The antecedents and consequence of distributor’s stewardship-oriented behaviors in manufacturer–distributor relationships

Baljeet Singh is a faculty in the area of Marketing at IIM Jammu. He is a fellow of the Indian Institute of Management Indore. Prior to his FPM, he worked for FMCG majors-Nestle India Ltd and Hindustan Unilever Ltd. His primary research interests are in the areas of Marketing Channels (B-to-B). Specifically, he works on the issues related to stewardship orientation, network embeddedness and destructive acts in channel relationships. His work has been accepted and presented at various academic conferences and seminars including those hosted by the Academy of Marketing-UK, the American Marketing Association-USA, ANZMAC-Australia, Penn State University-USA and ISBM-Cambridge. He also represented India in Indian youth delegation to China.

Vikas Goyal is Professor of Marketing at IIM Indore, India. He received his PhD in Marketing from Indian Institute of Management (IIM Calcutta, 2012). He holds B.Tech from Indian Institute of Technology (IIT Kharagpur, 2002–2006). Prior to joining IIM Indore as faculty, he has had brief corporate experience with CRISIL Ltd. in their Global Research & Analytics (GRA) services and Reliance Industries Ltd. in their construction business.

His research focuses on the influence of environmental and socio-psychological factors on the strategic decisions and organizational outcomes in the context of interfirm relationships (mostly distribution channel, but not limited to it). Empirical examination is based on data from surveys, experiments and archival sources, using contemporary statistical tools and packages. Additionally, he is interested in research in the area of “Judgement and Decision Making (JDM).” His research has been published in some of the leading academic journals in the field. He also serves as a reviewer for a few reputed journals/conferences in the area.

His teaching interests are in the area of Strategic Marketing, Marketing Research and Analytics, Advanced Marketing Research (with SPSS), Sales and Distribution Management and Customer Relationship Management. He is involved in executive training and continued education through MDPs for several public sector enterprises and large corporates.