Ravi Sohi

Professor and Robert D. Hays Distinguished Chair of Sales Excellence,
Department Chair
Executive Director of the Center for Sales Excellence
Marketing
HLH 335 D
P.O. Box 880492
Lincoln, NE 68588-0492
(402) 472-2316
ravisohi@unl.edu
Ravi Sohi Photo
Education
  • Ph.D. (Marketing) – University of Wisconsin-Madison
  • M.S. (Marketing) – University of Wisconsin-Madison
  • M.M.S. (Operations Management) – J.B.I.M.S.,University of Bombay, India
  • B.E.(Hons) (Mechanical Engineering) – B.I.T.S. Pilani, India
Areas of Expertise
  • Business-to-Business Marketing
  • E-Commerce Marketing
  • International Marketing
  • Marketing Channels Management
  • Sales Management
Appointments
  • Chair - Department of Marketing, 2017
  • Robert D. Hays Distinguished Chair of Sales Excellence, 2015
  • Executive Director - Center for Sales Excellence, 2013
  • Steinhardt Foundation Distinguished Professor, 2011
  • Associate Dean - Graduate Programs and Research, 2011
  • Director of MBA programs, 2011
  • Director of Agribusiness Program, 2010
  • Chair - Department of Marketing, 2010
  • Professor, 2006
  • Chair of Graduate Programs, 2005
  • Associate Professor, 1998
  • Chair of Graduate Programs, 1998
  • Assistant Professor, 1991
Vita
Ravi Sohi Vita
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

Refereed Publications

“Sales Profession and Professionals in the Age of Digitization and Artificial Intelligence Technologies: Concepts, Priorities, and Questions,” with Jagdip Singh, Karen Flaherty, Dawn Deeter-Schmelz, Johannes Habel, Kenneth Le Muenier-Fitzhugh, Avinash Malshe, Ryan Mullins and Vincent Onyemah. Journal of Personal Selling and Sales Management, (2019, Vol. 39 (1), 2-22).

“Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination,” with Scott B. Friend and Jeff S. Johnson, Journal of Business Research, (2018, Vol. 83 (February), 1-9).

“Getting Business-to-Business Salespeople to Implement Strategies Associated with Introducing New Products and Services,” with Jeff S. Johnson, Industrial Marketing Management (2017, Vol. 62, 137-149).

“Positive Psychology in Sales: Integrating Psychological Capital,” with Scott B. Friend, Jeff S. Johnson and Fred Luthans, Journal of Marketing Theory and Practice (2016, Vol. 24 (3), 306-327).

“Understanding and Resolving Major Contractual Breaches in Buyer-Seller Relationships: A Grounded Theory Approach,” with Jeff S. Johnson, Journal of the Academy of Marketing Science (2016, Vol 44 (2), 185-205).

“Dispersion of Marketing Capabilities: Impact on Marketing’s Influence and Business Unit Outcomes,” with Michael T. Krush and Amit Saini, Journal of the Academy of Marketing Science (2015, Vol. 43 (1), 32-51).

“Relational Behavior of Leaders: A Comparison by Vocational Context,” with G. Ronald Gilbert and Robert C. Myrtle, Journal of Leadership & Organizational Studies, (2015, Vol. 22 (2), 149-160).

“The Curvilinear and Conditional Effects of Product Line Breadth on Salesperson Performance, Role Stress, and Job Satisfaction,” with Jeff S. Johnson, Journal of the Academy of Marketing Science (2014, Vol. 42 (1), 71-89).

“What Makes Strategy Making across the Sales-Marketing Interface More Successful?” with Avinash Malshe, Journal of the Academy of Marketing Science (2009, Vol. 37 (4), 400-421).

“Sales Buy-in of Marketing Strategies: Exploration of its Nuances, Antecedents and Contextual Conditions,” with Avinash Malshe, Journal of Personal Selling and Sales Management (2009, Vol. 29 (Summer), 207-225).

