Yale School of Management

Global Markets and Consumers

Friday, January 10, 2 p.m.

This panel of global marketing leaders will discuss how companies are building relationships with customers in the global marketplace. Polling technology will allow the audience to participate in the conversation. Dimensions to be addressed:

  • Connecting with technology: deep consumer engagement through emerging social media platforms and mobile technology
  • Global branding: leveraging local relevance while building a global brand
  • Cross-market innovation: meaningful innovation of products and services across geographies
  • Big Data: using real-time, real-world information to better understand consumer behavior and brand engagement

Ravi Dhar
George Rogers Clark Professor of Management and Marketing & Director of Center for Customer Insights, Yale School of Management 

Gina Boswell '89
Executive Vice President, Personal Care North America, Unilever

Jon Iwata
Senior Vice President, Marketing and Communications, IBM Corporation

Arun Sinha
Chief Marketing Officer, J.P Morgan


Ravi DharRavi Dhar

George Rogers Clark Professor of Management and Marketing & Director of Center for Customer Insights
Yale School of Management

Ravi Dhar is the George Rogers Clark Professor of Management and Marketing and director of the Center for Customer Insights at the Yale School of Management. He also has an affiliated appointment as professor of psychology in the Department of Psychology, Yale University.

He is an expert in consumer behavior and branding, marketing management, and marketing strategy and a leader in bringing psychological insights to the study of consumer decision-making. His research focuses on using psychological principles, such as limited self-control and ability to process information, to investigate fundamental aspects about the formation of consumer preferences in order to understand consumer behavior in the marketplace. Over the years, he has addressed questions such as the following: how do consumers choose as the number of options multiply? How do people make tradeoffs between what’s fun and what’s practical? Can engaging in a selfless act lead to more selfish choices? Does making an initial purchase have an impact on their willingness to spend on additional purchase? His other research focuses on understanding consumer motivation to pursue their goals in various situations as well managing the simultaneous pursuit of multiple goals. In real-life situations, people hold several different, even conflicting goals that they intend to accomplish and his research explores the regulation of multiple goals in multiple goal systems. His work has been mentioned in Business Week, the New York Times, the Financial Times, the Wall Street Journal, the Economist, USA Today, and other popular media.

He has been a visiting professor at HEC Graduate School of Management in Paris, at Erasmus University in the Netherlands, and at the Business Schools at Stanford and New York University. In addition, he has consulted to companies in a wide variety of industries, including financial services, high tech, and luxury goods.

He has published more than 50 articles and has received several awards for his research. He also serves or has served on the editorial boards of leading marketing journals, such as Journal of Consumer Psychology, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, and Marketing Science. He has led seminars on various marketing topics for senior executives in Asia, Europe, and North and South America.


Gina BoswellGina Boswell '89

Executive Vice President, Personal Care North America

Gina Boswell has been leading the $5 billion Personal Care portfolio for Unilever North America, which is made up of hair care, skin, and deodorant categories, since mid-2011.

Formerly as President, Global Brands for Alberto Culver, Ms. Boswell oversaw all global brands, such as TRESemmé, NeXXus, and St. Ives for this $3.7 billion market cap company, until acquired by Unilever. Prior to Alberto Culver, she was Chief Operating Officer of Avon North America, and held senior positions at Ford Motor Company and the Estee Lauder Companies, following years as a consultant with Marakon Associates and Arthur Andersen.

Ms. Boswell currently serves on the boards of Manpower Inc. (NYSE: MAN), YMCA USA, Cosmetic Executive Women (CEW), and the Personal Care Products Council, where she also serves on the Executive Committee. Ms. Boswell was named a Henry Crown Fellow of the Aspen Institute in 2005. She is a member of the Chicago Network, the Executives’ Club of Chicago, the CMO Executive Summit’s Board of Governors, and the Yale University President’s Council.

