Biography Reshma H. Shah is a Professor in the Practice of Marketing at Goizueta. Professor Shah joined the Goizueta Business School Faculty in 1997 after completing her PhD in Marketing from the Katz Graduate School of Business at the University of Pittsburgh. She has a BS in Business Administration from the University of Illinois - UC and an MBA from the University of Southern California. Reshma has worked full time in Corporate Component Procurement for IBM Corporation; in Litigation Consulting for Price Waterhouse; in Strategic Brand Planning for Unilever, PLC; and in Account Management for Leo Burnett Advertising.
Reshma's research interests include marketing alliances; relationship marketing; brand and category management; and integrated marketing communications. Her research has been published in the Strategic Management Journal, the Journal of Retailing, the Journal of Brand Strategy, Industrial Marketing Management, the Journal of Public Management and Social Policy, and the Proceedings of several of the top academic marketing associations. Reshma is also the co-author of two books, one in the area of Social Media entitled, How to Make Money with Social Media: An Insider’s Guide on Using New and Emerging Media to Grow Your Business, and one in the area of Emerging Markets entitled, Breakout Strategies for Emerging Markets: Business and Marketing Tactics for Achieving Growth.
Reshma has taught or is currently teaching Marketing Consulting, Integrated Marketing Communications, Marketing Management, Consumer Behavior and Marketing Strategy at both the undergraduate and MBA levels. Reshma has won several University-wide and Goizueta awards for her excellence in teaching and been asked to be a keynote speaker at major academic and industry events. In addition to her teaching and research, Reshma spent 20 years as the Faculty Lead to the Goizueta Marketing Strategy Consultancy (GMSC), Goizueta’s flagship experiential learning program. In this role, Reshma assisted student teams in completing marketing consulting assignments for such companies as: IBM, The Coca Cola Company, HP, Delta, Focus Brands, The Home Depot, CibaVision, GE, Kodak, UPS, Cox Communications, Earthlink, BellSouth, Turner, Motorola, Saab, Porsche, Acuity Brands, Chubb Insurance, and many others. As a result of its success, GMSC is now part of Goizueta’s IMPACT curriculum.
PhD in MarketingKatz Graduate School of Business, University of Pittsburgh
MBA in Marketing and StrategyUniversity of Southern California
BSc in Business AdministrationUniversity of Illinois at Urbana Champaign
Factors influencing partner selection in strategic alliances: The moderating role of alliance context
The growth of alliances has generated considerable interest in this topic among both academics and practitioners. While multiple factors may affect alliance success, partner selection emerges as one of the most influential. Previous studies on alliances present general models that assume the factors (e.g., trust, commitment, complementarity, financial payoff) that drive partner attractiveness and, in turn, the likelihood of selection, are consistent across varying alliance projects and situations. In contrast, the present study proposes a contingency approach grounded in management control theory that suggests the criteria managers use in choosing alliance partners will vary by alliance project type. Specifically, it introduces a framework that addresses when and why managers select partners with certain, specific characteristics. The results of the present study strongly support hypotheses that the critical criteria for assessing alliance partner attractiveness and selection vary depending on the differential levels of process manageability and outcome interpretability inherent in a strategic alliance. Implications for theory and practice are discussed.
Till death do us part…but not always: Six antecedents to a customer's relational preference in buyer–seller exchanges
Determinants and outcomes of plan objectivity and implementation in category management relationships
As a direct effect on performance, implementation of category plans had a stronger impact on category performance than did the objectivity of the plans. The retailer’s trust in the category management process was found to be a critical component on the implementation of category plans. Preplanning agreement between the retailer and the supplier was found to impact both objectivity and implementation. The internal conflict between supplier’s brand management and sales/category managers had only a minor impact on objectivity, and that effect was mediated by the supplier’s overall opportunism. Several theoretical and managerial implications are discussed.