Carson College of Business Faculty Directory

Carson College Directory

Alberto Sa Vinhas

Marketing and International Business

Contact

Education

  • PhD (INSEAD)
  • MS (INSEAD)
  • Other (University of Porto)

Alberto Sa Vinhas

Dr. Sa Vinhas is an associate professor in the Department of Marketing and International Business. He is based in our Vancouver campus, where he teaches the core MBA marketing class, and the Sales Management and Marketing Management electives in the undergraduate program. His primary research interests are in business-to-business marketing and the structure and management of distribution channels. He has published articles in many leading academic journals, including Marketing Science, Management Science, Journal of Marketing Research, Marketing Letters and the Journal of Personal Selling and Sales Management.

Research Interests

business-to-business marketing
channels of distribution
competition and collaboration
customer behavior
value creation and distribution

Teaching Interests

business-to-business marketing
global marketing strategy
marketing management
marketing strategy
sales management

Journal Articles

  • Alberto Sa Vinhas, Richard Gibbs Exclusive Dealing Without Territorial Exclusivity in Multichannel Systems: Managing Channel Conflict and Driving Commitment Marketing Letters, 2018
  • Alberto Vinhas, Jan Heide Forms of competition and outcomes in dual distribution channels: The distributor's perspective Marketing Science, 2015
  • Alberto Vinhas, Richard Gibbs Competitive channel relationship management: When resellers establish competing manufacturer relationships Marketing Letters, 2012
  • Alberto Vinhas, Jan Heide, Sandy Jap Consistency judgments, embeddedness, and relationship outcomes in interorganizational networks Management Science, 2012
  • Alberto Vinhas, Sharmila Chatterjee, Shantanu Dutta, Adam Fein Channel design, coordination, and performance: Future research directions Marketing Letters, 2010
  • Alberto Vinhas, Erin Anderson The antecedents of double compensation in concurrent channel systems in business-to-business markets Journal of Personal Selling & Sales Management, 2008
  • Alberto Vinhas, Erin Anderson How potential conflict drives channel structure: Concurrent (direct and indirect) channels Journal of Marketing Research, 2005

    Books/Book Chapters

    • Book Chapter Alberto Sa Vinhas, Jean Johnson, Rajiv Dant, Chuck Ingene Design and Management of Multi-Channel Distribution in B2B Environments

      Presentations

      • Alberto Sa Vinhas Intra-Brand Competition, Governance Mechanisms, and Channel Outcomes in Dual Distribution Systems
      • Alberto Sa Vinhas Intra-Brand Competition, Governance Mechanisms, and Channel Outcomes in Dual Distribution Systems
      • Alberto M Sa Vinhas Competitive Channel Relationship Management
      • Alb Sa Vinhas Returns to Consistency: Dyad- Versus Territory-Level Determinants of Channel Relationship Outcomes
      • Alberto Sa Vinhas Competitive Channel Relationship Management
      • Alberto Sa Vinhas How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels
      • Alberto Sa Vinhas Antecedents and Consequences of Search Patterns across Multiple Channels in Non-Contractual Services
      • Alberto Sa Vinhas The Impact of the Consistency of Channel Strategies Within a Territory on Channel Satisfaction
      • Alberto Sa Vinhas, Alberto Sa Vinhas, Alberto Sa Vinhas Multiple Channels of Distribution: Research Opportunities, Challenges and Directions
      • Alberto Sa Vinhas How Potential Conflict Drives Channel Structure: Concurrent (Direct and Indirect) Channels
      • Alberto Sa Vinhas Antecedents of Adoption of Dual Distribution: Blending Real Options and Transaction Cost Economics
      • Alberto Sa Vinhas The Channel Ownership Mix Under Environmental Uncertainty
      • Alberto M Sa Vinhas Forward Integration Under Environmental Uncertainty: Wait or Invest in the Future?