George John
Contact
Education:
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BTechAeronautical Engineering, Indian Institute of Technology, Madras
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MBAUniversity of Illinois at Urbana-Champaign
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PhDMarketing, Kellogg School of Management, Northwestern University
Expertise:
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Industrial Marketing
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Marketing of Intellectual Property
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Technology Markets
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Marketing Channels
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High Technology Markets
Biography
George John received a bachelor's degree in Aeronautical Engineering from the Indian Institute of Technology, Madras, and an MBA from the University of Illinois. After earning a PhD in Marketing from Northwestern University, he joined the faculty at the University of Wisconsin before moving to the University of Minnesota.
John is the General Mills-Gerot Chair in Marketing at the Carlson School of Management, University of Minnesota. His interests center around distribution channels and high tech marketing. Specifically, he is interested in the strategic and efficiency aspects of governance choices in these settings.
His academic honors include an American Marketing Association award for his PhD dissertation, and his selection as a Highly Cited Researcher in the Business/Economics category by Thomson Reuters Web of Science.
Selected Works & Activities
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Video of presentation at Oslo Conference to honor Professor Oliver Williamson as the 2009 recipient of Economic Nobel Prize (aka The Sveriges Riksbank Prize in Economic Sciences in Memory of Alfred Nobel)
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Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention, Journal of Marketing Research (w/ Raghunath S. Rao, Madhu Viswanathan and Sunil Kishore) 2021
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Search Prominence and Intra-Brand Competition, Journal of Marketing Research, (w/ Ruitong Wang and Yi Zhu) 2021
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Economic Impact of Category Captaincy: An Examination of Assortments and Prices, Marketing Science, (w/Madhu Viswanathan and Om Narasimhan), Marketing Science, 2020
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Is Cash King for Sales Compensation? A Large Scale Field Experiment, Journal of Marketing Research (with Madhu Viswanathan, Xiaolin Li and Om Narasimhan), 2018
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Understanding Value-Added-Resellers' Assortments of Multicomponent Systems, Journal of Marketing, September 2016 (with Sourav Ray and Mark Bergen)
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Bonuses versus Commissions: A Field Study Journal of Marketing Research Vol. 50, No .3, 2013 (with Sunil Kishore, Raghunath Singh Rao, and Om Narasimhan)
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A Theoretical and Empirical Investigation of Property Rights Sharing in Outsourced Research Development and Engineering Relationships, Strategic Management Journal, Vol. 34, No.9, 2013 (with Stephen Carson)
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An Empirical Investigation of Private Label Supply by National Label Producers, Marketing Science, Vol. 29, 4, 2010 (with X. Chen and O. Narasimhan)
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Understanding the Role of Trade-Ins in Durable Goods Markets: Theory and Evidence, Marketing Science, (September) 2009 (with O. Narasimhan and R. Rao),
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When Should Original Equipment Manufacturers Use Branded Component Contracts with Suppliers? Journal of Marketing Research, 2009 (w/ M. Ghosh)
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Assessing the Effects of a Channel Switch, Marketing Science, May-June, 2008 (with O. Narasimhan and X. Chen)
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Strategic Fit In Industrial Alliances: An Empirical Test of Governance Value Analysis, Journal of Marketing Research, August 2005 ( w/ Mrinal Ghosh)
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Experimental Tests of Agency Models of Sales Compensation, Marketing Science, 2001 (w/ Mrinal Ghosh)
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The Governance of Exclusive Territories when Dealers Can Bootleg, Marketing Science, 1994 (w/ S. Dutta, M. Bergen)
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Do Norms Matter in Marketing Relationships? Journal of Marketing, 1992 (w/ J. Heide)
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Unbundling of Industrial Systems, Journal of Marketing Research, 1990 (w/ L. Wilson, A. Weiss)
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Forward Integration into Distribution, Journal of Law, Economics and Organization, 1988 (w/ B. Weitz)
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The following works contain preexisting conventional electronic documents published prior to April 24, 2026.
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Current Research
Field Experiments on Sales force Compensation
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Current Research
Bidding vs Negotiations in Industrial Buying