Professor Sudha Mani joined the marketing department at Monash Business School, Melbourne, Australia, in May 2017. She earned her PhD in Marketing from the Ivey School of Business, Western University, Canada.

Her research interest is broadly in the area of marketing strategy. Within this, her research focuses on two main areas: (1) inter-organizational relations (franchise, alliances, and buyer-supplier relations) and (2) sales management. She examines how firms can manage their relationship with partners to improve performance. She is an empirical modeler and applies machine learning and advanced econometric methods to solve business problems.

She has published articles in leading journals, including the Journal of Marketing, Journal of Marketing Research, Strategic Management Journal, Decision Sciences, International Journal of Research in Marketing, and Journal of Marketing Education.

She was awarded the 2021 Dean's Award for Research Impact for her contributions to franchising in Australia. Underpinned by her research, she has influenced the creation of Australia's first public registry of franchise disclosure documents. She has also contributed to changes to the Franchising Code of Conduct 2021 and the Franchise Council of Australia's Franchisee Guidelines. 

She has published articles in the business press - https://www.businessfranchiseaustralia.com.au/expert-advice/what-can-franchisors-and-franchisees-do-reduce-risk-franchisee-insolvency

Also see - https://lens.monash.edu/@sudha-mani for more articles.

Sudha is a passionate educator and has consistently received positive feedback (quantitative and qualitative) on her teaching. At Monash, Sudha was recognized with the 2019 and 2022 Vice-Chancellor's Diversity and Inclusion Award for developing the Indigenous Business Marketing Challenge in her curriculum. She has contributed to the development of the Master of Indigenous Business Leadership.  

She has account management experience working in advertising in India. She has lived in India, Canada, the United States, and now Australia and brings her global perspective to research and teaching.

Research interests: Business-to-business marketing (franchising, buyer-supplier, alliances), sales management, marketing-finance interface. 

I like mentoring students and work with PhD, graduate, and under-graduate students.

I am keen on working with hard-working, highly motivated individuals with excellent academic background with research interests in the broad area of marketing strategy and, more specifically, business-to-business marketing, franchising, and sales management. Students with a background in information technology, economics, or statistics are preferred. It is essential to have prior experience using STATA, Python or R. Please write to me with your interests. 

MKF3471 - Sales Management and Negotiation