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							                                        ANUPAM JAJU

Home Address:                                          Office Address:
2360 W Broad Street, #530                              Department of Marketing and Distribution
Athens, GA 30606-5627                                  Terry College of Business
USA                                                    148, Brooks Hall,
                                                       University of Georgia,
                                                       Athens, GA 30602-6258 (USA)

Phone: (706) 208-9659                                  Phone: (706) 583 0146
                                                       Fax: (706) 542 3738
http://www.terry.uga.edu/~ajaju                        Email: ajaju@arches.uga.edu


EDUCATIONAL BACKGROUND

Doctor of Philosophy (Ph.D.)           Business Administration,                (Expected) Summer, 2002
                                       University of Georgia, Athens GA (USA),
                                       Major: Marketing        Minor: Strategy

Master of Technology (M.Tech)          Industrial Management                                   1996
                                       Indian Institute of Technology, Bombay, (India)
                                       Major: Industrial Marketing

Bachelor of Engineering (B.E.)         Chemical Engineering                                    1994
                                       Regional Engineering College, Rourkela (India)



DISSERTATION
Topic      : "Antecedents and Consequences of Brand Redeployments"
Chair      : Prof. Srinivas K. Reddy
Abstract   : In the past several years, there has been an increasing trend of a phenomenon in which
           firms decide to change their identities by redeploying their corporate or product brand
           names. These name changes or brand redeployments are either a result of some corporate
           action (e.g a merger or acquisition deal) or an attempt by the firm to reposition itself, or
           its product offerings. Brand redeployments occurring via mergers and acquisitions vary
           across a continuum of approaches ranging from elimination of one brand name,
           concatenation of the brand names and even elimination of a ll names. Such variation in
           the firm’s strategic choice motivates this investigation. The objective of this study is to
           analyze this choice by studying the firm-, market- and transaction-specific antecedent
           factors that lead to these brand name redeployment decisions. The theoretical background
           of this study is based on resource-based perspective, transaction-cost theory, market-
           power, and managerial power arguments. The study also aims to include a review of the
           consequences of this strategic action from the perspective of the various stakeholders of
           the firm. The proposed empirical analysis includes formulating redeployment models
           based on a sample of over 800 merger or acquisition transactions during the 1995-1999
           period and an analysis of the market level consequences of these redeployments. (The
           dissertation is in its final stage of data collection)
RESEARCH ACTIVITIES

Refereed Publications1
Marketing Strategy:
      Stern, Barbara; George M. Zinkhan; and Anupam Jaju (2001) "Images in Marketing: Congruence of
       Store, Brand and Corporate Images" Marketing Theory, 1(2), pp.201-224.
      Dixit, Ashutosh; Anupam Jaju and Srinivas Reddy (2001), "A Model for Market Entry and Exit",
       invited for presentation at the Special Conference of Marketing Science on Competitive
       Responsiveness, (May 17-18, 2001), eds. Dave Reibstein and Dick Wittinck, Cambridge, MA.
      Zinkhan, George; Jaishankar Ganesh; Anupam Jaju and Linda Hayes (2001) "Corporate Image: A
       Conceptual Framework for Strategic P lanning ", Proceedings of 2001 AMA Summer Marketing
       Educators’ Conference, eds. Stephen J. Grove and Greg W Marshall., (August 11-14, 2001)
       Washington, DC, pp.152-160.
      Yue, Pan and Anupam Jaju (2001) "Impact of Top Management’s Myopic Behavior on
       Organizational Market Orientation: A Conceptual Model", Proceedings of 2001Academy of
       Marketing Science Annual Conference, eds. Anne L. Balazs and George M. Zinkhan, (May 30-June
       2, 2001) San Diego, CA, pp.166-172.
      Jaju, Anupam and Hyokjin Kwak (2000), “Re-Deployment of Corporate Communication Strategy
       Through Mergers and Acquisitions: An Empirical Evaluation of Competing Theories,” Fifth
       Research Conference: Relationship Marketing in the New Millennium: Theory, Methods and Tools
       (Oct. 12-15, 2000), eds. Atul Parvatiyar and Jagdish N. Sheth, Emory University, Atlanta, GA.
      Jaju, Anupam and Karuna Jain (2000), "Acquisitions through Market-oriented Synergy", Proceedings
       of 2000 South Eastern Decision Science Institute Conference, ed. Art Gowan, Vol. 13 (February),
       Wilmington, NC, pp.193-195.


