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Vinita S. SAHAY

Dr Vinita S. Sahay is a Professor of Marketing at IMT Ghaziabad. She is also a visiting Professor at Aarhus Business School, Aarhus University, Denmark. Dr Sahay has an excellent academic track record. She did her PGDM with Marketing as a major concentration area. She earned her PhD in 'Customer Value' from CSJM University, Kanpur.

Dr Sahay has about 18 years of experience in teaching, research, training and consulting. Her teaching, research and training interests include Marketing of Services, Retailing Management, Trust formation, Customer Value, Customer Satisfaction, CRM and Consumer Behaviour. She has conducted many management development programmes for senior executives, at companies like BPCL, Domino's, SAIL, ONGC, NIIT, etc. She has designed, developed and conducted Management Development Programmes for very senior Defence Officers and has played the role of Programme Director in the area of 'Role of Independent Directors'. Besides, she has designed, developed and conducted similar programmes for middle level executives as well.

These programmes are in the areas of Marketing Management, Retail Management, Marketing Strategy, Marketing of Services, Customer Relationship Management, Customer Value and Consumer Behaviour, Service Quality, Customer Satisfaction & Customer Centricity and Interpersonal effectiveness.

Dr Sahay has published and presented many research papers in International and National journals and conferences. As a token of excellence for her work, she has received many academic awards including best paper award.

As chairperson (PGDM), Dr Sahay gave a new vision and direction to the post-graduate programme in Management at IMT and brought academic rigour, discipline and quality improvements in the programme. Major academic restructuring was carried out, various new electives were added keeping in the mind the industry's requirements and several administrative systems were strengthened.

Dr Sahay was the former chief editor of 'Synergy: Journal of IT & Management'. She is also actively involved in guiding PhD scholars and supervising their work.

Programme(s) Taught

Master of Business Administration
Postgraduate Diploma of Business Administration
Postgraduate Certificate of Management Studies
Master of Management in Information Technology
Postgraduate Diploma of Information Technology Management
Postgraduate Certificate of Information Technology Management
Certificate of Professional Development

Subject(s) Taught

630: Marketing Management
730: Marketing Strategy
731: Consumer Behaviour
760: Management of Services
790: Capstone Management Project

Selected/Recent Publications

Sahay, V. S., Mohd, L., Sardana, G.D., & Sahay, B.S. (2009). Supply Chain Partners Trust Building Process through Risk Evaluation ? The Perspectives of UAE Packaged Food Industry.Supply Chain Management: an International Journal, 14(4), 280-290.
Sahay, V, S. (2009). Yield Management: Application of Information Technology Across the Service Industry, Advances in Technology and Innovation in Marketing, Macmillan India, 376-385.
Sahay, V.S., Mohd, L., Sahay, B.S., & Waheed K.A. (2009). The Risk Perspectives of Supply Chain Partners Relationship, Materials Management Review, 5 (4), 24-29.
Sahay, V.S., Ranjan, Thakur, Sahay, B.S., & Nicholas. (2008). Service Quality Measurement Scales: SERVQUAL vs SERVPERF, Redefining Business Horizons, Macmillan India, 149-158.
Sahay, V. S., Mohd, L., Sahay, B.S., Ranjan, Thakur & Nicholas. (2008). Redefining Trust in Supply Chain Partners Relationship, Redefining Business Horizons, Macmillan India, 88-103.
Sahay, V.S. (Jul ? Dec 2004). Designing Customer Value Index, Vision: The Journal of Business Perspective, 8 (2) 81-88.
Sahay, V.S. (Jan-Jun 2004). Customer Value Management for Marketing Profitability, Amity Business Review, 5 (1).
Sahay, V.S. (2002). WTO, Globalisation and Customers, Synergy: Journal of IT and Management, 1 (1), 108-115.
Sahay, V.S. (2001). Data Mining and Data Warehouse: An Integrative Model for Increasing Customer Value, Management & Change, Journal of IILM, New Delhi, 6(1), 51-68.
Sahay, V.S. (2001). Customer Relationship: A Framework for SCM and CRM Integration, Productivity, CBS Publications, New Delhi, 42(2), 1-12.
Sahay, V. S., & Agarwal, R. (2008). Fighting for the Himalayas. Sahay, Thatchenkery & Sardana, Handbook on Management Cases, Allied Publishers, 385-390.
Sahay, V. S. & Singh, H. (2007). Melange: The Highway Mall, Roger Stough & G.D. Sardana, Select Cases on Management, Allied Publishers, 95-118.
Sahay, V. S., & Basu, D. (2005). The Rising Sun, Roger Stough & G.D. Sardana, Cases in Management, Allied Publishers, 384-400.

Selected/Recent Presentations

Sahay, V. S., & Koshal, S. (Jan 2009). Customer Relationship Determinants for Mobile Telecom Users: An Empirical Research in NCR region in India, International Conference on Marketing Paradigms for Emerging Economies, Indian Institute of Management, (IIM) Ahmedabad, IIM Campus, Allied Publishers, 488-493.
Sahay, V. S., & Muralidhara, A. (Jan 2009). Customer Perceptions of Private, National and International Brands: An Empirical Study, International Conference on Marketing Paradigms for Emerging Economies, Indian Institute of Management, (IIM) Ahmedabad, IIM Campus, Allied Publishers, 594-602.
Sahay, V. S., Bose. S. K., & Singh, H. (2008). What's in a name: The dilemma of defining a shopping mall in the Indian Context, International Conference on Globalization and Emerging Economies, Indian Institute of Management, Indore.
Sahay, V. S., & Basu, D. (2006). Experiential Branding: A Mystic Competitive Advantage, National Conference on Experiential Marketing: The Key Differentiator, AICTE with LBS Institute of Management, New Delhi.
Sahay, V. S. (Mar 2006). Experiential Marketing: A New Age Differentiator, National Conference, India Habitat Centre, New Delhi.
Sahay, V. S., Basu, D., & Mukherjee, S. (Mar 2006). Global Competitiveness: Use of IT in Indian Retail Sector, Conference on Global Competitiveness, IIM Kozhikode.
Sahay, V. S. (Jan 2006). Return on Marketing Investments ?A perspective for CRM, International Conference on Marketing Investments, IIM Ahmedabad.
Sahay, V. S. (Jan 2005). Developing Framework for Customer Value Index Model in the Digital Economy, International Conference on Marketing Paradigms for Emerging Economies, Indian Institute of Management, (IIM) Ahmedabad, IIM Campus, Ahmedabad.
Sahay, V.S. (Jan 2005). An Empirical Evaluation of Customer Perceptions of the Impact of the IT Initiatives on the Service Delivery, sixth International Conference on Borderless World: Emerging Dimensions for Business, New Delhi.
Sahay, V.S. (Jun 2004). Integrating SCM and CRM for Enhancing Customer Value, Queensland Supply Chain Seminar: An International Conference on Logistics, Logistics Association of Australia and Queensland University of Technology.
Sahay, V. S. (Dec 2001). Managing Customer Value in the Globalised Economy, International Conference on Globalization of Business and Markets: Strategies For the 21st Century, Management Development Institute Gurgaon, Georgia Tech University, Atlanta and American Marketing Society, USA.