Biography

Dr. Ravi Sohi is a Professor of Marketing and the Robert D. Hays Distinguished Chair of Sales Excellence in the College of Business. He has a Bachelor’s Degree (with Honors) in Mechanical Engineering from B.I.T.S Pilani India, a Masters Degree in Operations Management from J.B.I.M.S. Bombay India, and a Masters and Ph.D. in Marketing from the University of Wisconsin – Madison. Prior to joining academia, he spent several years in industry working in sales and marketing positions.

Dr. Sohi has been with UNL since 1991. He has held several leadership positions in the College of Business (CoB) including the Chair of the Marketing Department, Director of the Agribusiness Program, Director of MBA Programs, and Associate Dean for Graduate Programs and Research. More recently, he founded the Center for Sales Excellence in CBA that he is currently heading.

Dr. Sohi has won several teaching awards in CoB, where he teaches courses in sales and marketing to undergraduates, MBAs, executive MBAs, and Ph.D. students. He has also chaired multiple Ph.D. dissertations in marketing. His students have won the prestigious University of Nebraska Presidential Fellowship, as well as national awards for their dissertation proposals from the American Marketing Association (AMA) and the Institute for the Study of Business Markets (ISBM).

Dr. Sohi’s research spans the areas of Sales Management, Marketing Strategy, Channels of Distribution, and Business-to-Business Marketing. His work has been published in some of the premier journals in marketing and management and has been recognized for its impact. In 2012 he received the American Marketing Association’s Louis Stern Award which is awarded to a journal article that has made a long-term contribution to the fields of marketing and channels of distribution.

Research Interests

Business-to-Business Marketing

Marketing Management

Sales Management

e-Business

Published In

Journal of Marketing

Strategic Management Journal

Journal of the Academy of Marketing Science

Journal of Retailing

International Journal of Research in Marketing

Industrial Marketing Management

Journal of Business Research

Journal of Personal Selling and Sales Management

Journal of Macromarketing

Psychology and Marketing

European Journal of Marketing

Journal of Business and Industrial Marketing

Journal of Marketing Theory and Practice

Courses Taught

Doctoral

• Seminar on Inter-Organizational Marketing
• Seminar on Selling and Sales Management

 MBA

• Marketing Management
• Channels of Distribution
• e-Business
• Special topics class with live company projects

 Undergraduate

• Principles of Marketing
• Sales Force Management
• Channels of Distribution
• e-Business
• Marketing Research
• Marketing Management – Capstone Class

 Executive Education

• Strategic Marketing Leadership – open enrollment programs
• Modern Day Sales Manager – open enrollment programs
• Customized Executive programs in Professional Selling and Sales Management for various organizations
• Customized Executive programs in Marketing for Physicians
• Customized Executive programs for the Governor’s Leadership Academy 

Dissertation Committees

Committee Chair 

• Plavini Punyatoya
• Carissa Kim
• Jeff Johnson
• Shannon Cummins
• Ed Nowlin
• Mike Krush
• Avinash Malshe
• Mike Tippins

Committee Member 

• Durgesh Pattanayak
• Ravi Agarwal
• Shilpa (Somraj) Rao
• Argha Sen
• Jenifer Skiba
• Joseph Matthes
• Robert Harrison
• Lynne (Susie) Pryor
• Aubrey Fowler
• Julie Pennington
• Anyuan (Daniel) Shen
• Maia Beruchashvili
• Seungwoo Chun
• Ahmet Ekici
• Cara (Okleshen) Peters
• Marko Grunhagen
• Suraj Commuri
• Ju Young Park
• Tim Burkink
• Debra Dahab
• Preeti Sharma
• Madhavan Parthasarathy
• Kevin Coulson

Outside Committee Member

• Ben Blackford
• Jan Hansen

Co-Authorship on Journal Articles

Friend, S. B., Johnson, J. S., Sohi, R. S. (2018). Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination. Journal of Business Research, 83(February), 1-9. DOI: http://dx.doi.org/10.1016/j.jbusres.2017.09.048

Johnson, J. S., Sohi, R. S. (2017). Getting Business-to-Business Salespeople to Implement New Strategies. Industrial Marketing Management, 62, 137-149. DOI: https://doi.org/10.1016/j.indmarman.2016.08.006

Friend, S. B., Johnson, J. S., Luthans, F., Sohi, R. S. (2016). Positive Psychology in Sales: Integrating Psychological Capital. Journal of Marketing Theory and Practice, 24, 306-327. DOI: https://doi-org.libproxy.unl.edu/10.1080/10696679.2016.1170525

