Publications
Publications
Show Results For
- All HBS Web
(251)
- News (46)
- Research (163)
- Events (1)
- Multimedia (3)
- Faculty Publications (157)
Page 1 of 163
Results →
Sort by
Faculty
Das Narayandas
Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate Diploma in Management from the Indian Institute of Management, Bangalore (IIMB), and a Ph.D. in Management from Purdue University. Das...
- 20 Apr 2018
- Working Paper Summaries
Executive Education in the Digital Vortex: The Disruption of the Supply Landscape
- 06 Jan 2020
- Working Paper Summaries
The Future of Executive Development: The CLO’s Compass and The Executive Programs Designer’s Guide
- 03 Oct 2016
- Working Paper Summaries
Executive Development Programs Enter the Digital Vortex: I. Disrupting the Demand Landscape
- 06 Jan 2020
- Working Paper Summaries
From Know-It-Alls to Learn-It-Alls: Executive Development in the Era of Self-Refining Algorithms, Collaborative Filtering and Wearable Computing
- 03 Oct 2016
- Working Paper Summaries
The Skills Gap and the Near-Far Problem in Executive Education and Leadership Development
- 25 Jan 2017
- Working Paper Summaries
The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment
Keywords: by Doug J. Chung and Das Narayandas
- 21 May 2015
- Working Paper Summaries
Incentives versus Reciprocity: Insights from a Field Experiment
Keywords: by Doug J. Chung & Das Narayandas
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business Administration, explain what kind of bump managers can expect from... View Details
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
from a Field Experiment, authored by Harvard Business School marketing professors Doug J. Chung and Das Narayandas. “With so many people and resources at stake, the design of the sales force compensation plan becomes of great strategic... View Details
Keywords: by Carmen Nobel
- Research Summary
Customer Management in Business-to-Business Markets
By: Das Narayandas
Das Narayandas is engaged in ongoing research on vendor firms' management of long-term customer relationships. The initial phase of his research involved identifying vendors that stood to benefit from long-term relationships with select sets of customers and... View Details
- 03 Dec 2015
- Cold Call Podcast
Planning Change: Lessons from the World of Retail
Keywords: Re: Das Narayandas
- 20 Feb 2007
- First Look
First Look: February 20, 2007
in Executive Education in Business Marketing Author:Das Narayandas Periodical:Journal of Business-to-Business Marketing 14, no. 1 (2007) Abstract Business marketers in the 21st century are grappling with the harsh, tough demands of a... View Details
Keywords: Martha Lagace
- 24 Oct 2006
- First Look
First Look: October 24, 2006
provider?? Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=207022 PublicationsLinking Customer Management Efforts to Growth and Profitability Authors:Das Narayandas and Douglas Bowman Publication:In... View Details
Keywords: Sean Silverthorne
- Research Summary
Marketing Challenges in India
By: Das Narayandas
Das is writing a series of field cases that explore the challenges faced by firms in the rapidly evolving and growing Indian economy. View Details
- Research Summary
Personal Selling and Sales Management
By: Das Narayandas
Das is currently investigating benchmark practices in personal selling and sales management across a variety of industries. He is also conducting field studies to understand how firms are leveraging interactive technologies to support their field sales efforts. View Details
- 13 Aug 2001
- Lessons from the Classroom
Parents’ Guide to Harvard Business School
experience to students' parents, Narayandas leads a mini-case study of Coca-Cola as it decides whether to deploy a new generation of interactive vending machines. Narayandas also discusses the evolution of... View Details
Keywords: by Sean Silverthorne
- 17 Jan 2017
- First Look
First Look at New Research: January 17
Chung, Doug J., and Das Narayandas Abstract—We collaborate with a Swedish retail chain to conduct a field experiment in which we change the sales force compensation scheme from a monthly to a daily quota... View Details
Keywords: Sean Silverthorne
- 27 Sep 2016
- First Look
September 27, 2016
equity investors (Gompers, Kaplan, and Mukharlyamov forthcoming). Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=51659 Executive Development Programs Enter the Digital Vortex: I. Disrupting the Demand Landscape By: Moldoveanu, Mihnea, and View Details
Keywords: Sean Silverthorne
- 18 Dec 2006
- Lessons from the Classroom
Grooming Next-Generation Leaders
Finding and nurturing future leadership talent is a primary concern for most organizations. How can they identify top people, train them, and—here's the catch—retain them? And do so in the face of ever-increasing global challenges? Harvard Business School professors W.... View Details
Keywords: by Martha Lagace
- Research Summary
Building Capabilities in Professional Service Firms
One of the most distinctive aspects of professional service firms is that the vast majority of the people who work in them are directly involved in serving clients. Long-term success in a professional service firm requires obtaining and developing the right... View Details