Vikas Goyal
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- Vikas Goyal
Dr. Vikas Goyal is 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.
His research focuses on the influence of environmental and socio-psychological factors on the strategic decisions and organizational outcomes in the context of inter-firm 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.
Research Publications
Goyal, Vikas (2025). Curtailing opportunism and enhancing compliance in manufacturer-distributor relationships: The stewardship way (co-authored),Marketing Intelligence and Planning, Vol. (ahead-of-print), Issue ahead-of-print, pp. 1-22. [ABDC-A]. DOI: https://doi.org/10.1108/MIP-10-2024-0701
Goyal, Vikas (2024). The antecedents and consequence of distributor’s stewardship-oriented behaviors in manufacturer–distributor relationships (co-authored),Journal of Business & Industrial Marketing, Vol. (40), Issue 1, pp. 136-155. [ABDC-A]. DOI: https://doi.org/10.1108/JBIM-11-2023-0645
Goyal, Vikas (2023). Feedback persistence matters! Uncovering the varying effects of success and failure persistence on firm risk-taking (co-authored), Strategic Organization, Vol (22) Issue 2, [ABDC-A]. DOI: 10.1177/14761270231195506
Goyal, Vikas (2021). Performance shortfall, feedback interpretation and R&D search: the differential effects of peers’ performance below historical and social aspirations (co-authored), British Journal of Management, Vol (0), pp. 1-25. [ABS-4; ABDC-A* as per the IIM Indore’s “Equivalence table for journal classification”]. DOI: 10.1111/1467-8551.12532
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, Vol (85), pp. 281-294. [ABDC-A*]. DOI: https://doi.org/10.1016/j.indmarman.2019.11.015
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]. https://doi.org/10.1108/JBIM-04-2018-0124
Goyal, Vikas (2018). Sweets of Olive (SOO): Tasting Success through Sales and Distribution Management, South Asian Journal of Management, Vol 25 (1), pp. 150-174. [ABDC-C].
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. [ABDC-C].
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*]. https://doi.org/10.1016/j.indmarman.2017.01.008
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]. https://www.emerald.com/insight/content/doi/10.1108/IJPPM-10-2014-0168/full/html
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.