Santa Clara University

Desmond (Ho-Fu) Lo

Assistant Professor of Marketing

Desmond Lo, Marketing Faculty SMProfessor Desmond Lo joined the Santa Clara University Marketing Department in 2008.

His research interests include contracting in distribution channels, business-to-business markets, sales force compensation and delegation, and organizational governance. His papers appear in top journals such as the Journal of Marketing Research and Organization Science. He has taught courses in marketing management, marketing strategy, distribution channels, and business marketing at the undergraduate and graduate levels.

He was an elected board member at the Society for Institutional and Organizational Society.

Among his awards and honors are the Extraordinary Performance Award and Teaching Awards at Santa Clara University. At the University of Michigan, he also received the Award for Excellence in Teaching and Research and a Student Fellowship from the Olin Center for Law and Economics.

He earned his Ph.D. in Business Administration from the University of Michigan, his M.A. in Economics from the University of California, Santa Barbara, and his Bachelor's degree in Economics from the Chinese University of Hong Kong.

Prior to his doctoral studies, Professor Lo worked as the business unit manager for Home PC for Hewlett Packard in China and for Consumer Digital Imaging for Agfa in Asia, as well as managing sales operations in China for Toshiba and LG Electronics.

January 2015



Phone 408-554-4716


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