In 2012, Gina was recognized as a “Woman to Watch” by Advertising Age and “Marketer of the Year” by Women’s Wear Daily. Ms. Boswell was CEW's Achiever of the Year in 2011, earning the only industry award recognizing the achievements of women in the cosmetics industry. In 2012, she was named a “Woman to Watch” by Advertising Age, an annual list of 25 women in advertising, marketing and media whose accomplishments and future business potential have made them truly outstanding in their industries. She is a summa cum laude graduate of Boston University and received her MBA from Yale University. Ms Boswell and her husband live with their two daughters in Chicago’s Western Suburbs.


Jon IwataJon Iwata

Senior Vice President, Marketing and Communications
IBM Corporation

Jon Iwata leads IBM's marketing, communications and citizenship organization. This global team is responsible for the marketing of IBM’s portfolio of products and services, market development and insights, communications and corporate affairs, and stewardship of the IBM brand, recognized as one of the most valuable in the world.

Jon and his team have led the development of IBM’s “Smarter Planet” strategy, which describes the company’s view of the next era of information technology and its impact on business and society, and the marketing and communication of Watson, the experimental computer system that defeated the two best human contestants in the game of Jeopardy!

Jon reports to Chairman, President and Chief Executive Officer Ginni Rometty. He is chairman of the IBM Strategy Team, which focuses on the company's long-term strategic issues and opportunities, and is a member of the IBM Operating Team, responsible for day-to-day marketplace execution. Jon is vice chairman of the IBM International Foundation.

Jon joined the communications function of IBM in 1984 at the company’s Almaden Research Center in Silicon Valley. In 1989, he joined IBM corporate headquarters in Armonk, New York. He was appointed vice president of Corporate Communications in 1995 and senior vice president, Communications, in 2002. He assumed his current role on July 1, 2008.

Jon serves on the Technology Committee of the Museum of Modern Art and the Board of Directors of the Japan Society. He is chairman of the Arthur W. Page Society, a professional association dedicated to strengthening the management policy role of chief communications officers. From 2006-2007, he served as chairman of The Seminar, a professional group consisting of chief communications officers.

He holds a B.A. from the School of Journalism and Mass Communications at San Jose State University. Jon is co-inventor of a U.S. patent for advanced semiconductor lithography technology.


Arun SinhaArun Sinha

Chief Marketing Officer
J.P. Morgan

Arun Sinha is Chief Marketing Officer at J.P. Morgan. He is responsible for all elements of integrated marketing and growth at Global Wealth Management.

Most recently Arun was a Lecturer & Senior Faculty Fellow at Yale School of Management. Prior to this, Arun was the Global Chief Marketing & Communications Officer of Zurich Financial Services. He oversaw all aspects of integrated marketing, brand management, customer insights, web strategy and development, corporate communications, media relations, external and internal communications in over 170 countries with 2,500 marketing employees worldwide. Arun built Zurich’s reputation to be number one insurance company in the world and consolidated and migrated 63 brands into one Zurich brand. He launched one of the largest global marketing campaigns in 140 countries, Zurich HelpPoint. Arun grew the Zurich brand from almost obscurity to one of the top global 100 brands as measured by Interbrand. Before joining Zurich, Arun served as the Chief Marketing Officer and President of Services and Solutions of Pitney Bowes.

Arun has transformed traditional Fortune 100 companies to become customer-centric and specializes in transforming the image and reputation of a company to become the global leader in their category. He is a frequent media commentator and author of a highly acclaimed business strategy book. He has been recognized as the “Chief Marketing Officer of the Year” by the CMO Institute and “Marketer of the Year” award by the DMA in 2009. In addition, BtoB magazine named Arun a “Top Marketer of the Year,” in 2003 and 2004 while his team received Business Week’s “Excellence in Corporate Advertising” award in 2004. He served on the Board of Directors of Direct Marketing Association (10 years), Guthy|Renker, Ansira, OLSON and 24x7 ELearning companies.


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