“Measuring Work Preferences: A Multidimensional Tool to Enhance Career Self-Management,” with G. Ronald Gilbert and Adriana McEachern, Career Development International (2008, Vol. 13 (1), 56-78).

“The Role of Relational Knowledge Stores in Interfirm Partnering,” with Jean Johnson and Raj Grewal, Journal of Marketing (2004, Vol. 68 (3), 21-36).

"The Development of Interfirm Partnering Competence: Platforms for Learning, Learning Activities, and Consequences of Learning," with Jean Johnson, Journal of Business Research, (2003, Vol. 56 (9), 757-766).

"The Relationship Between IT Competency and Firm Performance: Is Organizational Learning the Missing Link?" with Mike Tippins, Strategic Management Journal (2003, Vol. 24 (8), 745-761).

"The Influence of Firm Dispositions on Interfirm Relationship Formation in Business Markets," with Jean Johnson, International Journal of Research in Marketing, (2001, Vol.18 (4), 299-318).

“Listening to Your Customers: The Impact of Perceived Salesperson Active Listening Behavior on Relationship Outcomes,” with Rosemary Ramsey, Journal of the Academy of Marketing Science, (1997 Vol. 24(3), 195-207).

“The Role of Motivated Reasoning in Vendor Consideration,” with Ju-Young Park and Ray Marquardt, Psychology & Marketing, (1997, Vol. 14 (6), pp. 585-600).

“Sales Force Automation and the Adoption of Technological Innovations by Salespeople: Theory and Implications,” with Madhavan Parthasarathy, Journal of Business and Industrial Marketing, (1997, Vol. 12(3) pp.196-208).

“Interest Domination as a Framework for Exploring Channel Changes in Transitional Economies,” with Debra Dahab and James W. Gentry, Journal of Macromarketing, (1996, Vol. 16(2), 8-23).

“How Does Sharing A Sales Force Between Multiple Divisions Affect Salespeople?” with Daniel C. Smith and Neil M. Ford, Journal of the Academy of Marketing Science, (1996, Vol. 24 (3), 195-207).

"The Effect of Environment Dynamism and Heterogeneity on Salespeoples' Role Perceptions, Performance and Job Satisfaction," European Journal of Marketing, (1996, Vol. 30 (7), 49-67).

“Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction,” with Jakki J. Mohr, Journal of Retailing, (1995, Vol. 71(13), 393-416).

"Toward a Greater Understanding of Salesperson Perceptions about Sales Contests," with William H. Murphy, European Journal of Marketing, (1995, Vol. 29 (13), 42-66).

"Dual Diffusion: Analysis and Implications for Sales Force Management," with Madhavan Parthasarathy, and Ronald D. Hampton, Journal of Marketing Theory and Practice, (Summer 1994, Vol.2, (3), 1-14).

Research Awards

Faculty Research Award, College of Business Administration, University of Nebraska-Lincoln. (2003).

Faculty Research Award, Marketing Department, College of Business Administration, University of Nebraska-Lincoln . (2002).

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
Executive MBA
  • Strategic Marketing Leadership
  • Modern Day Sales Manager
Undergraduate MBA
  • Principles of Marketing
  • Sales Force Management
  • Channels of Distribution
  • e-Business
  • Marketing Research
  • Marketing Management – Capstone Class
Teaching Interests

Channels of Distribution

Marketing Management

Sales Management

e-Business

Awards

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 to the Albert Haring Symposium, University of Wisconsin-Madison. (1989).

Additional Information

Member, Editorial Review Board, Journal of Retailing, 2009 – present.

Associate Editor – Marketing, International Journal of Applied Decision Science, 2007

Member, Editorial Review Board, Academy of Marketing Science Review, 2003 – 2008.

Associate Editor, Journal of Personal Selling and Sales Management, 1998 – 2002

Member, Editorial Review Board, Journal of Personal Selling and Sales Management, 1995 – present