Prabakar Kothandaraman


PKPrabakar Kothandaraman

Department Chair and Professor
Department of Professional Sales
William Paterson University

Address 1600 Valley Road, Room 4038, Wayne, NJ 07474
Telephone (973) 720-3864
Email Email




Business Administration
The Smeal College of Business, Pennsylvania State University, PA,  2001

MBA Marketing
Xavier Institute of Management, Bhubaneswar, India, 1993

B.E (Hon.) Chemical Engineering
Birla Institute of Technology & Science, Pilani, India, 1986


B2B Marketing and Sales Relationships
Sales Force Productivity
Technical Selling
Selling in High Technology Markets
B2B Channels
Sales Organization Change Management
Marketing and Sales Interface
CSR and Sales


Kothandaraman, Prabakar, Raj Agnihotri (2012), “Purchase Professionals’ Cynicism about Cooperating with Suppliers: Does it Impact Top Management Efforts to Induce Relational Behaviors in Buyer-supplier Relationships?” Marketing Management Journal, Vol. 22 (2), 1-18.

Agnihotri, Raj, Prabakar Kothandaraman, Rajiv Kashyap and Ramendra Singh (2012), “Bringing “Social” into Sales: The Impact of Salespeople’s Social Media Use on Service Behaviors and Value Creation,”  Journal of Personal Selling and Sales Management (Special Issue on Social Media) , Vol. 32, No. 3, 333-348.

Agnihotri, Raj, Murali Shanker, and Prabakar Kothandaraman (2012), “Theorization of the Open Source Software Phenomenon: A Complex Adaptive System Approach,” Journal of Management and Marketing Research, Vol. 10, page 1-10.

Clifford J. Shultz, II, Rohit Deshpandé, T. Bettina Cornwell, Ahmet Ekici, Prabakar Kothandaraman, Mark Peterson, Stanley Shapiro, Debabrata Talukdar, Ann Veeck (2012), “Marketing and Public Policy: Transformative Research in Developing Markets”, Journal of Public Policy & Marketing, Fall 2012, Vol. 31, No. 2, pp. 178-184.

Agnihotri, R., Rapp, A., Kothandaraman, P., and R.K. Singh (2012), “An Emotion-Based Model of Salesperson Ethical Behaviors,” Journal of Business Ethics, 109 (2), 243-257.

Kothandaraman, Prabakar, Raj Agnihotri, and Rolph E. Andersen, (2011), “Salesperson’s Role in CRM Success: Exploring the Value of Salesperson’s Mapping of Buying Center Structure,” The Marketing Review, 11 (3), 249-261.

Ahearne, Michael and Prabakar Kothandaraman (2009), “Business Process Outsourcing: Impact on Business Marketing Strategy,” Industrial Marketing Management : Special Issue on Business Process Outsourcing, Vol. 84, No. 4, pp. 276-278.

Foreman, Howard, Susan Lipert, and Prabakar Kothandaraman (2007), “Understanding User Evaluation of IT Solutions,” Industrial Marketing Management, 36(6), 745-756

Kothandaraman, Prabakar and David T. Wilson (2001), “The Future of Competition: Value-Creating Networks,” Industrial Marketing Management, 30(4), 379-389.

Kothandaraman, Prabakar and David T. Wilson (2000) "Implementing Relationship Strategy," Industrial Marketing Management, 29(4), 339-349.

David T. Wilson and Prabakar Kothandaraman (1998), “Relationship Maintenance,” Thexis, a publication of the Research Institute for Marketing and Distribution at the University of St.Gallen, Switzerland.



Khaire, Mukti, and Prabakar Kothandaraman, “Fabindia Overseas (Private) Ltd,” Harvard Business School Case, 807-113, Spring 2007

Abdelal, Rawi E., Raphel DiTella and Prabakar Kothandaraman, "Infosys in India: Building a Software Giant in a Corrupt Environment." Harvard Business School Case 707-030, Fall 2006

Jones, Geoffrey G., Prabakar (PK) Kothandaraman, and Kerry Herman. "Jamnalal Bajaj, Mahatma Gandhi, and the Struggle for Indian Independence." Harvard Business School Case 807-028, Fall 2006

Kothandaraman, Prabakar, “Healthcare for All: Narayana Hrudayalaya, Bangalore,” UNDP Case Study, International Poverty Center, UNDP, New York Summer 2008.

Kothandaraman, Prabakar and K.Kumar, “New Tirupur Area Water Development Corporation,” UNDP Case Study, International Poverty Center, UNDP, New York, Summer 2008

Kothandaraman, Prabakar and Vidya Vishwanathan, “Sulabh Sauchalaya- The Indian Sanitary Revolution,” Summer  2008.

Eccles, Robert G, Lane, David and Kothandaraman, Prabakar . "Cognizant Technology Solutions" Harvard Business School Case Ed. . Boston, MA: Harvard Business School Publishing, Mar 2008.

Eccles, Robert G, Kothandaraman, Prabakar , Lane, David and Arora, Namrata . "Accenture: War for Talent in India" Harvard Business School Case Ed. Boston, MA: Harvard Business School Publishing, Jan 2008.


B2B Selling, Professional Sales, Negotiation, Marketing Strategy & Planning (Graduate & Undergraduate), Marketing Core (Undergraduate), B2B Marketing Elective (Graduate & Undergraduate), Marketing Research (Graduate), Marketing Capstone Class (Undergraduate)


B2B value selling, negotiations, on-boarding new salespeople, sales leadership & coaching, sales for engineers, Sales organization change management, strategic sales proposal development, sales process management


Sales and marketing executive in high technology market selling CAD/CAM software and high resolution graphics hardware, business network solutions; turn-key project sales for industrial coatings, Strategic planning for multi-channel business development


Drexel University (2008-2010)
Associate Clinical Professor, Department of Marketing

Harvard Business School-India Research Center (2005-2008)
Interim Executive Director & Senior Researcher

Drexel University (2002-2004)
Assistant Professor, Department of Marketing

Texas A & M University, College Station, TX (2001-2002)
Assistant Professor, Marketing Department

Xavier Institute of Management, Bhubaneswar, India (1993-1996)
Assistant Professor, Department of Marketing


Best Paper in the Personal Selling and Sales Management Track, Winter AMA, 2005, February, San Antonio, Tx. (Kothandaraman, Prabakar (2005), “Selling Organizational Mapping (SOM): Antecedents and Consequences,”)

AMA-Sheth Doctoral Consortium Fellow, University of Western Ontario (2000).

Winner of the Pennsylvania State University's Institute for the Study of Business Markets Doctoral Support Award Competition, 1999.

Winner of the Marketing Department's Best Comps Paper Award, 1999.

Selected by the department faculty to represent the department and present a paper at the Haring Symposium, 1998 held at Indiana University, Bloomington.