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Education

BE Chemical Engineering - Birla Institute of Technology & Science 1986
MBA Marketing - Xavier Institute of Management 1993
Ph.D. Business Administration - Penn State University 2001

Areas of Expertise

Marketing

Business to Business Marketing

Inter-Organizational

Selling and Sales Management

Specialties

Corporate Social Opportunity

Selected Works

Articles

Ahearne, Michael and Kothandaraman, Prabakar . "Impact of Business Process Outsourcing on Business Marketing: An Agenda for Inquiry" INDUSTRIAL MARKETING MANAGEMENT . (forthcoming)

Forman, Howard , Lippert, Susan K. and Kothandaraman, Prabakar . "Understanding User Evaluation of IT Solutions" INDUSTRIAL MARKETING MANAGEMENT 36.6 (Jul 2007):12

Kothandaraman, Prabakar and Wilson, David . "The Future of Competition: Value--Creating Networks" INDUSTRIAL MARKETING MANAGEMENT 30.4 (Sep 2001):379-389

Kothandaraman, Prabakar and Wilson, David . "Implementing Relationship Strategy" INDUSTRIAL MARKETING MANAGEMENT 29.4 (Sep 2000):339-349

Kothandaraman, Prabakar and Wilson, David . "Relationship Maintenance" THEXIS - MARKETING THEORY AND PRACTICE . (Sep 1998)

Cases

Kothandaraman, Prabakar and Kumar, K . "Water for All: New Tirupur Area Development Corporation Ltd. (NTADCL)" Creating Value for All: Strategies for Doing Business with the Poor Ed. . New York, NY:Growing Inclusive Markets, UNDP, Jul 2008.

Kothandaraman, Prabakar and Viswanathan, Vidya . "Sulabh International: A Movement to Liberate Scavengers by Implementing a Low-Cost, Safe Sanitation System" Creating Value for All: Strategies for Doing Business with the Poor Ed. . New York, NY:Growing Inclusive Markets, UNDP, Jul 2008.

Kothandaraman, Prabakar . "Healthcare for All: Narayana Hrudayalaya, Bangalore" Creating Value for All: Strategies for Doing Business with the Poor Ed. . New York, NY:Growing Inclusive Markets, UNDP, Jul 2008.

Eccles, Robert G, Lane, David and Kothandaraman, Prabakar . "Cognizant Technology Solutions" Harvard Business School Case Ed. . Boston, MA:Harvard Business School Publishing, Mar 2008.

Eccles, Robert G, Kothandaraman, Prabakar , Lane, David and arora, namrata . "Accenture: War for Talent in India" Harvard Business School Case Ed. . Boston, MA:Harvard Business School Publishing, Jan 2008.

Khaire, Mukti and Kothandaraman, Prabakar . "Fabindia Overseas (Pvt) Ltd." Harvard Business School Case Ed. . Boston, MA:Harvard Business School Publishing, Mar 2007.

Abdelal, Ravi E, DiTella, Raphael and Kothandaraman, Prabakar . "Infosys in India: Building a Software Giant in a Corrupt Environment" Harvard Business School Case Ed. . Boston, MA:Harvard Business School Publishing, Dec 2006.

Jones, Geofferey G, Kothandaraman, Prabakar and Herman, Kerry . "Jamnalal Bajaj, Mahatma Gandhi, and the Struggle for Indian Independence" Harvard Business School Case Ed. . Boston, MA:Harvard Business School Publishing, Aug 2006.

Presentations

Kothandaraman, Prabakar , Anderson, Rolph E. and Kwak, Hyokjin . Buyer Organization Mapping: New CRM Tool for Salespeople 2009 Annual Conference of the Academy of Marketing Science : Baltimore, MD

Korschun, Daniel and Kothandaraman, Prabakar . Developing A Society Orientation in Order to Grow Inclusive Markets Second Transformative Consumer Research conference : Philadelphia, PA

Kothandaraman, Prabakar and Kacker, Manish . An Experimental Investigation of Causal Influence on Specific Investments in Exchange Relationships 2009 AMA Winter Marketing Educators Conference : Tampa, FL Feb 2009

Kothandaraman, Prabakar and Kacker, Manish . Exploring the Effects of Relationship History on Relationship-Specific Investment in E-Business Midwest Marketing Camp, University of Wisconsin : Madison, Wisconsin Sep 2000

B., C. , Bhattacharya, Michael Ahearne and Kothandaraman, Prabakar . Beyond the Brand: Expoloring the Effects of Organizational Identification on the Customer Penn State - Wharton Symposium : Pennsylvania State University, PA Apr 2000

B., C. , Bhattacharya, Michael Ahearne and Kothandaraman, Prabakar . The Customer, the Salesperson and the Organization: The Role of Identification University of Amsterdam : San Antonio, Texas Jan 2000

Kothandaraman, Prabakar . Transaction Specific Investments in Ongoing Relationships-An Experimental Study Haring Symposium at Indiana University : Bloomington, Indiana Sep 1999

Kothandaraman, Prabakar and Wilson, David . Aligning the Organization for Successful Relationships IMP Annual Conference : Dublin, Irleand Sep 1999