Information Technology and Marketing:
      Reddy, Srinivas K.; Anupam Jaju, and Hyokjin Kwak (2000), “Determinants of Internet Startups
       Success,” in Leading Technology Change: Management Issues and Challenges IEMC-2000 (IEEE
       Engineering Management Society), eds. Sul Kassicieh and Steve Walsh, Albuquerque, New Mexico,
       pp.607-611.
      French, Warren; Anupam Jaju and Stephan Brown (2000), Examining a Hybrid Distance Learning
       Model", Proceedings of 2000 Winter AMA Marketing Educators Conference, John P. Workman Jr.
       and William D. Perreault Jr., Vol. 11(February) San Antonio, TX, pp.13-21.


Miscellaneous:
      Jaju, Anupam; Hyokjin Kwak and George M. Zinkhan (2002), "Learning Preferences of
       Undergraduate Business Students: A Cross-Cultural Comparison between the US, India, and Korea",
       Marketing Education Review, (accepted, forthcoming).
      Kwak, Hyokjin; Anupam Jaju, and George M. Zinkhan (2000), "Astrology: Its Influence on
       Consumers' Buying Patterns and Consumers' Evaluations of Products and Services," Marketing:
       Looking Forward, Looking Back in Proceedings of the 2000 Academy of Marketing Science Annual
       Conference, Vol. XXIII, eds. Mary Joyce and David Lambert, Quebec, Canada, pp.94-98.

1
    All papers are availab le fo r download at http://www.terry.uga.edu/~ajaju
   Jaju, Anupam and Hyokjin Kwak (2000), "Learning Preferences of Marketing Students", Proceedings
    of 2000 Winter AMA Marketing Educators Conference, eds. John P. Workman Jr. and William D.
    Perreault Jr., 11 (February) San Antonio, TX, pp.243-250.
   Jaju, Anupam and Melvin Crask (1999) "The Perfect Design: Optimization between Reliability,
    Validity, Redundancy in Scale Items and Response Rates", in Issues in Scaling: Proceedings of the
    AMA Winter Educators’ Conference, eds. Anil Menon and Arun Sharma, 10 (February),
    St.Petesburg, Fl., pp.127-131
   Jaju, Anupam and S. Krishnamoorthy (1997) "The Indian Auto-Rubber Component Market", Vikalpa
    (Notes), 22(3), July-Sept., pp. 99-105.
   Jaju, Anupam and S. Krishnamoorthy (1995) “By Leaps and Bounds”, Indian Management, Oct., pp.
    42-48.

Publications under Review
 Dixit, Ashutosh; Anupam Jaju and Srinivas Reddy (2001), " To Enter Is Human, To Exit Is Divine:
   Models Of Market Entry And Exit", Marketing Science, (under 2nd review).

Conference Activities
Presentations:
 2000 Relationship Marketing Conference, Emory University, Atlanta, GA
    Topic: “Re-Deploy ment of Corporate Co mmun ication Strategy Through Mergers and Acquisitions: An
    Emp irical Evaluation of Co mpeting Theories”
   2000 South Eastern Decision Science Institute Conference, Wilmington, NC
    Topic: "Acquisitions through Market oriented Synergy"
   2000 IEEE International Engineering Management Conference, Albuquerque, NM
    Topic: “Determinants of Internet Startups Success,”
   2000 Academy of Marketing Science Annual Conference, Quebec, Canada
    Topic: “Astrology: Its Influence on Consumers' Buying Patterns and Consumers' Evaluations of Products and
    Services”
   2000 Winter AMA Conference, San Antonio, TX
    Topic: “Learning Preferences of Market ing Students”
   1999 Winter AMA Conference, St, Petesburg, FL
    Topic: “The Perfect Design: Optimizat ion between Reliab ility, Validity, Redundancy in Scale Items and
    Response Rates”

