ESMT European School of Phone: +49-30-212 31 -1520
Management and Technology Fax: -1281
Schlossplatz 1 Mobile: +49 (0)160 90670251
Assistant Professor of Marketing, ESMT European School of Management and Technology, Berlin,
Germany, January 2009–present.
PhD in Management (Specialization: Marketing), INSEAD, Fontainebleau, France, 2004.
Master of International Business, Indian Institute of Foreign Trade, Delhi, India, 1993.
Bachelor of Technology, Indian School of Mines, Dhanbad, India, 1989.
Assistant Professor of Marketing, Martin J. Whitman School of Management, Syracuse University,
Syracuse, New York, USA, 2004–2008.
Economic and econometric modeling of interesting marketing phenomena including
- New product development and diffusion of innovations
- Market entry strategies
- Sales force incentives
Sumitro Banerjee, page 2
Banerjee, S., and M. Sarvary (2009). How incumbent firms foster consumer expectations, delay launch
but still win the markets for next generation products. Quantitative Marketing and Economics 7(4): 445–
Papers under review
Banerjee, S., and D. Soberman (2010). Product development capability and marketing strategy for new
durable goods. Revision requested at the International Journal of Research in Marketing.
Banerjee, S., and L. Wathieu (2010). Marketing social responsibility. Manuscript under preparation for
resubmission, Marketing Science.
Banerjee, S., and A. Thevaranjan (2010). How should firms deal with unprofitable customers? Implications
for salesforce management. Manuscript under preparation.
Banerjee, S., and A. Thevaranjan (2010). Multi-product interaction in salesforce compensation: The case
of product line extensions. Manuscript under preparation for resubmission, Marketing Science.
Banerjee, S., and L. Wathieu (2010). Marketing social responsibility. ESMT Working Paper No. 10–002.
Research in progress
Banerjee, S., and A. Atasu. Sales incentives in the presence of remanufactured products. Manuscript
Banerjee, S., and A. Gambardella. Market-driven product convergence. Analysis stage.
Banerjee, S., and D. Soberman. Competitive preannouncement in the context of two-sided asymmetric
information. Analysis stage.
Banerjee, S. Endogenous licensing or litigation between patent trolls and marketing firms. Analysis stage.
Banerjee, S., and F. de Véricourt. Fairness in salesforce compensation. Analysis stage.
Banerjee, S., and H. Gatignon. Multinational introduction of new products: A sequential launch model.
Data analysis stage.
Academic achievements and fellowships
ESSEC Business School, Paris (January–June 2004). Postdoctoral Fellow & Visiting Faculty.
Sumitro Banerjee, page 3
INSEAD (1998–2002). PhD Fellow.
INFORMS (2002). Doctoral Consortium Fellow.
Kellogg Graduate School of Management, Northwestern University (fall 1999). Doctoral Exchange Student
at the Marketing Department.
Major research grants
Peter Curtius-Stiftung Research Grant at ESMT (2009–2010).
Earl V. Snyder Center for Innovation Management (Syracuse University) Research Grant (summer 2008).
Banerjee, S., J. Arts, and J. Binken (2003). Global marketing. Marketing Science Institute Conference
Summary, Marketing Science Institute Report No. 03–003.
Banerjee, S. (2010). Marketing social responsibility. Marketing Science Conference at the University of
Cologne, June 17–19, in Cologne, Germany.
Banerjee, S. (2009). Salesforce compensation and the targeting of selling effort: The problems of moral
hazard and adverse selection. Marketing Science Conference at the University of Michigan, June 4–6, in
Ann Arbor, Michigan, USA.
Banerjee, S. (2008). Product line extensions and the redesign of sales force compensation: A principal
agent perspective. Marketing Science Conference at the University of British Columbia, June 12–14, in
Banerjee, S., and M. Sarvary (2007). How incumbent firms foster consumer expectations, delay launch
but still win the markets for next generation products. Discussant: Miguel Villas-Boas, University of
California. S.I.C.S. Conference at the Haas School of Business, University of California, July 16–20, in
Berkeley, California, USA.
Banerjee, S. (2007). New product preannouncement as a price discrimination tool. Marketing Science
Conference at the Lee Kong Chian School of Business, Singapore Management University, June 28–30,
Banerjee, S., and D. Soberman (2007). The interaction of R&D capability and market entry strategies: The
case of specialized equipment suppliers. BBCRST Conference at the School of Management, State
University of New York, May 4, in Binghamton, New York, USA.
Banerjee, S. (2005). BCRST Conference at the Martin J. Whitman School of Management, Syracuse
University, May 6, in Syracuse, New York, USA.
Sumitro Banerjee, page 4
Banerjee, S. (2004). Marketing Science Conference at Erasmus University Rotterdam, June 24–26, in
Rotterdam, the Netherlands.
Banerjee, S. (2004). Trans-Atlantic Doctoral Conference at the London Business School, June, in London,
Banerjee, S. (2003). Marketing Science Conference at the University of Maryland, June 12–15, in College
Park, Maryland, USA.
Banerjee, S. (2003). Trans-Atlantic Doctoral Conference at the London Business School, June, in London,
Banerjee, S. (2003). HEC-ESSEC-INSEAD Conference at HEC, March, in Paris, France.
Guest lecturer at faculty research seminars
ESMT European School of Management and Technology, September 2008, Berlin, Germany.
HEC School of Management, May 2008, Paris, France.
Lally School of Management & Technology at the Rensselaer Polytechnic Institute, December 2004, Troy,
New York, USA.
