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Nirmalya Kumar

Visiting Professor of Marketing


BComm (Calcutta) MComm (Shivaji) MBA (Illinois) PhD (Northwestern)

Dr. Nirmalya Kumar is Visiting Professor of Marketing at London Business School. He is one of the world’s leading thinkers on strategy and marketing; having also taught at Harvard Business School, IMD (Switzerland) and Northwestern University (Kellogg School of Management).

As an author, Nirmalya has written six books, five of which are published by Harvard Business Press: Marketing as Strategy (2004), Private Label Strategy (2007), Value Merchants (2007), India’s Global Powerhouses (2009), and India Inside (2012). Nirmalya is an outlier among marketing professors, having accomplished the rare feat of publishing six articles each in both the Journal of Marketing Research (the premier journal for marketing academics) and the Harvard Business Review (the premier journal for business practice). His publications have attracted more than 8,000 citations on Google Scholar.

As a consultant, coach, and conference speaker, Nirmalya has worked with more than 50 Fortune 500 companies in 60 different countries. He has served on several boards of directors, including billion dollar plus companies and companies included in India’s stock indices.

Nirmalya received his B.Com. from Calcutta University (graduating first in a class of 5,251 students), his MBA from the University of Illinois at Chicago (scoring a perfect 5.0 grade point average), and his PhD in marketing from Kellogg Graduate School of Management (winning the Marketing Science Institute's Alden G. Clayton Award for his PhD dissertation).

All of the above has led to 500 press appearances, six European case (ECCH) adoption awards, as well as several teaching, research, and lifetime achievement honors. In 2010, Speaking.com voted Nirmalya amongst the top 5 marketing speakers worldwide; the Economic Times placed him 6th on the list of Global Indian Thought Leaders; whilst the Economist referred to him as a “rising superstar” in their cover story “The New Masters of Management.” In 2011, he was included in Thinkers50 (the biannual listing of the top 50 management thinkers in the world) and received their “Global Village Award” (for the person who contributed most to the business community's understanding of globalization and the new frontiers established by the emerging markets).

In his personal life, Nirmalya is a passionate supporter of the arts. He is the custodian of amongst the largest known private collection of paintings by Jamini Roy (1887-1972; the father of Indian modern art) and Rabindranath Tagore (1861-1941; the first Asian to win a Nobel Prize). In recognition of his patronage and promotion of South Asian Art, SOAS (the School of Oriental and African Studies of University of London) awarded him an Honorary Fellowship in 2012.

2011

Have you restructured for global success?

Kumar N; Puranam P

Harvard Business Review

2010

The upstart's assault

Bertini M; Kumar N

Harvard Business Review

2009

Don't be undersold!

Steenkamp J B E M; Kumar N

Harvard Business Review

India unleashed

Kumar N

Business Strategy Review

Indian companies as customers, competitors & collaborators

Kumar N

Indian Journal of Industrial Relations

The Indian mystique

Kumar N

Business Strategy Review

2008

Certified value sellers

Anderson J C; Kumar N; Narus J A

Business Strategy Review

2007

Labeled with love

Kumar N

Business Strategy Review

2006

Fashion sense

Kumar N; Linguri S

Business Strategy Review

Make, buy or ally: a transaction cost theory meta-analysis

Geyskens I; Steenkamp J-B E M; Kumar N

Academy of Management Journal

Strategies to fight low-cost rivals

Kumar N

Harvard Business Review

Global retail challenge

Kumar N

Business Strategy Review

2003

Kill a brand, keep a customer

Kumar N

Harvard Business Review

Profits in the pie of the beholder

Corsten D; Kumar N

Harvard Business Review

Reactions to perceived inequity in U.S. and Dutch interorganizational relationships

Scheer L K; Kumar N; Steenkamp J-B

Academy of Management Journal

2001

Examining the impact of destructive acts in marketing channel relationships

Hibbard J D; Kumar N; Stern L W

Journal of Marketing Research

2000

From market driven to market driving

Kumar N; Scheer L K; Kotler P

European Management Journal

1999

Meta-analysis of satisfaction in marketing channel relationships

Geyskens I; Steenkamp J-B; Kumar N

Journal of Marketing Research

1998

Generalizations about trust in marketing channel relationships using meta-analysis

Geyskens I; Steenkamp J-B; Kumar N

International Journal of Research in Marketing

1996

Effects of trust and interdependence on relationship commitment: a trans-Atlantic study

Kumar N et al

International Journal of Research in Marketing

1995

Effects of perceived interdependence on dealer attitudes

Kumar N; Scheer L K; Steenkamp J-B

Journal of Marketing Research

Effects of supplier fairness on vulnerable resellers

Kumar N; Scheer L K; Steenkamp J-B

Journal of Marketing Research

1994

Learning orientation, working smart, and effective selling

Sujan H; Weitz B A; Kumar N

Journal of Marketing

1993

Conducting interorganizational reserach using key informants

Kumar N; Stern L W; Anderson J C

Academy of Management Journal

1992

Assessing reseller performance from the perspective of the supplier

Kumar N; Stern L W; Achrol R S

Journal of Marketing Research

2009

BT business: responding to 'free forever'

Bertini M; Hirst A; Kumar N

2007

Aldi: The Hard Discount Phenomenon

Corsten, D; Kumar, N

2005

Red Bull: the anti-brand brand **Best selling case**

Kumar N; Linguri S; Tavassoli N T

2003

LeShop.CH

Kumar N

2001

Priceline (A)

Kumar N

Priceline (B)

Kumar N

1999

Medi-cult: Pricing a Radical Innovation

Kumar, N; Rogers, R;