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- News (44)
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Show Results For
-
All HBS Web
(240)
- News (44)
- Research (163)
- Events (1)
- Multimedia (3)
- Faculty Publications (156)
- 16 Jul 2019
- News
The Making of a Movement
joined Professor Das Narayandas in a case discussion around the reasons for Cycle for Survival's spectacular success. HBS alumni are invited to watch the video of this presentation.
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- September 2005
- Supplement
Eureka Forbes Ltd.: Managing the Selling Effort (DVD)
By: Das Narayandas
Keywords:
Salesforce Management
Narayandas, Das. "Eureka Forbes Ltd.: Managing the Selling Effort (DVD)." Harvard Business School Video Supplement 506-705, September 2005.
- March 2003
- Background Note
Customer Migration and Customer Types
By: Das Narayandas
Describes the evolution of customer relationships using the price vs. cost-to-serve matrix.
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- March 2003
- Background Note
Managing a Customer Relationship Over Time
By: Das Narayandas
Describes the different ways in which vendors can sell a portfolio of products to industrial customers.
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- June 2002 (Revised April 2003)
- Course Overview Note
Business Marketing: Course Overview Note for Instructors
By: Das Narayandas
Details the structure and execution of the Business Marketing course taught in the elective curriculum of the MBA program at HBS.
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Keywords:
Marketing
- June 2002
- Background Note
Note on Customer Management
By: Das Narayandas
Lays out a framework for the management of customers using examples of forms in a variety of industries.
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Narayandas, Das. "Note on Customer Management." Harvard Business School Background Note 502-073, June 2002.
- June 2002 (Revised August 2002)
- Teaching Note
Hunter Business Group: Team TBA, TN
By: Das Narayandas
Teaching Note for (9-500-030).
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Keywords:
Consulting Industry
- June 2002
- Teaching Note
Customer Value Measurement at Nortel Networks-Optical Networks Division, TN
By: Das Narayandas
Teaching Note for (9-501-050).
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Keywords:
Telecommunications Industry
- June 2000 (Revised June 2003)
- Teaching Note
Arrow Electronics, Inc. TN
By: Das Narayandas
Teaching Note for (9-598-022).
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- November 1999 (Revised June 2000)
- Case
VerticalNet (www.verticalnet.com)
By: Das Narayandas
VerticalNet, a leading creator of targeted business-to-business vertical trade communities on the Internet, is trying to expand its model to facilitate e-commerce. Mark Walsh, the CEO of VerticalNet, has to decide how far he can extend the firm's business model without...
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Narayandas, Das. "VerticalNet (www.verticalnet.com)." Harvard Business School Case 500-041, November 1999. (Revised June 2000.)
- April 2006
- Article
When Does Client Entertainment Cross the Line? HBR Case Commentary
By: Das Narayandas
Keywords:
Ethics
Narayandas, Das. "When Does Client Entertainment Cross the Line? HBR Case Commentary." Harvard Business Review 84, no. 4 (April 2006): 42.
- April 1998
- Teaching Note
Industry.Net Teaching Note
By: Das Narayandas
Teaching Note for (9-598-034), (9-598-035), (9-598-036), (9-598-037), and (9-598-038).
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Keywords:
Web Services Industry
- November 1997 (Revised February 1998)
- Case
WESCO Distribution, Inc.
By: Das Narayandas
In 1996, WESCO, a national distributor of electrical equipment and supplies, charted out a growth of 6 to 8 percent in sales, and 12 to 16 percent in profitability over the next five years. The centerpiece of this growth strategy is the National Accounts (NA) program...
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Keywords:
Restructuring;
Customer Satisfaction;
Growth and Development;
Growth and Development Strategy;
Distribution;
Sales;
Balance and Stability;
Distribution Industry;
Electronics Industry
Narayandas, Das. "WESCO Distribution, Inc." Harvard Business School Case 598-021, November 1997. (Revised February 1998.)
- January 1998
- Teaching Note
SaleSoft, Inc. (A) TN
By: Das Narayandas
Teaching Note for (9-596-112).
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Keywords:
Technology Industry
- 05 Jun 2020
- News
Lessons from Chinese Companies’ Response to Covid-19
- July 2006
- Teaching Note
Kingsford Charcoal (TN)
By: Das Narayandas
Keywords:
Consumer Products Industry
- June 2003
- Module Note
Managing Segments-Module Note
By: Das Narayandas
Describes the Managing Segments module of the Business Marketing course.
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Narayandas, Das. "Managing Segments-Module Note." Harvard Business School Module Note 503-070, June 2003.
- May 2003
- Background Note
Customer Management Strategy in Business Markets
By: Das Narayandas
Describes in detail customer management strategies in business markets, including selection decisions, design and management of customer relationship strategies, monitoring the health of customer relations, and linking the vendors' customer management effort to...
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Keywords:
Customer Focus and Relationships;
Customer Relationship Management;
Decision Making;
Networks;
Customization and Personalization;
Manufacturing Industry
Narayandas, Das. "Customer Management Strategy in Business Markets." Harvard Business School Background Note 503-060, May 2003.
- March 1996
- Teaching Note
Dell Computer Corporation TN
By: Das Narayandas
Teaching Note for (9-596-058).
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Keywords:
Computer Industry