3-201 Carlson School
PDF icon Curriculum Vitae (251.21 KB)

Update Profile

George John

Professor, General Mills/ Paul S Gerot Chair in Marketing


  • B Tech 1974
    Aeronautical Engineering Indian Institute of Technology, Madras

  • MBA 1976
    University of Illinois at Urbana-Champaign

  • PhD 1981
    Marketing Northwestern University


  • Industrial Marketing
  • Marketing of intellectual property
  • Technology Markets
  • Marketing channels
  • High technology markets

Professor John received his bachelor's degree in Aeronautical Engineering from the Indian Institute of Technology, Madras, India in 1974 and his MBA from the University of Illinois in 1976. After earning his Ph.D. in Marketing from Northwestern in 1981, he joined the faculty at the University of Wisconsin.

In 1987, he moved to the University of Minnesota. He is the Pillsbury-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 in 1981, and his selection in 2003 as a "Highly Cited Researcher" in the Business/Economics category by Thomson Reuters Web of Science. 

Selected Works

Is Cash King for Sales Compensation? A Large Scale Field Experiment, Journal of Marketing Research (with Madhu Viswanathan, Xiaolin Li, and Om Narasimhan), forthcoming.
Understanding Value-Added-Resellers' Assortments of Multicomponent Systems, Journal of Marketing, September 2016 (with Sourav Ray and Mark Bergen)
Bonuses versus Commissions: A Field Study Journal of Marketing Research Vol. 50, No .3, 2013 (with Sunil Kishore, Raghunath Singh Rao, and Om Narasimhan)
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)
An Empirical Investigation of Private Label Supply by National Label Producers, , Marketing Science, Vol. 29, 4, 2010 (with X. Chen and O. Narasimhan)
Understanding the Role of Trade-Ins in Durable Goods Markets: Theory and Evidence, Marketing Science, (September) 2009 (with O. Narasimhan and R. Rao),
When Should Original Equipment Manufacturers Use Branded Component Contracts with Suppliers? Journal of Marketing Research, 2009 (w/ M. Ghosh)
Assessing the Effects of a Channel Switch, Marketing Science, May-June, 2008 (with O. Narasimhan and X. Chen)
Strategic Fit In Industrial Alliances: An Empirical Test of Governance Value Analysis, Journal of Marketing Research, August 2005 ( w/ Mrinal Ghosh)
Experimental Tests of Agency Models of Sales Compensation, Marketing Science, 2001 (w/ Mrinal Ghosh)
The Governance of Exclusive Territories when Dealers Can Bootleg, Marketing Science, 1994 (w/ S. Dutta, M. Bergen)
Do Norms Matter in Marketing Relationships? Journal of Marketing, 1992 (w/ J. Heide)
Unbundling of Industrial Systems, Journal of Marketing Research, 1990 (w/ L. Wilson, A. Weiss)
Forward Integration into Distribution, Journal of Law, Economics and Organization, 1988 (w/ B. Weitz)

Current Activities

Current Research

  • Field Experiments on Sales force Compensation

  • Bidding vs Negotiations in Industrial Buying