Johnson, J. S., Sohi, R. S. (2016). Understanding and Resolving Major Contractual Breaches in Buyer-Seller Relationships: A Grounded Theory Approach. Journal of the Academy of Marketing Science, 44(2), 185-205. DOI: 10.1007/s11747-015-0427-8

Krush, M. T., Sohi, R. S., Saini, A. (2015). Dispersion of Marketing Capabilities: Impact on Marketing's Influence and Business Unit Outcomes. Journal of the Academy of Marketing Science, 43(1), 32-51. DOI: 10.1007/s11747-014-0420-7

Johnson, J. S., Sohi, R. S. (2014). The Curvilinear and Conditional Effects of Product Line Breadth on Salesperson Performance, Role Stress, and Job Satisfaction. Journal of the Academy of Marketing Science, 42(1), 71-89. http://link.springer.com/article/10.1007/s11747-013-0339-4 DOI: 10.1007/s11747-013-0339-4

Malshe, A., Sohi, R. S. (2009). What Makes Strategy Making Across the Sales-Marketing Interface More Successful? Journal of the Academy of Marketing Science/Springer Science & Business Media, 37, 400-421. 

Malshe, A., Sohi, R. S. (2009). Sales Buy-in of Marketing Strategies: Exploration of its Nuances, Antecedents and Contextual Conditions. Journal of Personal Selling and Sales Management, 29, 207-225.

Tippins, M., Sohi, R. S. (2003). The Relationship Between IT Competency and Firm Performance:  Is Organizational Learning the Missing Link? Strategic Management Journal, 24, 745-761.

Parthasarathy, M., Sohi, R. S. (1997). Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications. Journal of Business and Industrial Marketing, 12, 196-208.

Park, Ju Young, Sohi, R. S., Marquardt, R. (1997). The Role of Motivated Reasoning in Vendor Consideration. Psychology & Marketing, 14, 585-600.

Dahab, D., Gentry, J. W., Sohi, R. S. (1996). Interest Domination as a Framework for Exploring Channel Changes in Transitional Economies. Journal of Macromarketing, 16, 8-23.

Professional Service

Editorial Review Board Member, Journal of Retailing. (September 2009 - Present).

Reviewer, Ad Hoc Reviewer, Industrial Marketing Management. (2008 - Present).

Reviewer, Ad Hoc Reviewer, International Journal of Research in Marketing. (2008 - Present).

Reviewer, Ad Hoc Reviewer, Journal of Business Research. (2008 - Present).

Reviewer, Ad Hoc Reviewer, Journal of Marketing. (2008 - Present).

Reviewer, Ad Hoc Reviewer, Journal of Retailing. (2008 - Present).

Reviewer, Ad Hoc Reviewer, Journal of the Academy of Marketing Science. (2008 - Present).

Editor, Associate Editor of Book or Journal, International Journal of Applied Decision Science. (2007 - Present).

Editorial Review Board Member, Journal of Personal Selling and Sales Management. (1995 - Present).

Conference-Related, American Marketing Association Summer Educators' Conferences. (1992 - Present).

Conference-Related, American Marketing Association's Winter Educators' Conferences. (1992 - Present).

Session Chair, Fourth Conference on Enhancing Sales Force Productivity, Muenster. (2013).

Conference Program Chair, American Marketing Association's Winter Educators' Conference, Las Vegas, NV. (March 2012 - February 2013).

Committee Member, Committee to Select the Winner of the Louis W. Stern Award, American Marketing Association. (2009).

Session Chair, International Conference on Marketing Paradigms for Emerging Economies – Indian Institute of Management. (2009).

Conference-Related, International Conference on Marketing Paradigms for Emerging Economies – Indian Institute of Management, Ahmedabad. (2005 - 2009).

Track Organizer, American Marketing Association Winter Educators' Conferences. (2008).

Editor, Associate Editor of Book or Journal, International Journal of Applied Decision Sciences. (2008).

Reviewer, Ad Hoc Reviewer, International Journal of Hospitality Management. (2008).

Reviewer, Ad Hoc Reviewer, International Journal of Information Technology & Decision Making. (2008).

Reviewer, Ad Hoc Reviewer, Journal of Interactive Marketing. (2008).

Reviewer, Ad Hoc Reviewer, Journal of Marketing Theory and Practice. (2008).

