Dr Alireza Keshavarz

School of Business

Lecturer/Assistant Professor

School of Business
32
(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 technology marketing. 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 proceedings of several conferences, including AMA, EMAC, Marketing Science and SMS. He teaches sales management, marketing, marketing analytics, business analytics, and marketing research in bachelors, masters and MBA courses.

Research Interests

Sales Force Management
Compensation and Incentives
Sales Force Mobility
Technology and Innovations Management

Working Paper

  Year Publication
2022 Turnover of Heterogeneous Salespeople and Differential Compensation: The Effect of Geographic Concentration of Salespeople.
Keshavarz A., Kypraios E. (2022) Turnover of Heterogeneous Salespeople and Differential Compensation: The Effect of Geographic Concentration of Salespeople. Working Paper [Details]
2022 The Value of the Sales Organizations: The effect of Strategic Marketing Ambidexterity and Industry Contingencies.
Keshavarz A., Golgeci I. (2022) The Value of the Sales Organizations: The effect of Strategic Marketing Ambidexterity and Industry Contingencies. Working Paper [Details]
2022 Gender Pay and Promotion Gaps in Sales Profession.
Keshavarz A., Kramarz F., Rouzies D. (2022) Gender Pay and Promotion Gaps in Sales Profession. Working Paper [Details]

Conference Contributions

  Year Publication
2020 European Marketing Academy Conference (EMAC).
Alireza Keshavarz (2020) European Marketing Academy Conference (EMAC). [Oral Presentation], Heterogenous Salespeople Turnover and Differential Compensation, Hamburg, Germany [Details]
2020 INFORMS Marketing Science Annual Conference.
Alireza Keshavarz (2020) INFORMS Marketing Science Annual Conference. [Oral Presentation], Compensation Inequality and Turnover of Heterogeneous Salespeople: A Multilevel Study of the Moderating Effects of Environmental, Industrial and Organizational Factors, Rome, Italy [Details]
2017 Thought Leadership in Sales Profession.
Alireza Keshavarz (2017) Thought Leadership in Sales Profession. [Oral Presentation], How Do Firms Value Sales Career Paths?, Paris, France [Details]
2016 AMA Winter Marketing Educators Conference.
Alireza Keshavarz (2016) AMA Winter Marketing Educators Conference. [Oral Presentation], Institutional Environments and the importance of Sales Units, Las Vegas, USA [Details]
2016 European Marketing Academy Conference.
Alireza Keshavarz (2016) European Marketing Academy Conference. [Oral Presentation], The Value of the Sales Function in Organizations, Oslo, Norway [Details]
2015 AMA Summer Marketing Educators Conference.
Alireza Keshavarz (2015) AMA Summer Marketing Educators Conference. [Oral Presentation], Labor Markets, Compensation Structure and Turnover of Sales Forces, San Francisco, USA [Details]

Teaching Interests

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