Sachin Gupta

Sachin Gupta

Director, Graduate Studies
Henrietta Johnson Louis Professor of Management
Professor of Marketing

452 Sage Hall
Samuel Curtis Johnson Graduate School of Management
Cornell University
Ithaca, NY 14853-6201
Phone: 607-255-2354

Professor Gupta's research focuses on analytical models of marketing phenomena, including discrete choice models of consumer behavior, marketing mix models, measurement of returns on marketing investments, pricing, promotions, and advertising decisions, channel relationships, and so forth. His expertise is in the consumer goods and prescription pharmaceutical industries.

In 2008 one of Professor Gupta’s papers received the O’Dell award of the American Marketing Association. This award is given to the authors of the best article published in the Journal of Marketing Research five years before. Professor Gupta also received the Paul Green award of the American Marketing Association in 2003. In 2007, he received the Cornell Hospitality Quarterly's best paper award for his article on customer satisfaction in the restaurant industry. Five of his other published papers have been finalists for the O’Dell award, the Paul Green award, and the John D.C. Little award. Professor Gupta has served on the editorial boards of Marketing Science and the Journal of Marketing Research.

At Johnson, Gupta teaches the core Marketing Management course, as well as a popular MBA elective course called Data Driven Marketing. He has previously taught MBA elective courses in Marketing Research and Pricing, and continues to be active in executive education in various programs. In 2009, he received the Stephen Russell Distinguished Teaching Award, given by the Johnson class of 2004, at their fifth reunion. The 2007 graduating MBA class selected him to receive the Apple Award for Teaching Excellence. Gupta previously taught at the Kellogg School of Management at Northwestern University, where he received the Sidney Levy Award for teaching excellence.

From 2010 to 2013 Professor Gupta was Johnson’s Associate Dean for Academic Affairs. In that role he was responsible for recruitment and development of faculty, and for the research function of the school.

Curriculum Vitae (CV)

Click here to view the curriculum vitae (PDF document).

Published Papers

Working Papers

  • Gupta, Sachin; Park, Sungho.  "Combining Aggregate Sales Data with Survey Data to Model Demand: An Application to the South Korean Cigarette Market"
  • Bao, Tony; Gupta, Sachin; Kadiyali, Vrinda.  "Modeling Endogenous Social Effects: A Study of M.B.A. Student Summer Internship Application Choices"
  • Park, Sungho; Gupta, Sachin.  "The Interplay of Evolving Preferences and Marketing Decisions: An Application to the South Korean Cigarette Market"  International Journal of Pharmaceutical and Healthcare Marketing

Book Chapters