Reviewing Activities:
 Reviewer: Winter AMA Educators' Conference, Austin, TX, 2001
 Reviewer: American Marketing Science Conference, Montreal Canada, 2000
 Reviewer: Winter AMA Educators' Conference, St.Petersburg, FL, 1999
 Discussant: Winter AMA Educators' Conference, St.Petersburg, FL, 1999

AWARDS and HONORS
 University of Georgia, Outstanding Graduate Teaching Award, 2001
 Terry College of Business, University of Georgia: Comer Research Award to reward superior
    students in the Ph.D. program in Business Administration, 1998-2002.
 AMA-Sheth Doctoral Consortium Fellow, 2001.
 Terry College of Business, Graduate School: Research Award, 1997-2002.
 ITW Signode (I) Ltd: National Award for Managing the Most Productive Region, 1997
 Indian Institute of Technology, India: M.Tech. Choice Thesis Award, 1995-96
 Indian Institute of Technology, India: Graduate Research Scholarship, 1994-95, 1995-96.
PROJECTS UNDER PROGRESS
 Dixit, Ashutosh; Anupam Jaju; Srinivas K Reddy, "Model of Market Entry and Exit"
(Here, we propose to undertake an empirical evaluation of the airline industry and evaluate the entry and exit
decision processes of discount airlines (airlines with low operating costs) in each city pair markets. The three -
component model integrates a dynamic framework that evaluates the entry decision, the competitive reaction
intensity and the exit decisions)
   Reddy, Srinivas K.; Anupam Jaju, and Hyokjin Kwak, "Determinants of Internet Startups Success"
(This project involves determin ing the factors influencing the success of internet startups as per their stock
performance. The variab les under consideration include the pre-IPO advertising, reputation of the underwriters and
venture capitalists and the status of the company within the industry)
   Anupam Jaju, “Corporate, Store and Brand Images” (Invited Book Chapter) eds. Zinkan, George and
    Barbara Stern “Netvertising and the Empowered Consumer: The Next Frontier”
   Jaju, Anupam and Melvin Crask, "An Empirical Analysis of Redundancy in Scale Items and Its
    Implications on Marketing Research"
(This is an empirical justification to the 1999 AMA conference paper. This study focuses on empirically testing the
conceptual propositions (as proposed in the conference paper) regarding the complex and intertwining relat ions hips
between reliability, valid ity, number of scale items and the response rates).
   Kwak, Hyokjin; Anupam Jaju; and George M. Zinkhan, "A Cross Cultural Analysis of Consumer
    Ethnocentrism, Globalized Mindset, and their Attitude toward Foreign Products and its Advertising"
(A cross-cultural survey research to compare and contrast the Indian, Korean and American consumers'
ethnocentrism and the impact of their global outlook and their attitude towards foreign products and advertising)
   Kwak, Hyokjin; Anupam Jaju; and George M. Zinkhan, "A Cross Cultural Analysis of Consumer
    Risk Taking propensity and future-orientation of the consumers"
(Cross cultural survey research to investigate the relationship of future-orientation and the risk-taking propensity of
consumers in 3 cultures: Indian, Ko rean and American.. Th is study also intends to look at the dimensionality of the
risk-taking scale when studied in different cultures)
   Jaju, Anupam; Janice Griffiths; and Mark Civarella, "A Cross cultural comparison of Market
    Orientation and Entrepreneur Orientation between India, Jamaica and the US managers"
(It is proposed that the culture affects the market orientation of the managers and the entrepreneurs. This study
attempts to compare and contrast the corporate managers and the entrepreneurs between nations having contrasting
societal culture).


