Dr. Rob Waiser

Assistant Professor of Marketing

London Business School

Rob’s primary research interest is in sales management, with particular focus on sales force incentive design and sales contests. He is also interested in the effects of budget constraints and sales targets on managerial decision making. He teaches MBA and Executive MBA classes on marketing strategy and sales force incentives.

Between obtaining his Bachelor of Mathematics at the University of Waterloo and his PhD in marketing at the University of Toronto, Rob spent nine years as a management consultant with ZS Associates. During that time, he worked with over 40 client organizations on a wide range of issues relating to sales and marketing management, including sales force compensation design & administration, sales force size & structure, sales territory design, customer segmentation and targeting, promotion effectiveness, marketing mix optimization, sales forecasting, and market research.