Mrinal G Ghosh

Biography

Professor Ghosh is a Professor of Marketing and holds the Gary M.Munsinger Chair in Entrepreneurship and Innovation in the Department of Marketing at the Eller College of Management. He joined the University of Arizona in Fall 2007.  Proir to that he was an Assistant Professor of Marketing at the Ross School of Business, University of Michigan Ann Arbor.

He holds a PhD in Marketing from the University of Minnesota - Twin Cities and a B.Tech in Mechanical Engineering from the University of Mumbai.

His research interests are in testing and expanding on theoretical models of institutional design in the substantive domains of inter- and intra-organizational relationships.  He is credited with developing the "Governance Value Analysis" - GVA - framework that integrates two dominant frameworks - the one on institutional design - transaction cost economics - with the one on business strategy - the resource-based view of the firm.  He has published in top-tier academic marketing and economics journals on a variety of topics including structuring of contracts in industrial alliances, procurement of branded components and their pricing in B2B settings, customization in B2B and B2C markets, pricing practices (e.g., leasing versus selling) for complex technology products, contracting issues in technology licensing, and sales force compensation plans.  His research has been published in leading journals like the Journal of Marketing, Journal of Marketing Research, Marketing Science, Organization Science, Journal of Law, Economics, and Organization, Strategic Management Journal, Review of Industrial Organization, and Applied Economic Letters.

He is currently involved in research on two major programs. The first is work on product-form strategy with ex-doctoral student and UA Alumni Kellilynn Frias which develops a theory on when and why do established firms as well as entrepreneurial start-ups choose a particular value-chain location (i.e. should they license the idea versus sell intermediate products versus sell complete systems/solution services) when they commercialize their products and services.  

The second, with ex-doctoral student and UA Alumni Shan Yu focuses on the role of marketing practices like Money Back Guarantees in the market for health-care services.  In the market for in-vitro fertilization services, we contend and our data shows that rather than being "marketing gimmicks", as perceived by many health-care and policy advocates, practices like Money-Back Guarantees could have welfare benefits to consumers and society. 

He also teaches in graduate as well as undergraduate programs at the University of Arizona. He has taught the core Marketing course and MBA electives in the FTMBA, Evening MBA, Online MBA, and Executive MBA programs including courses in Marketing Strategy, Distribution Channels, and Business-to-Business Marketing.  In the undergraduate program he has taught the core marketing, marketing research, and the capstone marketing courses.

Degrees

• Ph.D. Marketing
• University of Minnesota, Twin Cities, Minnesota, United States
• Creating and Claiming Value in Cooperative Inter-Firm Relationships: Theory and Evidence
• B.S. Mechanical Engineering
• University of Mumbai, Mumbai, Maharashtra, India
• The Design Principles of a Rolling-Contact Screw Jack

Awards

• Eller Professor of Marketing
• Eller College of Management, Spring 2017
• CMIHC Research Award
• Center for Management Innovation in Health Care, Eller College of Management, Spring 2015
• Soldwedel Professor of Marketing
• Eller College of Management, Fall 2013
• Louis Stern Award
• American Marketing Association, Summer 2013
• W. "H" and Callie Clark Fellowship
• Eller College of Management, Summer 2007