Rajiv Lal

Expert

Stanley Roth, Sr. Professor of Retailing
Harvard Business School


Rajiv Lal is a Professor at Harvard Business School, where he supervises the retailing curriculum and has served as the course head for Marketing.

He served as a professor at Stanford University’s Graduate School of Business starting in 1982, the Thomas Carroll Ford Foundation Vesting Professor at Harvard Business School for 1997-1998 and a visiting professor of Marketing at INSEAD, France in 1986, 1988, 1992 and 1993.

His research explores: the future of department stores in America, customer-centric retail organizations, successful retail strategies for global expansion, the impact of the Internet as a channel of distribution on a retailer’s pricing, merchandising and branding strategy, the impact of competition between different retail formats, and the consequences of the increasing use of store brands by grocery retailers on store loyalty. Professor Lal has also studied pricing, trade promotions and salesforce compensation plans. In 1985, his dissertation research won the award for the best paper published in Marketing Science and Management Science. He additionally serves as an area editor for Marketing Science.

Awards, Honors and Press:

  • Winner of 1985 John D.C. Little Award for “A Theory of Salesforce Compensation Plans” (with A. K. Basu, V. Srinivasan, and Richard Staelin,Marketing Science, fall 1985)
  • Winner of the TIMS College of Marketing Award for the Best Article inManagement Science and Marketing Science in 1985 for “A Theory of Salesforce Compensation Plans” (with A. K. Basu, V. Srinivasan, and Richard Staelin,Marketing Science, fall 1985)
  • Nominated in 1990 for the John D. C. Little Award for “Price Promotions: Limiting Competitive Encroachment” (Marketing Science, summer 1990)
  • Nominated in 1990 for the John D.C. Little Award for “The Effects of Brand Loyalty on Competitive Price Promotional Strategies” (with J. S. Raju and V. Srinivasan, Management Science, March 1990)
  • Nominated in 1999 for the John D.C. Little Award for “When and How Is the Internet Likely to Decrease Price Competition” (with M. Sarvary, Marketing Science, 1999)

Education:

Ph.D. Industrial Administration, Carnegie Mellon University
B.S. Mechanical Engineering, Indian Institute of Technology

Areas of Expertise:

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