RESEARCH INTERESTS
Strategic Marketing :               Brand Strategy
                    :               Competitive Reactions
                    :               Corporate Marketing – Image, Identity and Reputation
Information Technology          :   Business Models
and Marketing                   :   Distance Learning
Miscellaneous                   :   Cross-Cultural Aspects: Consumer & Managerial Orientation
                                    Learning Styles


TEACHING INTERESTS/ EXPERIENCE
Courses Taught
Principles of Marketing        UG                              Summer '99, Summer '00
Consumer Behavior              UG                              Summer '98, Fall '99, Spring '00, Spring '01
Sales Force Strategy and Mngt: UG                              Fall '98, Spring '99, Fall '00
Marketing Strategy             UG                              Summer ’01


Introductory / Guest Lectures
Electronic Commerce:                     UG               Fall, 1999
Professional Selling & Account Mngt:     UG               Fall, 1999
Marketing Management:                    UG               Fall, 1995
Marketing Research:                      UG               Fall, 1995, Spring 2001
Global Marketing                         UG               Fall, 2001

Distance Learning
Organization, Design, and Implementation of a marketing course for web-based executive MBA program.


ACADEMIC EXPERIENCE
Summer, 1998 - till date
- Independent teaching responsibility of undergraduate courses in Marketing at University of Georgia.

Fall, 1997-Spring, 1998
Research Assistant, University of Georgia, Athens
- Responsible for working on research projects with the departmental faculty and assisting them.

Fall, 1994-Fall, 1995
Research and Teaching Assistant, Indian Institute of Technology, Mumbai [India]
- Responsible for assisting departmental faculty in teaching activities


BUSINESS EXPERIENCE
Feb, 1996 - July, 1997
On-hands business experience while working with ITW Signode India Ltd. (a subsidiary of ITW. Inc,
USA, a Fortune 500 company) as Business Development Manager and Regional Sales Manager
(Industrial Packaging) for 11 /2 yrs. Responsible for entire sales managerial functions of the largest sales
region of the company. The key result areas included new business development, achieving annual sales
and collection productivity targets, key account management, and sales force management. Served on
application development team for international clients such as Carrier Aircon, Whirlpool, Merck, Daewoo
etc. Developed customer information database for the specialty packaging division to support marketing
strategic planning.

Mar, 1995 - Dec, 1995
Worked as a Project Assistant and Sales Coordinator with Elastomer Processors (India). This project
was pursued as a deputation responsibility of a consultative project. The objective of the project was to
develop business plans for industrial market gr owth for the client. The work involved providing
marketing assistance and coordination to the company in its sales and strategy formulations.

PROFESSIONAL AFFILIATIONS
Ecomm@terry Club                                                  2000-present
American Marketing Science                                        2000-present
American Marketing Association                                    1998-present
Indian Institute of Chemical Engineers                            1992-1996
Institute of Engineers (Eastern Chapter)                          1992-1994
REFERENCES

   Dr. Srinivas K. Reddy           Department of Marketing and Distribution
    Phone: (706) 542 3759           Terry College of Business,
    Fax:(706) 542 3738              The University of Georgia
    Email: sreddy@arches.uga.edu    148, Brooks Hall
                                    Athens, GA 30602-6258

   Dr. George M. Zinkhan           Coca Cola Chair of Marketing and Department Head
    Phone: (706) 542 3757           Department of Marketing and Distribution
    Fax: (706) 542 3738             Terry College of Business,
    Email: gzinkhan@terry.uga.edu   The University of Georgia
                                    148, Brooks Hall
                                    Athens, GA 30602-6258

   Dr. Thomas Leigh                Tanner Chair of Marketing
    Phone: (706) 542 3763           Department of Marketing and Distribution
    Fax: (706) 542 3738             Terry College of Business,
    Email: tleigh@terry.uga.edu     The University of Georgia
                                    148, Brooks Hall
                                    Athens, GA 30602-6258