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Ravi Sohi

Department Chair and Professor of Marketing
Robert D. Hays Distinguished Chair of Sales Excellence
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
Vita - July, 2020
CliftonStrengths ®
  • Adaptability
  • Strategic
  • Context
  • Analytical
  • Deliberative
Spring 2021 Office Hours

Virtual, by appointment | Working remotely other days of the week

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 
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, Associate or Full Professor. (June 2015 - September 2015).

Committee Member, Faculty Search Committee, Assistant Professor. (June 2015 - August 2015).

Committee Member, Evaluation Advisory Committee. (August 2014 - May 2015).

Committee Member, Faculty Search Committee, Hays Chair in Marketing. (July 2014 - May 2015).

Committee Member, Evaluation Advisory Committee. (August 2013 - May 2014).

Committee Chair, Center for Sales Excellence Professor of Practice Search Committee. (January 2013 - May 2014).

Committee Chair, Center for Sales Excellence Director Search Committee. (January 2013 - April 2014).

Committee Member, Evaluation Advisory Committee. (August 2012 - May 2013).

Committee Member, Faculty Search Committee - Assistant or Associate Professor. (July 2012 - October 2012).

Committee Member, Faculty Search Committee - Department Chair. (January 2012 - April 2012).

Committee Member, Faculty Search Committee - Assistant or Associate Professor. (July 2011 - November 2011).

Organizer, Departmental Brown Bag Seminars. (2005 - 2008).

Committee Chair, Graduate Committee. (2005 - 2008).

Committee Member, Ph.D. Recruitment and Orientation Committee. (1994 - 2008).

Committee Chair, Faculty Search Committee. (2006 - 2007).

Committee Member, Journal List Evaluation Committee. (August 2004 - May 2006).

Committee Member, Faculty Candidate Recruitment and Screening Committee. (2005).

Committee Chair, Ph.D. comprehensive exam committee. (2002 - 2003).

Committee Member, Faculty candidate recruitment and screening committee. (2001 - 2002).

Committee Chair, Graduate Chair. (1998 - 2000).

Committee Chair, Ph.D. comprehensive exam committee. (1999).

Organizer, Departmental Brown Bag Seminars. (1992 - 1999).

Committee Member, Faculty candidate recruitment and screening committee. (1998).

Committee Member, Faculty candidate recruitment and screening committee. (1996).

Faculty Advisor, UNL AMA Chapter. (1992 - 1995).

Committee Chair, Department Planning Committee. (1993).

College Service

Committee Member, CoB Executive Committee. (2017 - Present).

Joint Agribusiness Committee. (2017 - Present).

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

Committee Chair, Strategic Planning Task Force on Scholarship and Research. (January 2018 - May 2018).

Committee Member, College Committee Structure Review. (June 2015 - October 2015).

Committee Member, International Programs Director Search Committee. (February 2015 - May 2015).

Committee Chair, MBA Director Search Committee. (2012).

Committee Chair, Ph.D. and Research Committee. (October 2011 - December 2012).

Made solo visits to India, CBA Collaborations with Indian Universities. (2011 - 2012).

Committee Chair, MBA Committee. (October 2011 - June 2012).

Committee Member, Business Interdepartmental Area Graduate Committee. (August 2005 - May 2011).

Committee Member, Web Site Advisory Committee. (September 2010 - December 2010).

Committee Member, CBA Dean Search Committee. (December 2008 - May 2010).

Committee Member, Web-site Advisory Committee. (2006 - 2007).

Committee Member, Workload Adjustment Policy Committee. (2003 - 2004).

Committee Member, General Committee. (2001 - 2004).

Committee Member, Research Policy Committee. (2000 - 2003).

Faculty Advisor, Beta Gamma Sigma. (1998 - 2002).

Committee Member, Bylaws Review Committee. (1996 - 2002).

Committee Member, J D Edwards Undergraduate Curriculum Committee. (2000 - 2001).

Committee Member, Scholarship, Honors and Awards Committee. (1992 - 2001).

Committee Member, CBA Awards Committee. (1999).

Committee Member, Teaching Excellence Committee. (1999).

Committee Member, Committee Structure Review Committee. (1995 - 1996).

University Service

Committee Member, Department Executive Officers' Committee. (2018 - 2019).

Committee Member, Search Committee - Raikes PoP. (August 2018 - May 2019).

Committee Member, UNL Research Policy Committee. (2011 - 2015).

Committee Member, UNL Associate Deans' Council. (2011 - 2013).

Committee Member, Search Committee for UNL Vice Chancellor for Defence Research. (2012).

Committee Member, Search Committee for UNL Vice Chancellor for Research. (2012).

Task Force Member, UNL Team for collaborations with Chinese Universities. (2012).

Committee Member, Graduate Fellowship Committee. (August 2009 - May 2010).

Committee Member, NU Executive Graduate Council. (2006 - May 2009).

Committee Member, Outstanding Research and Creative Activity Award Selection Committee. (2005 - 2008).

Committee Member, UNL Graduate Council. (2005 - 2007).

Reviewer, Layman Awards. (2006).

Committee Member, J D Edwards Undergraduate Committee. (1999 - 2000).

College of Business Administration’s representative, UNL’s reception and discussion session for the entering freshman honors class. (August 1997).

College of Business Administration’s representative, UNL’s reception and discussion session for the entering freshman honors class. (August 1997).

Committee Member, Committee for the Review of International Student Recruitment Publications. (1995 - 1996).

Committee Member, Committee for the Review of International Student Recruitment Publications. (1995 - 1996).

College of Business Administration’s representative, UNL’s World Herald Recognition dinner for Nebraska High School Talent Scholars. (October 1996).

Faculty Advisor, UNL Marketing Club. (1992 - 1995).

Public Service

Supervisor, OASIS restorative justice program. (2001).

Supervisor, OASIS restorative justice program. (October 2001).

Workshop Organizer, Nebraska Lottery. (2000).

Executive training seminar for Nebraska Lottery. (April 2000).

Program Organizer, Samantha Smith Exchange Program. (1994).

Program Organizer, Samantha Smith Exchange Program. (July 1994).

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