Dr. Gaurav Sabnis

Building: Babbio Center
Room: 407
Phone: 201-216-3463
Email: [email protected]
School:  School of Business
  • PhD in Marketing, The Pennsylvania State University, 2011
  • MBA, Indian Institute of Management Lucknow, 2004
  • B Engg, University of Pune, India 2002


His research interests include:  Empirical modeling of marketing strategy, issues Sales force management, Online user generated content, Competition’s role in online content.

General Information
Channel Manager, IBM from 2004 to 2006
Honors & Awards

Refereed Journal Articles 

Sabnis, Gaurav, Sharmila C. Chatterjee, Rajdeep Grewal, and Gary Lilien (2012), “The Sales Lead Black Hole: On Sales Follow-Up of Marketing Leads,” Journal of Marketing (forthcoming in Spring 2013).

Refereed Conference Proceedings  

Gaurav Sabnis and Rajdeep Grewal “Impact of Online Conversations on Financial Performance of Firms Engaged in Multi-Market Competition: A Spatio-Temporal Model” at the Research Camp at the Michigan State University, 2011.

Gaurav Sabnis and Rajdeep Grewal “Cable News Wars and the Internet: Modeling Competitive Interactions for Primetime Viewership and User-Generated Content” in a Special Track on Internet and Interactive Marketing at the Marketing Science Conference 2010, Cologne, Germany.

Gaurav Sabnis and Gary Lilien “The Sales Lead Black Hole: On Sales Follow-Up of Marketing Leads” at the American Marketing Association (AMA) Winter Educators Conference 2009, Tampa, FL.

Discussant for “Multi-Tasking and Contract Choice” by Ranjan Banerjee, Haring Symposium 2009, Indiana University, Bloomington, IN.

Book Chapters

Sabnis, Gaurav, and Rajdeep Grewal (2012), “Competition and its Implications for Marketing Strategy”, in Marketing Strategy Handbook, Northampton, MA, USA: Edward Elgar Publishing, Inc., Venkatesh Shankar and Gregory S. Carpenter (ed.) 2012, pp. 58-77.

  • BT 350 Marketing