Reviewer, Ad Hoc Reviewer, Journal of Service Research. (2008).

Reviewer, Ad Hoc Reviewer, Quarterly Journal of Business and Economics. (2008).

Conference-Related, Academy of Marketing Science Conference. (2007 - 2008).

Conference-Related, International Conference on Research in Marketing – Indian Institute of Management, Ahmedabad. (2007 - 2008).

Editorial Review Board Member, Academy of Marketing Science Review. (2003 - 2008).

Reviewer, John A. Howard Dissertation Competition. (2006).

Plenary Session – Academy of Marketing Science Conference, New Delhi. (2006).

Conference-Related, 12th Biennial World Marketing Conference, Muenster. (2005).

Conference-Related, EMAC Conference. (2004 - 2005).

Session Chair, American Marketing Association Summer Educators' Conference. (2003).

Reviewer, Academy of Marketing Science Conference. (2002).

Editor, Associate Editor of Book or Journal, Journal of Personal Selling and Sales Management. (1998 - 2002).

Track Organizer, American Marketing Association Winter Educators' Conference. (2001).

Track Organizer, American Marketing Association Winter Educators’ Meetings. (2001).

Reviewer, Academy of Marketing Science Conference. (1999).

Session Chair, American Marketing Association’s Winter Educators’ Conference. (1999).

Reviewer, Relationship Marketing Conference. (1998).

Reviewer, International Conference on Marketing and Development. (1997).

Session Chair, American Marketing Association’s Winter Educators’ Conference. (1996).

American Marketing Association's Winter Educators' Conference. (1995).

Board of Directors of a Company, Lincoln Chapter of American Marketing Association. (1992 - 1995).

Reviewer, Relationship Marketing Conference. (1994).

Department Service

Committee Chair, Faculty Search Committee, Assistant Professor of Practice. (August 2019 - November 2019).

Reader, Second Year/Comprehensive Exam Paper Review. (May 2017).

Committee Chair, Faculty Search Committee, Department of Marketing Chair. (January 2017 - May 2017).

Faculty Advisor, Pi Sigma Epsilon. (August 2015 - May 2017).

Committee Member, Faculty Search Committee, Assistant or Associate Professor. (July 2016 - November 2016).

Committee Member, Faculty Search Committee, Associate or senior Assistant Professor. (July 2016 - November 2016).

Committee Chair, Faculty Search Committee, Department Chair. (July 2016 - October 2016).

Reader, Comprehensive Exam Review. (May 2016).

Committee Chair, Center for Sales Excellence Professor of Practice Search Committee. (March 2015 - October 2015).

Committee Member, Faculty Search Committee, Assistant or Associate Professor (Two Positions). (June 2015 - September 2015).

Committee Member, Faculty Search Committee, Assistant, Associa

Awards

Faculty Mentoring Award, Department of Marketing, College of Business, University of Nebraska-Lincoln, 2021.

Journal of Personal Selling and Sales Management, Best Reviewer Award 2014.

Fellow - CIC Academic Leadershp Program, CIC (2012).

Louis W. Stern Award, American Marketing Association (2012).

Distinguished Teaching Award, College of Business Administration, University of Nebraska-Lincoln. (1997, 1998, 2009).

Certificate of Recognition for Contribution to Students, University of Nebraska-Lincoln Parents Association. (2007, 2010, 2011).

Seacrest Fellow, College of Business Administration, University of Nebraska-Lincoln. (2005).

Nominated for Distinguished Teaching Award. (1991, 1995, 1999, 2002)

Recognized for dedication to students, AMA's Collegiate Chapter. (2001).

Marketing Professor of the Year, Student Marketing Club. (1999).

National Award for Excellence in Reviewing, Journal of Personal Selling and Sales Management. (1998).

Award for Outstanding Student Organization Advisor, University of Nebraska. (1995).

Recognition Award for Outstanding Leadership as a member of the AMA Lincoln Chapter's Board of Directors, Governor's of Nebraska. (1995).

Award for Outstanding Student Organization Advisor, University of Nebraska. (1994).

Award for Outstanding Service to Students, Stuart Leadership Development Program. (1993).

Award for Service as Advisor to the Marketing Club, University of Nebraska. (1993).

National Award to the Lincoln Chapter for Outstanding College Relationships, AMA. (1993).

Fellow - Haring Symposium, University of Wisconsin-Madison. (1989).