![](/wp-content/uploads/amba.jpg"){kind=small}
| Name | Vikas Goyal |
| Qualification | FPM, IIM Calcutta (2007-12); B. Tech., IIT Kharagpur (2002-06) |
| Contact No. | +91-731-2439540 |
| vikasg@iimidr.ac.in | |
| Curriculum Vitae | Download |
- Brief Profile
- Research Publications
Dr. Vikas Goyal is an Associate Professor of Marketing at IIM Indore, India. He received his Ph.D. in Marketing from Indian Institute of Management (IIM Calcutta, 2012). He holds B.Tech from Indian Institute of Technology (IIT Kharagpur, 2002-06). 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.
Dr. Vikas studies the dynamics of inter-firm relationships in the context of distribution channels. His research focuses on the influence of socio-psychological factors in channel relationships. Additionally, he is interested in research in the area of ‘Judgement and Decision Making (JDM)’. He studies the psychological principles involved in consumer’s JDM and their decisional consequences. 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 Marketing Research and Analytics, Sales and Distribution Management, Advanced Marketing Research (with SPSS), and Customer Relationship Management. He has been involved in executive training and continued education through MDPs for several public sector enterprises and large corporates.
Research Publications
§ Goyal, Vikas (2020). Tripartite Role of Communications in Channel Relationships: Mitigating Exchange Hazards, Reducing Opportunism, and Curtailing its Ill Effects on Relationship Performance (co-authored), Industrial Marketing Management {ABDC-A*}. (accepted, in press)
§ Goyal, Vikas (2019). Evaluating Channel Partner’s Performance: Impact of Task Environments on the Relevance of Measurement Metrics (co-authored), Journal of Business and Industrial Marketing, Vol 34 (2), pp. 488-504. {ABDC-A}.
§ Goyal, Vikas (2018). Sweets of Olive (SOO): Tasting Success through Sales and Distribution Management, South Asian Journal of Management, Vol 25 (1), pp. 1-25.
§ Goyal, Vikas (2017). The Dual Effects of Perceived Unfairness on Opportunism in Channel Relationships (co-authored), Industrial Marketing Management, Vol (64), pp. 135-146. {ABDC-A*}.
§ Goyal, Vikas (2017). Target Chemicals India Private Limited (TCL): In Search of Distribution Efficiencies, South Asian Journal of Management, Vol 24 (1), pp. 165-188.
§ Goyal, Vikas (2016). A Framework for Performance Evaluation of Channel Partners in Distribution Relationships (co-authored), International Journal of Productivity and Performance Management, Vol. 65 (4), pp. 503 - 531. {ABDC-B}.
§ Goyal, Vikas (2014). Influence of Business Strategy on Inter-firm Coordination Efforts: Moderating Role of Environment (co-authored), Indore Management Journal, Vol. 6 (1), pp. 13-24.
§ Goyal, Vikas (2013). A Conceptual Framework for Eliciting Dealer's Selling Efforts Through Dealer-Supplier Identification (co-authored), Indore Management Journal, Vol. 5 (1), pp. 81-91.