معرفی
Prabakar Kothandaraman serves as the Dean of the School of Business at the State University of New York at Oswego. Previously, he held the position of Professor in the Department of Professional Sales at William Paterson University (New Jersey) and chaired the Department of Professional Sales since 2014. He has also served as Executive Director of the Russ Berrie Institute for Professional Sales since 2010. His academic career includes faculty roles at Drexel University, Texas A&M University, and Xavier Institute of Management in India, as well as interim executive director and senior researcher at Harvard Business School’s India Research Center.
Dr. Kothandaraman’s educational background includes a PhD in Business Administration from The Pennsylvania State University, an MBA from Xavier Institute of Management (India), and a B.E. (with Honors) in Chemical Engineering from Birla Institute of Technology and Science (India). His research focuses on sales management, social media in sales, B2B relationships, CRM, and ethical marketing practices. He has explored topics such as gender bias in sales hiring, the role of social networks in employee performance, and the impact of greenwashing on consumer perceptions.
His professional contributions include developing frameworks for adaptive selling tools and advancing strategies for buyer-supplier collaboration. He has also been instrumental in designing sales education programs, as demonstrated by his work on sales role-play competitions and mock interview methodologies.
Leveraging his cross-cultural expertise, Kothandaraman has studied sales dynamics in both U.S. and Indian corporate contexts. His research bridges theoretical insights from organizational behavior with practical applications in sales training and CRM optimization.
