Dr. Sanket S. Vatavwala is an Associate Professor in the Marketing area at the Goa Institute of Management. 

He completed his PhD in Marketing Management from the Indian Institute of Management Indore. Prior to the doctoral program, he completed PGDM from IMIS Bhubaneswar, PGD in Industrial Automation from NIAL-VNSGU, Surat, and BE from SCET, VNSGU, Surat.

His research interests include Business-to-Business/Industrial Marketing; and Sustainability and Marketing. He has published in Industrial Marketing Management, Journal of Nonprofit & Public Sector Marketing, and Journal of Food Products Marketing. He has published case studies and a book chapter and has presented his research at national and international conferences. He received a scholarship for the 7th AIM-AMA Sheth Foundation Doctoral Consortium in 2019. He currently serves as an Editorial Review Board Member for the Journal of Global Marketing.

His corporate background encompasses roles within the material handling industry (industrial services), weighing solutions-heavy industry (industrial products), oil and gas, and the corporate events and promotions industry in sales/marketing/business development divisions.

Prior to joining GIM Goa, he served as an Assistant Professor at the Indian Institute of Management Amritsar, where he held various positions, including Chairperson of the 3rd and 4th International Conference on Management of MSMEs 2024 and 2025, organized by IIM Amritsar, India, in collaboration with The Dingman Center for Entrepreneurship, Maryland Smith, USA; Chairperson of International Relations; Chairperson of the Marketing & Communications Area; and served as a Member of the Strategic Planning and Future Direction Committee of IIM Amritsar. He has taught courses including Business-to-Business Marketing/Industrial Marketing, Sustainability and Marketing, Brand Management, and Business Research Methods.

In addition to teaching regular students, he has delivered sessions in Management Development Programs and Short-term Certificate Programs attended by practitioners from various industries, including manufacturing, IT, oil & gas, FMCG, consumer durables, banking, and hotels. He has also offered sessions in MDP for the Principals and Vice-Principals of schools. He is particularly interested in interacting and collaborating with industry practitioners, policy makers, and researchers.
 

Journal Publications
Domain: Business-to-Business Marketing (Major Focus)

•  Vatavwala, S., Kumar, B., Sharma, A., Billore, A., & Sadh, A. (2022). Customer disengagement in business-to-business markets: A framework for analysis. Industrial Marketing Management, 105, 114-130. (ABDC Rating – A*) 
• Kumar, B., Sharma, A., Vatavwala, S., & Kumar, P. (2020). Digital mediation in business-to-business marketing: A bibliometric analysis. Industrial Marketing Management, 85, 126-140. (ABDC Rating – A*)

Domain: Business-to-Consumer Marketing (Minor Focus)  

• Shaikh, J. M., Arora, S. D., & Vatavwala, S. (2024). Developing an emic scale on consumer-based brand equity for packaged food brands. Journal of Food Products Marketing, 1-21. (ABDC Rating – B)
• Thomas, S., Kureshi, S., & Vatavwala, S. (2019). Cause-related marketing research (1988–2016): An academic review and classification. Journal of Nonprofit & Public Sector Marketing, 32(5), 488-516. (ABDC Rating – B)

Published Case Studies and Teaching Notes

• Vatavwala, S., and Kumar, B. (2024) Who VR: Creating an immersive technology-based brand, Ivey Publishing, (Case No: W39257 and Teaching Note No: W39258).
• Thomas, N., Mehrotra, S., Vohra, N., and Vatavwala, S. (2022). Santa Express, IIMA Case Publishing Unit, (Case No: CIIE0024 and Teaching Note No: CIIE0024TN). 
  This case is available on IVEY Publishing and Harvard Business Publishing.
• Vatavwala, S. and Nargundkar, R. (2019). Myntra: Venturing offline, Case Centre, (Case No:  520-0013-1 and Teaching Note No: 520-0013-8).
• Thomas, S., Abhishek, Vatavwala, S., and Sinha, P.K. (2017). BigBasket.com: Redefining the business model, IIMA Case Publishing Unit, (Case No: MAR0492 and Teaching Note No: MAR0492TN). 
  This case is available on IVEY Publishing and Harvard Business Publishing.
  This case is also published in the book on Managing Retailing, 3rd Edition, 2018 by Oxford University Press - ISBN: 9780199488827.
• Thomas, S., Abhishek, Chawla, N., and Vatavwala, S. (2017). Patanjali ayurved – Capturing ayuredic FMCG market, Case Centre, (Case No: 517-0035-1 and Teaching Note No: 517-0035-8). 

Published Book Chapters

• Vatavwala, S., Kumar, B., and Sharma, A. (2023). Enhancing upselling and cross-selling in business-to-business markets: The critical need to integrate customer service and sales functions. Jagdish Sheth et al. (editors) Customer-Centric Support Services: The Next Frontier for Competitive Advantage in the Digital Era. (Chapter 8) McMillan, UK. 
• Thomas, S., Abhishek, and Vatavwala, S. (2019). Patanjali ayurved limited: Driving the ayurvedic food product market. John Byrom and Dominic Medway (editors) Consumer Science and Strategic Marketing: Case Studies in Food Retailing and Distribution. (pp. 119-136) Elsevier - Woodhead Publishing.