Professor Kishore Gopalakrishna Pillai currently serves as Professor & Associate Dean, School of Business & Departments of Management, Amrita Vishwa Vidyapeetham.

Professor Kishore holds a Ph. D. from Florida State University and an MBA from IIM Calcutta. Previously, he held academic positions in several leading British universities, including full professorial appointments at the Bradford University School of Management and the Norwich Business School, University of East Anglia. His research focus is on consumer knowledge, social networks and retailing. His papers have been published in leading journals such as the Journal of Retailing, International Journal of Research in Marketing, Journal of Product Innovation Management, British Journal of Management, Journal of Business Research, etc. He is on the editorial boards of Journal of Business Research & Industrial Marketing Management. His research has attracted funding from the British Academy. He has edited special issues of journals, chaired several conference tracks and given keynote/plenary speeches at international conferences. Prior to his academic career, Kishore served in the industry and has been a senior project manager with TNS India and the Market Analyst at Arvind Brands Limited.


Publication Type: Journal Article

Year of Publication Title


Charles Hofacker, Ismail Golgeci, Kishore Gopalakrishna Pillai, and David Marius Gligor, “Digital marketing and business-to-business relationships: a close look at the interface and a roadmap for the future”, European Journal of Marketing, vol. 54, no. 6, pp. 1161 - 1179, 2020.[Abstract]

Purpose This study aims to introduce the special issue on digital marketing and business-to-business (B2B) relationships. In general, only modest attention has been devoted to the study of digitalization in the B2B sector and even less on the importance of the perils and promises of digitalization for B2B relationships. This study’s goal is to help focus scholarly attention on the implications of digitalization on B2B relationships.Design/methodology/approach In this conceptual paper, the authors’ approach is to carefully review relevant literature, and to lay out the field of digital marketing and B2B relationships, conceptualizing it for future research.Findings The authors find that the following areas are critically important to understanding future trends in digital marketing and B2B relationships: coopetition, value co-creation, B2B branding, servitization, innovation networks, relationship dynamics and power and trust.Originality/value The intersection of digitalization and B2B relationships is an under-researched topic. With this paper and the accompanying special issues papers, the authors hope to begin to fill this critical gap.

More »»