Santa Clara University

Fabio Caldieraro

Assistant Professor of Marketing

Fabio Caldieraro has a Ph.D. in Marketing from the Kellogg School of Management, Northwestern University; a M.S. in Management from the Federal University of Rio Grande do Sul, Brazil; and a B.S. in Computer Science from the Pontifical Catholic University of Rio Grande do Sul, Brazil. He worked for nine years for Unisys Corporation in many different capacities, including Professional Services, Marketing, and Management Consulting, being responsible for a variety of projects in South America.

He teaches Competitive Marketing Strategy and Business to Business Marketing in the Evening MBA program.

Dr. Caldieraro’s current academic research examines the interplay between distribution channel management and sales force management; consumer learning about brands’ and products’ reputation and attributes; and the effects of information asymmetries on firms’ competitive strategies.

His publication “Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations,” with Anne T. Coughlan, appears in Marketing Science.