Sanjay K. Dhar studies strategic marketing management, advanced marketing strategy, brand management, new product development, pricing strategy, promotion strategy, advertising strategy, product placement strategy, retail price advertising strategies, retail management best practices, consumer and retail sales promotions, trade promotions, private labels, category management, loyalty reward programs, EDLP pricing, assortment management, purchase incidence, and brand choice. His research has been awarded the 2008 Paul Green Award which recognizes the best article published in the Journal of Marketing Research, the John D. C. Little Award in 1995 for the best paper in marketing published in an INFORMS journal and he was a runner-up for the Davidson Award in 2003 for the best paper published in the Journal of Retailing. He is on the editorial board of Marketing Science, Quantitative Marketing and Economics, the International Journal of Research in Marketing and the Review of Marketing Science. He also serves as a reviewer for several other journals in marketing. Dhar has published several articles in Marketing Science, the Journal of Marketing Research, the Journal of Marketing, the Journal of Retailing, Management Science, Marketing Letters, Quantitative Marketing and Economics, and Pricing Theory and Practice.
In 2006, the Economic Times in India identified Dhar as one of twelve "Indians who have made a global impact on marketing research and thought." He received the 2008 Hillel Einhorn Teaching Award voted by executive MBA students in Asia, the McKinsey Award for Teaching Excellence in 2000 awarded once every 2 years, was cited among the outstanding faculty in Business Week's Guide to Best Business Schools (McGraw-Hill, 1997, 1999, and 2001), and in 1994 he was awarded the Emory Williams Teaching Award by students for his outstanding teaching performance. "I stress the importance of learning fundamentals in my classes, which enables my students to address any marketing problem - no matter how complex - because they can apply the principles to dissect the problem."
Dhar received a bachelor's degree in technology (mechanical engineering) with honors from the Indian Institute of Technology of India in 1983. His MBA is from the Indian Institute of Management, India. He also worked in several management positions for Lipton India Limited , a subsidiary of Unilever. He then came to the United States, where he studed at the University of California in Los Angles. He earned a PhD in management in 1992. He has been a Chicago Booth faculty member since 1992.
In addition to teaching and research, Dhar enjoys working with his two children and taking care of their several pets, as well as his five tropical fish aquariums.
Selected Publications
With A. Bonferer and P.Danaher, "The Effect of Competitive Advertising Interference on the Sales of Packaged Goods," Journal of Marketing Research (2008).
With B. Bronnenberg and J.P. Dube, "Consumer Packaged Goods in the United States: National Brands, Local Branding" (invited lead article), Journal of Marketing Research (February 2007).
With P. Boatwright and P. Rossi, "The Role of Retail Competition, Demographics and Account Retail Strategy as Drivers of Promotional Sensitivity," Quantitative Marketing and Economics (2004).
With S. Rajiv and S. Dutta, "Asymmetric Store Positioning and Promotional Advertising Strategies," Marketing Science (January 2002).
With S. Hoch and N. Kumar, "Effective Category Management Depends on the Role of the Category," Journal of Retailing (Summer 2001).
