professor, 2010
  • W. W. Marshall College Professor, 2014
Vita
Amit Saini Vita
Biography

Amit Saini is an Associate Professor and W.W. Marshall College Professor of Marketing at the University of Nebraska–Lincoln. He conducts research in the area of management of marketing technologies (CRM, e-commerce, B2B Electronic Markets), business-to-business marketing, and marketing ethics. He has published in leading marketing journals such as the Journal of MarketingJournal of Marketing Research, Marketing LettersJournal of the Academy of Marketing Science, Industrial Marketing Management, Journal of Business Ethics, Business Ethics Quarterly, and Journal of Personal Selling and Sales Management, and has presented his research at national and international conferences.

He has been a recipient of the CBA Best Research Paper award, the Department of Marketing Research award, and the Harold and Esther Edgerton Junior Faculty Award for 2006-2008 at UNL.  He has also been a recipient of external grants for his research from the Marketing Science Institute (MSI) in Cambridge, MA, and the Institute of Study of Business Markets (ISBM) at Penn State.  
 
Saini’s industry experience includes quantitative market research and IT sales management.  He has taught courses in marketing management, marketing strategy, marketing channels, and sales management at the undergraduate, MBA, and Ph.D. levels.  He was awarded the CBA Distinguished Teaching Award for 2007 and has thrice been recognized for outstanding contribution to students by the UNL Parents Association.  Saini completed his Ph.D. (Marketing) at Washington State University, and his Bachelor of Engineering and Masters (Market Research) in India.
 

Research Interests

Marketing Management

Marketing Strategy

Business-to-Business Marketing

Business Ethics

Published In

Journal of Marketing

Journal of Marketing Research

Journal of the Academy of Marketing Science

Marketing Letters

Journal of Personal Selling and Sales Management

Business Ethics Quarterly

Journal of Business Ethics

Industrial Marketing Management

Academy of Marketing Science Review

Refereed Publications

Skiba, J., Saini, A., Friend, S.B. (2019), "Sales Manager Cost Control Engagement: Antecedents and Performance Implications, "Journal of Personal Selling and Sales Management. 39 (2), 123-137.

Tim Reilly, Amit Saini and Jen Skiba (2019), “Ethical Purchasing Dissonance: Antecedents and Coping Behaviors,” forthcoming at the Journal of Business Ethics.

Grewal, R., Saini, A., Kumar, A., Dwyer, F. Robert, Dahlstrom, R. (2018). Marketing Channel Management by Multinational Corporations in Foreign Markets. Journal of Marketing, 82(4), 49-69.

Skiba, Jenifer, Amit Saini, and Scott Friend (2016), “The Effect of Managerial Cost Prioritization on Sales Force Turnover,” Journal of Business Research, 69 (12), 5917-5924.

Krush, M. T., Sohi, R., and Saini, A. (2015), “Dispersion of Marketing Capabilities: Impact on Marketing’s Influence and Business Unit Outcomes,” Journal of the Academy of Marketing Science, 43:32-51.

Grewal, R., Kumar, A., Mallapragada, G., Saini, A. (2013). Marketing Channels in Foreign Markets: Control Mechanisms and the Moderating Role of Multinational Corporation Headquarters-Subsidiary Relationship. Journal of Marketing Research, 50(3), 378-398.

Johnson, J. L., Martin, K., Saini, A. (2012). Neglected Determinants of Market Orientation: The Role of the Firm's Strategic Culture. Industrial Marketing Management, 41(4), 715-724.
 
Johnson, J. L., Martin, K., Saini, A. (2011). Strategic Culture and Contextual Facotrs as Determinants of Organization Level Anomie: Implications and Outcomes for Publicly-Traded and Privately-Held Firms. Business Ethics Quarterly, 21(3), 473-502.
 
Grewal, R., Chakravarty, A., Saini, A. (2010). Governance Mechanisms and Business-to-Business Electronic Markets. Journal of Marketing, 74(4), 45-62.
 
