Dr Alireza Keshavarz

    School of Business

    Lecturer/Assistant Professor

    School of Business
    374
    (01) 708 6596

    Biography

    Alireza Keshavarz is a Lecturer in Marketing at Maynooth University Business School. He holds a PhD in Management Sciences (Marketing) from HEC, Paris. His research interest lies in strategic marketing, strategic sales force management, and strategic marketing ambidexterity. Alireza's main research revolves around the dynamics and competitive effects of salesforce compensations and mobility. He also investigates the gender pay and promotional gaps within salesforces in organizations. Alireza is currently a member of AMA, EMAC, CNRS Lab GREG-HEC, and Labex ECODEC. His research has been presented at and published in the Journal of the Academy of Marketing Science (JAMS), Journal of Business Research (JBR), and the proceedings of several conferences, including AMA, EMAC, Marketing Science, and SMS. He teaches sales management, marketing, marketing analytics, business analytics, and marketing research in bachelor's, master's, and MBA courses.

    Research Interests

    Sales Force Management
    Compensation and Incentives
    Sales Force Mobility
    Digital Literacy
    Digital and Numerical Cognition
    B2B Marketing and Strategic Marketing Ambidexterity

    Peer Reviewed Journal

    Year Publication
    2024 Keshavarz, Ali Reza; Rouzies, Dominique; Kramarz, Francis; Quelin, Bertrand; Segalla, Michael (2024) 'How do firms value sales career paths?'. Journal of the Academy of Marketing Science, 52 (3):762-788. [Link] [DOI]
    2023 Keshavarz, A.R.; Gölgeci, I. (2023) 'The value of the sales function: A multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies'. Journal of Business Research, 156 . [Link] [DOI] [Full-Text]

    Working Paper

    Year Publication
    2022 Keshavarz A., Kramarz F., Rouzies D. (2022) Gender Pay and Promotion Gaps in Sales Profession. [Working Paper]

    Conference Contribution

    Year Publication
    2023 Keshavarz (2023) Irish Academy of Management Exploring Effective Recruitment Strategies and Talent Sources for Sales Managers: An Empirical Examination of Future Performance Galway, .
    2022 Alireza Keshavarz (2022) Turnover of Heterogeneous Salespeople and Differential Compensation: The Effect of Geographic Concentration of Salespeople LEED Workshop 2022 Porto, 27/06/2022-28/06/2022.
    2020 Alireza Keshavarz (2020) Heterogenous Salespeople Turnover and Differential Compensation European Marketing Academy Conference (EMAC) Hamburg, Germany, .
    2020 Alireza Keshavarz (2020) Compensation Inequality and Turnover of Heterogeneous Salespeople: A Multilevel Study of the Moderating Effects of Environmental, Industrial and Organizational Factors INFORMS Marketing Science Annual Conference Rome, Italy, .
    2017 Alireza Keshavarz (2017) How Do Firms Value Sales Career Paths? Thought Leadership in Sales Profession Paris, France, .
    2016 Alireza Keshavarz (2016) Institutional Environments and the importance of Sales Units AMA Winter Marketing Educators Conference Las Vegas, USA, .
    2016 Alireza Keshavarz (2016) The Value of the Sales Function in Organizations European Marketing Academy Conference Oslo, Norway, .
    2015 Alireza Keshavarz (2015) Labor Markets, Compensation Structure and Turnover of Sales Forces AMA Summer Marketing Educators Conference San Francisco, USA, .
    Certain data included herein are derived from the © Web of Science (2024) of Clarivate. All rights reserved.

    Editorial / Academic Reviews

    Amount Role From / To
    Journal of Business Research Member of the Editorial Board -

    Teaching Interests

    Marketing Analytics
    Sales Force Management
    Marketing Management
    Performance Driven Marketing 
    Business Analytics