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Publications

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    • All HBS Web  (254)
      • Faculty Publications  (137)

      Das NarayandasRemove Das Narayandas →

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      • 2012
      • Chapter

      The Impact of Web 2.0 on Business-to-Business Marketing

      By: Thomas J. Steenburgh and Das Narayandas
      Keywords: Internet and the Web; Marketing
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      Steenburgh, Thomas J., and Das Narayandas. "The Impact of Web 2.0 on Business-to-Business Marketing." Chap. 9 (Vol. 7) of Legends in Marketing: Philip Kotler, edited by Jagdish N. Sheth and Ravi S. Achrol, 114–122. SAGE Publications, 2012.
      • 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
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      Eccles, Robert G., Das Narayandas, and Kerry Herman. "Exeter Group, Inc. (B)." Harvard Business School Supplement 412-035, September 2011.
      • September 2010
      • Case

      NetApp

      By: Das Narayandas and Elizabeth A. Kind
      NetApp had undertaken an award-winning overhaul and upgrading of its channel strategy design that accounted for 46 percent of North America sales in 2006. Nonetheless, NetApp senior management announced they expected to grow revenue another 30% in fiscal 2007 with half... View Details
      Keywords: Advertising; Business Model; Design; Revenue; Planning; Problems and Challenges; Sales; Manufacturing Industry; Computer Industry; Information Technology Industry
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      Narayandas, Das, and Elizabeth A. Kind. "NetApp." Harvard Business School Case 511-058, September 2010.
      • July 2010 (Revised December 2010)
      • Case

      Beohemija's Duel

      By: Das Narayandas and Kerry Herman
      Vladimir Joksic, Director of Marketing for Serbia's Beohemija, along with his marketing team has managed to grow Duel, the firm's soap powder offering from single digits to almost 40% of the Serbian market in just a few short years. He has used innovative and... View Details
      Keywords: Investment; Growth and Development; Innovation Strategy; Management Teams; Marketing; Product Launch; Competition; Consumer Products Industry
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      Narayandas, Das, and Kerry Herman. "Beohemija's Duel." Harvard Business School Case 511-018, July 2010. (Revised December 2010.)
      • 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
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      Eccles, Robert G., Das Narayandas, and Cheng-Hua Tzeng. "Qingdao Sea View Garden Hotel." Harvard Business School Case 510-118, May 2010. (Revised September 2023.)
      • 2010
      • Simulation

      Marketing Simulation: Managing Segments and Customers

      By: Das Narayandas
      In this single-player simulation, students assume the position of CEO of a medical motor manufacturer and are tasked with executing a successful business-to-business marketing strategy over a period of twelve fiscal quarters. Students determine all aspects of the... View Details
      Keywords: Marketing Strategy; Salesforce Management; Distribution Channels; Price; Product Positioning; Customer Relationship Management; Profit; Revenue; Cost vs Benefits; Policy; Manufacturing Industry
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      Narayandas, Das. "Marketing Simulation: Managing Segments and Customers." Simulation and Teaching Note. Harvard Business Publishing, 2010. Electronic.
      • 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
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      Eccles, Robert G., Das Narayandas, and Kerry Herman. "Exeter Group, Inc. (A)." Harvard Business School Case 409-001, February 2009. (Revised February 2012.)
      • January 2009
      • Teaching Note

      Biocon: Launching a New Cancer Drug in India (TN)

      By: Sunil Gupta and Das Narayandas
      Teaching Note for [508026]. View Details
      Keywords: Product Launch; Market Timing; Price; Distribution Channels; Marketing Strategy; Health Care and Treatment; Biotechnology Industry; Pharmaceutical Industry; India
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      Gupta, Sunil, and Das Narayandas. "Biocon: Launching a New Cancer Drug in India (TN)." Harvard Business School Teaching Note 509-039, January 2009.
      • September 2008 (Revised February 2009)
      • Case

      BMW's Project Switch (A): Importers vs. National Sales Companies

      By: Das Narayandas and Kerry Herman
      BMW is faced with potential channel conflicts across several EU country markets. The case highlights BMW's approach to redesigning its channel in Greece. The case provides details on both headquarter and country head perspective on BMW's channel strategy. View Details
      Keywords: Marketing Strategy; Distribution Channels; Conflict and Resolution; Auto Industry; European Union; Greece
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      Narayandas, Das, and Kerry Herman. "BMW's Project Switch (A): Importers vs. National Sales Companies." Harvard Business School Case 509-023, September 2008. (Revised February 2009.)
      • 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
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      Anderson, James C., James A. Narus, and Das Narayandas. Business Market Management: Understanding, Creating, and Delivering Value. 3rd ed. Pearson Prentice Hall, 2008.
      • August 2007 (Revised November 2008)
      • Case