IMD, November 2003, Lausanne, Switzerland.
HEC School of Management, October 2003, Paris, France.
University of Central Florida, October 2003, Orlando, Florida, USA.
Universidade Nova de Lisboa, September 2003, Lisbon, Portugal.
Universidade Católica Portuguesa, September 2003, Lisbon, Portugal.
Ad hoc reviewer for Marketing Science and the International Journal of Research in Marketing.
Affiliations and memberships
Member of INFORMS, the American Marketing Association and the American Economic Association.
Teaching experience in business schools and universities
New product management, marketing strategy, marketing research and international marketing.
Sumitro Banerjee, page 5
ESMT European School of Management and Technology
Introduction to Marketing (MBA): January–February 2010 (teaching evaluation: 4.5 out of 5), January–
February 2009 (teaching evaluation: 4.2 out of 5).
Marketing Management (Executive MBA): January–February 2010 (teaching evaluation: 4.5 out of 5).
Executive Education: Program Director and Faculty of the Open Enrollment program “Building Market-
oriented Business”, September 2010 (teaching and program evaluation: 4.5 out of 5).
BDPEMS (Berlin Doctoral Program in Economics and Management Science) (Core) Management
Science I: Marketing Models (4.5 CP), fall semester (December 2010–February 2011).
Martin J. Whitman School of Management, Syracuse University
Building Models in Marketing, PhD course, spring 2007 (teaching evaluation: 4.81 out of 5).
Marketing Research, undergraduate elective for seniors and juniors, fall and spring 2006 (teaching
evaluations: 3.8 out of 5).
Introduction to Innovation Strategy, MBA elective, spring 2005 (teaching evaluation: 3.4 out of 5).
New Product Management, undergraduate elective for seniors and juniors (teaching evaluations: 2.9 fall
2004; 3.3 spring 2005; 4.4 fall 2005; 4.0 spring 2006; 4.1 fall 2006; 3.9 and 3.6 fall 2007; 4.3 and 4.2
spring 2008; 4.5 and 3.8 fall 2008, all out of 5).
Invited guest lecture on “Introduction to Marketing” for Manufacturing Processes course offered by Prof.
Young Bai Moon, Department of Mechanical and Aerospace Engineering, Syracuse University (spring
2006, 2007, 2008).
Marketing Strategy, MBA elective, spring and summer 2004.
New Product Management, MBA elective, summer 2004 (teaching evaluations are not available).
International Marketing Strategy, elective for undergraduate seniors, spring 2003 (teaching evaluation: 4.3
out of 5).
Pre-INSEAD mathematics for MBA, 2003–2004 (teaching evaluation: 4.18 and 4.75 out of 5).
Academic honors and awards
Nominated for Syracuse University’s Excellence in Graduate Education Faculty Recognition Award 2007–
Banerjee, S. and M. Sarvary (2007). How incumbent firms foster consumer expectations, delay launch but
still win the markets for next generation products. Competitively selected for presentation at the S.I.C.S.
Conference, Haas School of Business, University of California, July 2007. Co-chairs: Subrata Sen (Yale
University) and Ram Rao (University of Texas at Dallas).
Sumitro Banerjee, page 6
Program committees and organizations
Member of the Teaching and Learning Committee, ESMT, (2010).
Member of the Research Committee at the Martin J. Whitman School of Management, Syracuse
University, Syracuse, New York, USA, (2007–2008).
External chair for the dissertation defense of James Howison, PhD candidate at the School of Information
Studies, Syracuse University, Syracuse, New York, USA, (December 2008).
Member of the Dissertation Committee for Tolga Bilgicer and Omar Woodham, PhD candidates in
Marketing at the Martin J. Whitman School of Management, Syracuse University, Syracuse, New York,
Faculty Advisor to ESMT’s “Market Modeling Electric Mobility” project for and financed by the German
federal government’s “National Development Plan for Electric Mobility” during the year 2010.
Member of ESMT’s Community Building Committee, 2010.
Member of Syracuse University’s Connective Corridor Faculty. Contributed to the design of the
Connective Corridor Project in Syracuse, a federally funded project initiated by Chancellor Cantor of
Syracuse University under the “Scholarship in Action” campaign. Joint work with Don Carr, faculty from
the School of Design, and Young Bai Moon from the Department of Mechanical and Aerospace
Faculty Advisor to the Syracuse University Squash Club and Badminton Club, August 2006–2008.
Co-organizer of LBS-INSEAD Doctoral Seminar and the HEC-INSEAD Doctoral Symposium (60 and 50
participants, respectively) in 2001.
Corporate teaching and consulting experience
Validation study for Integration and Young & Rubicam with Amitava Chattopadhyay (2001).
Tata Steel, 1993–1998
International Marketing of Steel. International market and supplier development, shipping and trade
financing. Responsible for developing business worth US$ 14 million in annual turnover.
Sumitro Banerjee, page 7
Development and implementation of strategy for globalization as Executive Assistant to Director of
Special quality improvement award for implementation of a transportation model for the operational
efficiency of export logistics. Resulted in a 10 percent reduction in cost for two consecutive years.
Sales of Slovak pipe maker Zeleziarne Podbrezova’s products in 20 countries (annual turnover: US$ 80
million) under a strategic alliance and other European operations.
Jessop & Company, 1989–1991
Engineer, Longwall Technology Projects. Technology transfer, design, commissioning and onsite support
for the underground coal mining industry in India. Specialization: Eickhoff shearers.
Updated: February 9, 2011