Welcome to the University of Miami School of Business

Accessibility Navigation:

Faculty and Staff

Arun  Sharma

Arun Sharma

Professor, Marketing and Vice Dean, Graduate Business Programs and Executive Education

(305) 284-1770
Kosar Epstein 519

Research Interests

  • Understanding Markets
  • Marketing strategies and productivity
  • Industry and paradigm shifts
  • Firm-level value creation and management

Selected Publications

Rapp, Adam A., Daniel G. Bachrach, Karen Flaherty, Douglas E. Hughes, Arun Sharma, and Clay M. Voorhees, “A Multi-level Perspective of Frontline Innovations and Challenges,” Journal of Service Research (forthcoming).

Sharma, Arun (2016), "What Personal Selling and Sales Management Recommendations from Developed Markets Are Relevant in Emerging Markets? Journal of Personal Selling and Sales Management, 36, 2 (June), 89-104.

Sharma, Arun and Subhash Jha (2016), "Innovation from Emerging Market Firms: What Happens When Market Ambitions Meet Technology Challenges?" Journal of Business and Industrial Marketing, 31, 4, 507-18.

Sharma, Arun and Heiner Evanschitzky (2016), "Returns on Key Accounts: Do the Results Justify the Expenditures?" Journal of Business and Industrial Marketing, 31, 2, 174-82.

Iyer, Gopalkrishnan R., Sarah Xiao, Arun Sharma and Michael Nicholson (2015), “Behavioral Issues in Price Setting in Business-to-business Marketing: A Framework for Analysis,” Industrial Marketing Management, 47, (May), 6-16.

Teaching and Professional Experience

  • Consulted for Accenture, Agilent Technologies, Ambrosetti, American Express, AT&T, Citrix, Ericcson, Exxon, Goodyear, HP, IBM, Lucent, MasterCard, Motorola, Siemens, Sprint, Telecom Italia, Visa International, and Western Union.


  • Ph.D., University of Illinois at Urbana-Champaign
  • MBA, Indian Institute of Management, Calcutta
  • B.E., Bachelor of Engineering, Ragastan University


  • Understanding markets
  • Market strategies
  • Marketing strategies
  • Marketing productivity

    School of Business Administration
    P.O. Box 248027, Coral Gables, Florida 33124-6520
TEL: 305-284-4643
FAX: 305-284-6526
GRADUATE: 305-284-2510
UNDERGRADUATE: 305-284-4641