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Kohli, Ajay K.

Ajay K. Kohli

Professor of Marketing,
Gary T. and Elizabeth R. Jones Chair
Profile


Academic Area(s):
Functional Area(s):
Email:
Suite:
427
Office:
4140
Research
Market Orientation
Customer Solutions
Sales Management
Customer Relationships
Market Signaling
Customer Relationships
Sales Management
Brand Management
Organizational Buying
Education
PhD, University of Pittsburgh
PGDM (MBA), Indian Institute of Managment, Calcutta
B. Tech (Electrical Engineering), Indian Institute of Technology, Kharagpur
Biography

Professor Kohli is a former Editor-in-Chief of the Journal of Marketing, the premier broad-based academic journal in Marketing. His research has received several "best-paper" awards including the Alpha Kappa Psi award for its contribution to marketing practice, and the inaugural Sheth Foundation / Journal of Marketing award for long-term impact on marketing. In addition, one of his articles was a finalist for the Harold H. Maynard for its contribution to marketing theory and thought.

He is among the 100 most cited authors in the fields of Business and Economics combined, and two of his articles are among the 10 most cited Journal of Marketing articles in a quarter century. He is represented in ISIHighlyCited.com, an ISI web site that lists the top 0.5% cited authors in two decades in a variety of social and natural sciences combined.  

Professor Kohli is a recipient of the Paul D. Converse award, and two honorary doctorates, one from the University of St. Gallen, and one from the Corvinus University of Budapest. He is an ISBM Fellow, a recipient of the Mahajan award for career contributions to the field of marketing strategy, and one of three recipients of the 25-year Consortium Fellow Excellence award for his year.

Dr. Kohli has previously taught at Emory University, Harvard Business School and The University of Texas at Austin. He has also taught at BI Norwegian Business School, HSN, Norway, University of Muenster, Germany, Singapore Management University, SDA Bocconi, Italy, and WHU, Germany. He has led numerous executive education seminars in the U.S., Europe, Asia, and Latin America.  He has taught at the undergraduate, MBA, EMBA, and PhD levels, and has been recognized several times for teaching excellence, including with the College-wide Jack G. Taylor Teaching Excellence Award at UT-Austin.

Professor Kohli served as the founding Associate Dean and Director of the doctoral program in Business at Emory University. In this capacity, he was responsible for launching the doctoral program, recruiting students, developing operating processes, and ongoing administration. Dr. Kohli has also served as the Area Coordinator for the Marketing Area at Emory.

Dr. Kohli worked in industry for over six years in sales & distribution management, and in marketing strategy consulting. His last employer was the Monitor Company where he served as Group Leader. He has also consulted with several companies including 3M, Accenture, Andersen, Coca-Cola, Dow Chemical, Eastman Kodak, The Forum Corporation, Halliburton, IBM, Shell, Texas Instruments, and the World Bank.

Media Inquiries
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Published Papers

  • Robinson, B. Adina, Kapil R. Tuli and Ajay K. Kohli (2015), “Does Brand Licensing Increase a Licensor’s Shareholder Value?,” Management Science, 61 (June), 1436-55.

  • Bahadir, S. Cem, Jade S. DeKinder, and Ajay K. Kohli (2015), "Marketing an IPO Issuer in Early Stages of the IPO Process," Journal of the Academy of Marketing Science, 43 (January), 14-31.

  • Sarin, Shikhar, Goutam Challagalla and Ajay K. Kohli (2012), “Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions,” Journal of Marketing Research, 49 (August) 564-580.

  • Murtha, Brian R., Goutam Challagalla and Ajay K. Kohli (2011), “The Threat from Within: Account Managers’ Concern About Opportunism by Their Own Team Members,” Management Science, 57 (September), 1580-1593.

  • Tuli, Kapil R., Sundar Bharadwaj and Ajay K. Kohli (2010), “Ties that Bind: The Impact of Multiple Types of Ties with a Customer on Sales Growth and Sales Volatility,” Journal of Marketing Research, 47 (February), 36-50.

  • Challagalla, Goutam, R. Venkatesh and Ajay K. Kohli (2009), “Proactive Postsales Service: When and Why Does it Pay Off?,” Journal of Marketing, 73 (March), 70-87.

  • DeKinder, Jade S. and Ajay K. Kohli (2008), “Flow Signals: How Patterns Over Time Affect the Acceptance of Start-Up Firms,” Journal of Marketing, 72 (September), 84-97.

  • Tuli, Kapil R., Ajay K. Kohli and Sundar G. Bharadwaj (2007), “Rethinking Customer Solutions: From Product Bundles to Relational Processes,” Journal of Marketing, 71 (July), 1-17.

  • Lurie, Robert S. and Ajay K. Kohli (2002), “A Smarter Way to Sell Commodities,” Harvard Business Review, 80 (April), 24-26.

  • Jaworski, Bernard J., Ajay K. Kohli, and Arvind Sahay (2000), “Market Driven vs. Driving Markets,” Journal of the Academy of Marketing Science, 26 (Winter), 45-54.

  • Kohli, Ajay K., Tasadduq A. Shervani, and Goutam N. Challagalla (1998), “Learning and Performance Orientation of Salespeople: The Role of Supervisors,” Journal of Marketing Research, 35 (May), 263-274.

  • Maltz, Elliot and Ajay K. Kohli (1996) “Market Intelligence Dissemination Across Functional Boundaries,” Journal of Marketing Research, 33 (February), 47-61.

  • Kohli, Ajay K., Bernard J. Jaworski, and Ajith Kumar (1993), “MARKOR: A Measure of Market Orientation,” Journal of Marketing Research, 30 (November), 467-77.

  • Jaworski, Bernard J. and Ajay K. Kohli (1993), “Market Orientation: Antecedents and Consequences,” Journal of Marketing, 57 (July), 53-70.

  • Jaworski, Bernard J. and Ajay K. Kohli (1991), “Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction,” Journal of Marketing Research, 28 (May), 190-201.

  • Kohli, Ajay K. and Bernard J. Jaworski (1990), “Market Orientation: The Construct, Research Propositions, and Managerial Implications,” Journal of Marketing, 54 (April), 1-18.