      Biocon: Launching a New Cancer Drug in India

      By: Sunil Gupta and Das Narayandas
      Kiran Majumdar-Shaw, the CEO of Biocon has to make product launch timing, pricing, channel, and communications mix decisions relating to the launch of BioMAb, a new cancer drug in India. View Details
      Keywords: Price; Health Care and Treatment; Marketing Strategy; Product Launch; Planning; Biotechnology Industry; Pharmaceutical Industry; India
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      Gupta, Sunil, and Das Narayandas. "Biocon: Launching a New Cancer Drug in India." Harvard Business School Case 508-026, August 2007. (Revised November 2008.)
      • February 2007
      • Supplement

      Tanishq Video Supplement

      By: Das Narayandas
      Keywords: Media
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      Narayandas, Das. "Tanishq Video Supplement." Harvard Business School Video Supplement 507-707, February 2007.
      • 2007
      • Article

      Trends in Executive Education in Business Marketing

      By: Das Narayandas
      Keywords: Trends; Management; Executive Education; Marketing
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      Narayandas, Das. "Trends in Executive Education in Business Marketing." Journal of Business-to-Business Marketing 14, no. 1 (2007).
      • 2006
      • Chapter

      Linking Customer Management Efforts to Growth and Profitability

      By: Das Narayandas and Douglas Bowman
      Keywords: Customer Relationship Management; Profit; Business Growth and Maturation
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      Narayandas, Das, and Douglas Bowman. "Linking Customer Management Efforts to Growth and Profitability." In The Search for Organic Growth, edited by Edward D. Hess and Robert K. Kazanjian, 192–210. Cambridge, U.K.: Cambridge University Press, 2006.
      • August 2006 (Revised February 2009)
      • Case

      Tanishq: Positioning to Capture the Indian Woman's Heart

      By: Das Narayandas and Kerry Herman
      The firm has to choose between an established brand, Tanishq, and a new skunkworks brand, GoldPlus, to go after the Indian plain gold jewelry market: Tanishq, initially targeted at a western customer, has undergone strategic retooling and has currently been... View Details
      Keywords: Customers; Brands and Branding; Product Positioning; Segmentation; Apparel and Accessories Industry; India
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      Narayandas, Das, and Kerry Herman. "Tanishq: Positioning to Capture the Indian Woman's Heart." Harvard Business School Case 507-025, August 2006. (Revised February 2009.)
      • July 2006
      • Teaching Note

      Kingsford Charcoal (TN)

      By: Das Narayandas
      Keywords: Consumer Products Industry
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      Narayandas, Das. "Kingsford Charcoal (TN)." Harvard Business School Teaching Note 507-013, July 2006.
      • July–August 2006
      • Article

      A Portfolio Approach to Sales

      By: Das Narayandas and Robert C. Dudley
      Keywords: Investment; Sales
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      Narayandas, Das, and Robert C. Dudley. "A Portfolio Approach to Sales." Harvard Business Review 84, nos. 7/8 (July–August 2006).
      • April 2006
      • Article

      When Does Client Entertainment Cross the Line? HBR Case Commentary

      By: Das Narayandas
      Keywords: Ethics
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      Narayandas, Das. "When Does Client Entertainment Cross the Line? HBR Case Commentary." Harvard Business Review 84, no. 4 (April 2006): 42.
      • March 2006 (Revised April 2006)
      • Case

      NOK (A)

      By: Das Narayandas and Kate Attea
      Highlights issues that a multidivision firm faces as it moves from managing products for profit to managing customers for profit. View Details
      Keywords: Business Divisions; Transformation; Customer Focus and Relationships; Profit; Management; Product Marketing; Organizations; Commercialization
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      Narayandas, Das, and Kate Attea. "NOK (A)." Harvard Business School Case 506-040, March 2006. (Revised April 2006.)
      • March 2006
      • Supplement

      NOK (B)

      By: Das Narayandas and Akiko Kanno
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      Narayandas, Das, and Akiko Kanno. "NOK (B)." Harvard Business School Supplement 506-041, March 2006.
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