Sankar Sen - Zicklin School of Business

Lawrence and Carol Zicklin Chair in Corporate Integrity and Governance
Allen G. Aaronson Department of Marketing & International Business
(646) 312-3302
sankar.sen@baruch.cuny.edu

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About

Sankar Sen is the Lawrence and Carol Zicklin Chair in Corporate Integrity and Governance, and Professor of Marketing at Baruch College/City University of New York. Sen received his PhD from the Wharton School of the University of Pennsylvania, and has held full time or visiting positions at Temple University, New York University, Boston University, and the Sasin School of Management at Chulalongkorn University.

Sen’s primary research interest lie at the intersection of sustainability and consumer behavior. In particular, he investigates when, how and why consumers and employees respond to companies’ sustainability/ corporate social responsibility endeavors. He has lectured extensively on this topic in academic, company and industry forums in Africa, Asia, Europe and North and South America, and his book, Leveraging Corporate Responsibility: The Stakeholder Route to Maximizing Business and Social Value, was published by Cambridge University Press. Sen is also interested, more generally, in prosocial behaviors, social marketing, and moral perspectives on consumption behavior.

Sen’s research has appeared in both academic (Journal of Business Ethics; Journal of Consumer Research; Journal of Economic Theory; Journal of Marketing Research; Journal of Marketing; Management Science) and practitioner journals (California Management Review; Sloan Management Review; McKinsey Quarterly; Business Horizons). He has consulted with various companies (communications, FMCG’s, airlines) and his research has been cited in various media outlets (New York Times; BusinessWeek).

Sen is an associate editor at the Journal of Consumer Psychology, and serves on the editorial boards of Journal of Consumer Research, Journal of Marketing, Journal of Public Policy and Marketing, Academy of Marketing Science Review, and Corporate Reputation Review. Sen teaches at the undergraduate, MBA/MS, Executive MBA/MS and PhD levels, and has received numerous teaching awards over the years.

Publications

Wongkitrungrueng, Apiradee, Diogo Hildebrand, Sankar Sen, and Krittinee Nuttavuthisit (2020), “Is Salesperson Attractiveness a Boon or a Bane? The Moderating Role of Perceived Labor Cost-To-Price Ratio in Retail Bargaining,” Journal of Consumer Psychology, 30 (3), 447 – 465

Wongkitrungrueng, Apiradee, Krittinee Nuttavuthisit, Teodora Szabo-Douat, and Sankar Sen (2019), “Customer deference to service providers in ordinary service encounters,” Journal of Service Theory and Practice, 29 (2), 189 – 212 [2020 Emerald Literati Awards: Highly Commended Paper]

Trudel, Remi, Jill Klein, Sankar Sen, and Niraj Dawar (2019). “Feeling Good by Doing Good: A Selfish Motivation for Ethical Choice,” Journal of Business Ethics, 166 (1), 39 – 49

Schons, Laura, Jenni Sipilä, Sankar Sen, Gina Mende, and Jan Wieseke (2018), “Are Two Reasons Better Than One? The Role of Appeal Type in Consumer Responses to Sustainable Products,” Journal of Consumer Psychology, 28 (4), 644 – 664

Hildebrand, Diogo, Yoshiko DeMotta, Sankar Sen and Ana Valenzuela (2017), “Consumer Responses to Corporate Social Responsibility (CSR) Contribution Type,” Journal of Consumer Research, 44 (4), 738 – 758

Irmak, Caglar, Thomas Kramer, and Sankar Sen (2017), “Choice under Incomplete Information on Incumbents: Why Consumers with Stronger Preferences Are More Likely to Abandon Their Prior Choices,” Journal of Consumer Psychology, 27 (2), 264 – 269

Du, Shuili, C.B. Bhattacharya, and Sankar Sen (2015), “”Corporate Social Responsibility, Multi-faceted Job-Products, and Employee Outcomes,” Journal of Business Ethics, 131 (2), 319 – 335

Gupta, Reetika and Sankar Sen (2013), “The Effect of Changing Resource Synergy Beliefs on the Intentions-Behavior Discrepancy in Ethical Consumption,” Journal of Consumer Psychology, 23(1), 114-121

Hildebrand, Diogo, Yoshiko DeMotta, Kritika Kongsompong and Sankar Sen (2013), “Ingroup and Outgroup Influences on the Consumption Behavior of Minority Groups: The Case of Gay Men,” Journal of Public Policy and Marketing, 32 (May), 70 – 78

Du, Shuili, Valerie Swaen, Adam Lindgreen and Sankar Sen (2013), “The Roles of Leadership Styles in Corporate Social Responsibility,” Journal of Business Ethics, 114.1 (April), 155-169

DeMotta, Yoshiko, Kritika Kongsompong and Sankar Sen (2013), “Mai Dongxi: Materialism, Social Influence, and China’s One-Child Policy”, Social Influence, 8(1), 27 – 45

Stokburger-Sauer, Nicola, S. Ratneshwar and Sankar Sen (2012), “The Drivers of Consumer-Brand Identification,” International Journal of Research in Marketing, 29(4), 406 – 418

Du, Shuili, C.B. Bhattacharya, and Sankar Sen (2011), “Corporate Social Responsibility and Competitive Advantage: Overcoming the Trust Barrier” Management Science, 57 (9), 1528–1545

