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Personal profile


Professor Sudha Mani joined the marketing department at Monash Business School, Melbourne, Australia in May 2017. She earned her Ph.D. 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-firm relations (franchise, alliances, and buyer-supplier relations) and (2) sales management. She is an empirical modeler and applies advanced econometric methods including endogeneity correction to regression-based analysis and is proficient in working with big data. She has published articles in the Journal of Marketing ResearchStrategic Management JournalInternational Journal of Research in MarketingJournal of Marketing Education, among others. She has also 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.


Previously, she has held academic positions at William Paterson University (in Sales) and at the University of Texas at Arlington (in Marketing) in the United States. She also has prior account management experience in advertising in India. She brings her global perspective to both her research and teaching.

Research interests

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

Supervision interests

I like mentoring students and have worked with Ph.D. and graduate and under-graduate students. I am keen on working with hard working, highly motivated individuals with research interest in the broad area of marketing strategy and more specifically in business-to-business marketing, franchising and sales management. Students with a background in information technolgoy, economics, or statistics are preferred. Please write to me with your interests. 

Monash teaching commitment

MKF 5351 – Marketing Strategy Masterclass 

Research area keywords

  • B2b Marketing
  • Franchising
  • Sales management
  • Marketing Strategy

Network Recent external collaboration on country level. Dive into details by clicking on the dots.

Projects 2019 2020

Do franchisors abuse their market dominance? A pilot study

Buchan, J., Nicholls, R. & Mani, S.


Project: Research

Research Output 2007 2019

Franchising research in marketing: suggestions for future research

Mani, S., Wathne, K. H. & Antia, K. D., Feb 2019, Handbook of Research on Distribution Channels. Ingene, C. A., Brown, J. R. & Dant, R. P. (eds.). 1st ed. Cheltenham UK: Edward Elgar Publishing, p. 470-485 16 p. (Research Handbooks in Business and Management).

Research output: Chapter in Book/Report/Conference proceedingChapter (Book)Researchpeer-review

Sales professionals’ use of social media to create and deploy social capital in US and Indian companies

Kashyap, R., Mani, S., Kothandaraman, P. & Agnihotri, R., 2018, Social Media Marketing: Emerging Concepts and Applications. Heggde, G. & Shainesh, G. (eds.). Singapore: Palgrave Macmillan, p. 143-158 16 p.

Research output: Chapter in Book/Report/Conference proceedingChapter (Book)Researchpeer-review

5 Citations (Scopus)

Franchisor-franchisee bankruptcy and the efficacy of franchisee governance

Antia, K. D., Mani, S. & Wathne, K. H., 1 Dec 2017, In : Journal of Marketing Research. 54, 6, p. 952-967 16 p.

Research output: Contribution to journalArticleResearchpeer-review

Stock market and network influence on alliance formation: evidence from the biopharmaceutical industry

Mani, S., Kothandaraman, P., Kashyap, R. & Ashnai, B., 2 Jan 2017, In : Journal of Marketing Theory and Practice. 25, 1, p. 69-85 17 p.

Research output: Contribution to journalArticleResearchpeer-review

Konica Minolta Business Solutions: A Professional Approach to Selling (A), (B), and (C)

Kothandaraman, P., Mani, S. & Healy, W., 2016, In : Case Research Journal . p. 111-127

Research output: Contribution to journalArticleOtherpeer-review

Activities 2016 2019

  • 5 Peer review responsibility
  • 3 ​Hosting an academic or industry visitor
  • 2 Contribution to conference
  • 1 Submissions to industry or govt committees, commissions and inquiries

Stephan Ludwig

Sudha Mani (Host)
4 Sep 2019

Activity: Hosting a visitor types​Hosting an academic or industry visitor

Kenneth H. Wathne

Sudha Mani (Host)
14 Mar 2019

Activity: Hosting a visitor types​Hosting an academic or industry visitor

Manoj K. Agarwal

Sudha Mani (Host)
28 Mar 2019

Activity: Hosting a visitor types​Hosting an academic or industry visitor

Australian and New Zealand Marketing Academy Conference (ANZMAC 2018)

Sudha Mani (Speaker)
Jun 2018Dec 2018

Activity: Participating in or organising an event typesContribution to conference

Journal of Retailing (Journal)

Sudha Mani (Peer reviewer)
Nov 2018 → …

Activity: Publication peer-review and editorial work typesPeer review responsibility

Press / Media