Uchenna Uzo
MBA Director • Sales & Marketing
  • Biography
  • Publications

Dr Uchenna Uzo joined LBS in February 2002. He received his B.Sc and M.Sc in Sociology from the University of Lagos, and his Masters of Research in Management as well as PhD in Management from the IESE Business School, Barcelona.

He is a member and reviewer of the Academy of Management and also a Research fellow of the Scandinavian Consortium for Organizational Research (SCANCOR). He is also an active member of the European Group of Organizational Studies (EGOS) and the American Marketing Association. He also served as a visiting research scholar to Stanford University, USA.

He is currently the Director of MBA Programmes at the Lagos Business School and teaches courses in Marketing management, Personal selling, Sales and Channel management. His research and consulting assignments span several industries focusing mainly on retail marketing management, sales and distribution channel management.

He currently sits on the board of a retail marketing company and is the author of several business case studies and book chapters. His academic articles have been published in the Strategic Entrepreneurship Journal and the Journal of Personal Selling and Sales Management. His case won the 2013 EFMD Case Writing Competition in the “African Business Cases” category. He is currently a member of the Management Board of the Lagos Business School.

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  • ​​Journal Articles

    Uzo, U. (2016). Cultural Norms and Cultural Agents in Buyer–Seller Negotiation Processes and Outcomes. Journal of Personal Selling and Sales Management, 36 (2), 18.

    Uzo, U. & Ogbechie, C. (in press, 2015). Price setting Patterns in Direct Selling Organizations: Insights from Nigerian Organizations. National Sales Conference 2015, Houston. ​

    Uzo, U. & Mair, J. (2014). Source and Patterns of Organizational Defiance of Formal Institutions: Insights from Nollywood, the Nigerian Movie Industry. Strategic Entrepreneurship Journal, 8 (56), 74.

  • Conference Papers

    Uzo, U. (2016). Cultural Norms and Cultural Agents in Buyer–Seller Negotiation Processes and Outcomes. Journal of Personal Selling and Sales Management, 36 (2), 18.

    Uzo, U. & Ogbechie, C. (in press, 2015). Price setting Patterns in Direct Selling Organizations: Insights from Nigerian Organizations. National Sales Conference 2015, Houston. ​

    Uzo, U. & Mair, J. (2014). Source and Patterns of Organizational Defiance of Formal Institutions: Insights from Nollywood, the Nigerian Movie Industry. Strategic Entrepreneurship Journal, 8 (56), 74.

  • Cases

    Uzo, U. (2016). Bank PHB: Rise of Mergers and Brands. The Case Center (pp. 6). Lagos Business School.

    Uzo, U. (2015). Grocery Bazaar (GB): Retail Growth Strategies. The Case Center (pp. 8). Lagos Business School.

    Uzo, U. (2014). Out of Africa Lifestyle Limited: The Challenge of Market Segmentation. European Case Clearing House (pp. 6). Lagos Business School.

    Uzo, U. & Tobun, S. (2014). Ibeju Water Company: Relationships in the Selling Process. The Case Centre (pp. 5). Lagos Business School.

    Uzo, U. (2014). Lakeside Water Company: Pricing and Channel Decisions. European Case Clearing House (pp. 4). Lagos Business School.

    Uzo, U., Akomode, T., Shogbanmu, S., & Anegbe, P. (2013). Research in Motion: Managing Channel Conflicts. European Case Clearing House (pp. 7). Lagos Business School.

    Uzo, U. & Alos, A. J. (2012). Mainframe Film and TV Productions: Launching Maami. European Case Clearing House (pp. 7). Lagos Business School.

    Uzo, U. (2012). Bank PHB: Rise of Mergers and Brands. To be sent to ECCH.

  • Chapters

    Uzo, U. (2014). Embedding Ethical Issues in Marketing Management Classes: An Instructors’ Guide. Teaching Ethics across the Management Curriculum – A Handbook for International Faculty. XXX.

    Uzo, U. (2014). The Future of Ethics Education in Management Curricula. Teaching Ethics across the Management Curriculum – A Handbook for International Faculty. XXX.

  • Supplement

    Uzo, U. (2012). Shopping Finds its Stride. In Christopher Fodor (Ed.), Doing Business in Nigeria (pp. 60-61). 77 Rue du Faubourg St Denis, 75010 PARIS: Mediaside SARL.

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