Hildebrand, Diogo, Sankar Sen and C.B. Bhattacharya (2011), “Corporate Social Responsibility: A Corporate Marketing Perspective,” European Journal of Marketing, 45 (9/10), 1353 – 1364

Wilcox, Keith, Thomas Kramer and Sankar Sen (2011), “Indulgence or Self-Control: A Dual Process Model of the Effect of Incidental Pride on Indulgent Choice,” Journal of Consumer Research, 38 (1), 151 – 163

Carvalho, Sergio W., Sankar Sen, Márcio de Oliveira Mota and Renata Carneiro Lima (2010) “Consumer Reactions to Corporate Social Responsibility: A Brazilian Perspective,” Journal of Business Ethics, 91, 291 – 310

Irmak, Caglar, Beth Antonuk and Sankar Sen (2010), “You Like What I Like but I Don’t Like What You Like: The Role of Uniqueness Motivations in Product Preferences,” Journal of Consumer Research, 37 (October), 443 – 455

Du, Shuili, C.B. Bhattacharya, and Sankar Sen (2009), “Maximizing Business Returns to Corporate Social Responsibility: The Role of CSR Communication,” International Journal of Management Reviews, 12(1), 8 – 16

Sen, Sankar and Lauren Block (2009), “’Why My Mother Never Threw Anything Out’: The Effect of Product Freshness on Consumption,” Journal of Consumer Research, 36 (1), 47 – 55

Wilcox, Keith, Hyeong Min Kim and Sankar Sen (2009), “Why Do Consumers Buy Counterfeit Luxury Brands?” Journal of Marketing Research, 46(2), 247 – 259

Bhattacharya, C.B. Daniel Korschun and Sankar Sen (2009), “Strengthening Stakeholder-Company Relationships through Mutually Beneficial Corporate Social Responsibility Initiatives,” Journal of Business Ethics, 85, 257 – 272

Du, Shuili, Sankar Sen and C.B. Bhattacharya, (2008), “Exploring the Social and Business Returns of a Corporate Oral Health Initiative Aimed at Disadvantaged Hispanic Families,” Journal of Consumer Research, 35(3), 483-494

Bhattacharya, C.B., Sankar Sen and Daniel Korschun (2008), “Using Corporate Social Responsibility to Win the War for Talent,” MIT Sloan Management Review, winter, 49(2), 37 – 44 [Emerald Literati Network 2012 Citations for Excellence Award]

Du, Shuili, C.B. Bhattacharya, and Sankar Sen (2007), “Reaping Relational Rewards from Corporate Social Responsibility: The Role of Competitive Positioning,” International Journal of Research in Marketing, 24 (3), 224 – 241

Sen, Sankar, C.B. Bhattacharya and Daniel Korschun (2006),” The Role of Corporate Social Responsibility in Strengthening Multiple Stakeholder Relationships,” Journal of the Academy of Marketing Science, 34 (2), 158 – 167

Bhattacharya, C.B. and Sankar Sen (2004), “Doing Better at Doing Good: When, Why, and How Consumers Respond to Corporate Social Initiatives,” California Management Review, 47(1), Fall, 9-24

Sen, Sankar (2004), “The Behavioral Consequences of HIV Testing: An Experimental Investigation,” Journal of Public Policy and Marketing, 23 (1), 28-43

Bhattacharya, C.B. and Sankar Sen (2003), “Consumer-Company Identification: A Framework for Understanding Consumers’ Relationships with Companies,” Journal of Marketing, 67 (April), 76-88

Johnson, Eric. J., Colin Camerer, Sankar Sen and Talia Rymon (2002), “Detecting Failures of Backward Induction: Monitoring Information Search in Sequential Bargaining,” Journal of Economic Theory, 104 (1), 16-47

Sen, Sankar, Lauren G. Block and Sucharita Chandran (2002), “Window-Displays and Consumer Shopping Decisions,” Journal of Retailing and Consumer Services, 9, 277-290

Sen, Sankar, Zeynep Gurhan-Canli and Vicki G. Morwitz (2001), “Withholding Consumption: A Social Dilemma Perspective on Consumer Boycotts,” Journal of Consumer Research, 28 (December), 399-417

Sen, Sankar and C. B. Bhattacharya (2001), “Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility,” Journal of Marketing Research, 38(2), 225-244

Sen, Sankar (1999) “The Effects of Brand Name Suggestiveness and Decision Goal on the Development of Brand Knowledge,” Journal of Consumer Psychology, 8(4), 431-455

Sen, Sankar (1998), “Knowledge, Information Mode and the Attraction Effect,” Journal of Consumer Research, 25 (March), 64-77

Sen, Sankar and Johnson, Eric J. (1997), “Mere-Possession Effects without Possession in Consumer Choice,” Journal of Consumer Research, 24 (March), 105-117

Sen, Sankar (1996), “Marketing and Minority Civil Rights: The Case of Amendment 2 and the Colorado Boycott,” Journal of Public Policy and Marketing, 15(2), 311-318

Sen, Sankar, and Vicki Morwitz (1996), “Consumer Reactions to a Provider’s Position on Social Issues: The Effect of Varying Frames of Reference,” Journal of Consumer Psychology, 5(1), 27-48

Sen, Sankar, and Vicki Morwitz (1996), “Is It Better to Have Loved and Lost Than Never to Have Loved at All? Consumer Reactions to Product Changes Over Time,” Marketing Letters, 7(3), 225-235

Awards