Ravi Sohi

Professor and Robert D. Hays Distinguished Chair of Sales Excellence,
Department Chair
Executive Director of the Center for Sales Excellence
HLH 335 D
P.O. Box 880492
Lincoln, NE 68588-0492
(402) 472-2316
Ravi Sohi Photo
  • 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
  • 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 - July, 2020

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


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
  • Seminar on Inter-Organizational Marketing
  • Seminar on Selling and Sales Management
  • Marketing Management
  • Channels of Distribution
  • e-Business
  • Special topics class with live company projects
  • 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 
  • 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).