Publications

February 2009 (Revised February 2012)
Case

Exeter Group, Inc. (A)

By: Robert G. Eccles, Das Narayandas and Kerry Herman

Jonathan Kutchins and Mark Cullen, managing partners of IT consulting firm Exeter Group, Inc., are considering four potential client engagements. Three of them involve prominent universities, an area of market strength for the firm, and one involves a top-tier strategy... View Details

Keywords: Decision Choices and Conditions; Resource Allocation; Market Entry and Exit; Service Operations; Performance Capacity; Business Strategy; Information Technology; Consulting Industry

30 Jan 2017
News

HBS Deans' Message on White House Travel Ban

Faculty George F. Baker Professor of Administration Das Narayandas Senior Associate Dean, External Relations and Harvard Business Publishing Edsel Bryant Ford Professor of Business Administration Dear... View Details

July 2022
Supplement

Hometown Foods

By: Julian De Freitas, Jeremy Yang and Das Narayandas

March 2022 (Revised March 2024)
Supplement

Hometown Foods Spreadsheet Supplement for Instructors

By: Julian De Freitas, Jeremy Yang and Das Narayandas

April 2021
Article

The Effects of Quota Frequency: Sales Performance and Product Focus

By: Doug J. Chung, Das Narayandas and Dongkyu Chang

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details

Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance

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September 2011
Supplement

Exeter Group, Inc. (B)

By: Robert G. Eccles, Das Narayandas and Kerry Herman

This case presents a brief description of the decisions the company made regarding whether or not to pursue each of the four projects that are the basis of the (A) case. View Details

Keywords: Customers; Decision Choices and Conditions; Projects

July 2019
Case

LaCroix Sparkling Water

By: Tomomichi Amano, Das Narayandas and Kerry Herman

Launched in 1981 as an “all occasion” sparkling water brand, LaCroix Sparkling Water has had a number of ups and downs as a brand. After being purchased by National Beverage in 1996, the brand was re-positioned as a new, colorful, fun alternative to the other sparkling... View Details

Keywords: Brands and Branding; Organizational Change and Adaptation; Industry Structures; Food and Beverage Industry

2005
Book

Customer Equity Management

By: Roland T Rust, Katherine N Lemon and Das Narayandas

Keywords: Customers; Equity; Management

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2008
Book

Business Market Management: Understanding, Creating, and Delivering Value

By: James C. Anderson, James A. Narus and Das Narayandas

For business-to-business marketing courses. The authors build the book around a framework of understanding, creating, and delivering value. View Details

Keywords: Customer Relationship Management; Customer Value and Value Chain; Cross-Cultural and Cross-Border Issues; Marketing; Marketing Strategy; Business Processes; Value

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug J. Chung and Das View Details

May 2023
Case

Twitter Blues: Does Paid Verification Check Out?

By: Scott Duke Kominers, Das Narayandas and Kerry Herman

Elon Musk proposes to offer verification status on Twitter to paying subscribers. Chaos ensues. View Details

Keywords: Marketing; Social Media; Technology Industry

March 2022 (Revised January 2023)
Case

Bored Ape Yacht Club: Navigating the NFT World

By: Scott Duke Kominers, Das Narayandas and Kerry Herman

The case explores the rise and popularity of the Bored Ape Yacht Club non-fungible tokens (NFTs). View Details

Keywords: NFTs; Markets; Entrepreneurship; Marketing; Technology Industry

fall 1998
Article

The Pedagogy of Executive Education in Business Markets

By: V. K. Rangan, Das Narayandas and Gerald Zaltman

Keywords: Teaching; Higher Education; Markets; Business Ventures

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May 2010 (Revised September 2023)
Case

Qingdao Sea View Garden Hotel

By: Robert G. Eccles, Das Narayandas and Cheng-Hua Tzeng

Keywords: Travel Industry; Accommodations Industry; China