Saini, A. (2010). Purchasing Ethics and Inter-Organizational Buyer-Supplier Relational Determinants: A Conceptual Framework. Journal of Business Ethics, 95(3), 439-455.
 
Saini, A., Grewal, R., Johnson, J. (2010). Putting Market-Facing Technology to Work:  Organizational Drivers of CRM Performance. Marketing Letters, 21(4), 365-383.
 
Saini, A., Martin, K. (2009). Strategic Risk-Taking Propensity:  The Role of Ethical Climate and Marketing Output Control. Journal of Business Ethics, 4(90), 593-606.
 
Saini, A., Krush, M., Johnson, J. L. (2008). Anomie and the Marketing Function: The Role of Control Mechanisms. Journal of Business Ethics, 83(4), 845-862.
 
Saini, A., Lanier, C. (2008). Understanding Consumer Privacy: A Review and New Directions. Academy of Marketing Science Review.
 
Saini, A., Johnson, J. L. (2005). Organizational Capabilities in E-Commerce: An Empirical Investigation of E-Brokerage Service Providers. Journal of the Academy of Marketing Science, 33(3), 360-375.
 
Johnson, J., Lee, P. R., Saini, A., Grohmann, B. (2003). Market Focused Strategic Flexibility: Conceptual Advances and an Integrative Model. Journal of the Academy of Marketing Science, 31(1), 74-89.

Research Awards

Faculty Research Award, Marketing Department, College of Business Administration, University of Nebraska-Lincoln. (2016)

Faculty Research Award, Marketing Department, College of Business Administration, University of Nebraska-Lincoln. (2009)

Maude Hammond Fling Faculty Research Fellow, University of Nebraska-Lincoln. (2004)

Graduate Courses

Managerial Marketing (MRKT 813) - Mixture of case discussions, readings, lectures, plus written and oral assignments. Development of analytical and decision making skills, and an understanding of the market forces which influence those decisions. Major emphasis on the decision areas of product, distribution, personal selling, advertising and pricing, as well as on the development of integrated marketing programs. Social, ethical, and global issues.

Undergraduate Courses

Honors: Marketing (MRKT 341H) - The marketing system, its relations with the socioeconomic system, and the influences of each upon the other. Evolution and present structure of marketing institutions and processes. Customer attributes and behavioral characteristics, and how a marketing manager responds to these in the design of marketing strategies, using research, product development, pricing, distribution structure, and promotion.

Teaching Interests

Marketing Management

Marketing Channels

B2B Marketing

Sales Management

Awards

Recipient of Certificate of Recognition for Contributions to Students from the Parents Association of the University of Nebraska. (2015)

Recipient of Certificate of Recognition for Contributions to Students from the Parents Association of the University of Nebraska. (2013)

Best Paper Award, College of Business Administration, University of Nebraska-Lincoln. (2011)

Nominated, Distinguished Teaching Award, College of Business Administration, University of Nebraska-Lincoln, (2011)

Finalist, 2010 Maynard Award, Journal of Marketing

Nominated, Distinguished Teaching Award, College of Business Administration, University of Nebraska-Lincoln, (2010)

Distinguished Teaching Award, College of Business Administration, University of Nebraska-Lincoln. (2008)

Recipient of Certificate of Recognition for Contributions to Students from the Parents Association of the University of Nebraska. (2007)

Harold and Esther Edgerton Junior Faculty, University of Nebraska-Lincoln. (2006)

Layman Award, University of Nebraska-Lincoln. (2008)

Best Paper in Public Policy Track, American Marketing Association Summer Conference. (2005)

Layman Award, University of Nebraska-Lincoln. (2004)

ISBM (Institute for the Study of Business Markets) Business Marketing Doctoral Fellow, Washington State University. (2002)

AMA Sheth Foundation Doctoral Consortium Fellow, Emory University, Atlanta, GA. (2002)

ISBM, Penn State, Doctoral Support Award Competition. (2002)

Outstanding Graduate Student Teaching, College of Business and Economics, Washington State University. (2001)