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      • Faculty Publications  (137)

      Das NarayandasRemove Das Narayandas →

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      • March 2003
      • Background Note

      Linking Customer Management Effort to Profits

      By: Das Narayandas
      Describes the link between a vendor's customer management effort and customer profitability. View Details
      Keywords: Profit; Customer Relationship Management
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      Narayandas, Das. "Linking Customer Management Effort to Profits." Harvard Business School Background Note 503-084, March 2003.
      • 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. View Details
      Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
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      Narayandas, Das. "Managing a Customer Relationship Over Time." Harvard Business School Background Note 503-071, March 2003.
      • March 2003
      • Background Note

      Monitoring the Health of Customer Relationships

      By: Das Narayandas
      Discusses the role of satisfaction and loyalty measurement in monitoring the health of customer relationships. View Details
      Keywords: Customer Relationship Management; Customer Satisfaction; Demand and Consumers; Measurement and Metrics; Business and Stakeholder Relations
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      Narayandas, Das. "Monitoring the Health of Customer Relationships." Harvard Business School Background Note 503-081, March 2003.
      • September 2002
      • Background Note

      Business Marketing Course Overview

      By: Das Narayandas
      Provides an overview of the Business Marketing course taught at HBS. View Details
      Keywords: Business Education; Curriculum and Courses; Marketing; Education Industry
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      Narayandas, Das. "Business Marketing Course Overview." Harvard Business School Background Note 503-033, September 2002.
      • September 2002 (Revised March 2003)
      • Background Note

      Managing Markets Module Note

      By: Das Narayandas
      Provides an overview of the managing markets module in the Business Marketing course taught at HBS. View Details
      Keywords: Business Education; Curriculum and Courses; Management; Markets; Education Industry
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      Narayandas, Das. "Managing Markets Module Note." Harvard Business School Background Note 503-029, September 2002. (Revised March 2003.)
      • August 2002
      • Background Note

      Customer Benefit Stack

      By: Das Narayandas
      Describes a process to understand customer benefits created in industrial markets using the metaphor of a customer benefit stack. View Details
      Keywords: Customer Satisfaction; Customer Value and Value Chain; Marketing Strategy; Product Marketing; Manufacturing Industry
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      Narayandas, Das. "Customer Benefit Stack." Harvard Business School Background Note 503-028, August 2002.
      • August 2002 (Revised January 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 1

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details
      Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 1." Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.)
      • August 2002 (Revised February 2003)
      • Case

      Siebel Systems: Anatomy of a Sale, Part 2

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
      Keywords: Business Cycles; Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 2." Harvard Business School Case 503-022, August 2002. (Revised February 2003.)
      • August 2002
      • Case

      Siebel Systems: Anatomy of a Sale, Part 3

      By: John A. Deighton and Das Narayandas
      How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months--from Siebel's initial... View Details
      Keywords: Sales; Decision Choices and Conditions; Competitive Strategy; Customer Relationship Management; Product Marketing; Information Technology Industry
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      Deighton, John A., and Das Narayandas. "Siebel Systems: Anatomy of a Sale, Part 3." Harvard Business School Case 503-023, August 2002.
      • June 2002 (Revised August 2002)
      • Teaching Note

      Hunter Business Group: Team TBA, TN

      By: Das Narayandas
      Teaching Note for (9-500-030). View Details
      Keywords: Consulting Industry
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      Narayandas, Das. "Hunter Business Group: Team TBA, TN." Harvard Business School Teaching Note 502-066, June 2002. (Revised August 2002.)
      • 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. View Details
      Keywords: Customer Relationship Management; Framework
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      Narayandas, Das. "Note on Customer Management." Harvard Business School Background Note 502-073, June 2002.
      • 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. View Details
      Keywords: Marketing
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      Narayandas, Das. "Business Marketing: Course Overview Note for Instructors." Harvard Business School Course Overview Note 502-074, June 2002. (Revised April 2003.)
      • June 2002 (Revised April 2003)
      • Teaching Note

      CMR Enterprises TN

      By: Das Narayandas
      Teaching Note for (9-501-012). View Details
      Keywords: Construction Industry
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      Narayandas, Das. "CMR Enterprises TN." Harvard Business School Teaching Note 502-070, June 2002. (Revised April 2003.)
      • June 2002
      • Teaching Note

      Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN

      By: Das Narayandas
      Teaching Note for (9-500-064). View Details
      Keywords: Computer Industry
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      Narayandas, Das. "Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN." Harvard Business School Teaching Note 502-071, June 2002.
      • June 2002
      • Teaching Note

      Customer Value Measurement at Nortel Networks-Optical Networks Division, TN

      By: Das Narayandas
      Teaching Note for (9-501-050). View Details
      Keywords: Telecommunications Industry
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      Narayandas, Das. "Customer Value Measurement at Nortel Networks-Optical Networks Division, TN." Harvard Business School Teaching Note 502-069, June 2002.
      • November 2001
      • Case

      Korea-Tender

      By: Das Narayandas and Kate Attea
      Korea-Tender is a closed-bidding auction company trying to break even and must select the best opportunity to increase membership and revenue. It can continue its current model with heavy advertising, try to modify its costs, or develop an additional business model... View Details
      Keywords: Auctions; Business Model; Advertising; Business Startups; Problems and Challenges; Marketing Strategy; Revenue; Growth and Development Strategy
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      Narayandas, Das, and Kate Attea. "Korea-Tender." Harvard Business School Case 502-035, November 2001.
      • Article

      Managing Customer-Initiated Contacts with Manufacturers: The Impact on Share of Category Requirements and Word-of-Mouth Behavior

      By: Doug Bowman and Das Narayandas
      Keywords: Management; Customers; Contracts; Production; Behavior
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      Bowman, Doug, and Das Narayandas. "Managing Customer-Initiated Contacts with Manufacturers: The Impact on Share of Category Requirements and Word-of-Mouth Behavior." Journal of Marketing Research (JMR) 38, no. 3 (August 2001).
      • summer 2001
      • Article

      Case Study: Hunter Business Group: Team TBA

      By: Das Narayandas and Elizabeth R. Caputo
      Keywords: Information; Groups and Teams
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      Narayandas, Das, and Elizabeth R. Caputo. "Case Study: Hunter Business Group: Team TBA." Journal of Interactive Marketing 15, no. 3 (summer 2001).
      • May 2001 (Revised February 2005)
      • Case

      KONE: The MonoSpace Launch in Germany

      By: Das Narayandas and Gordon Swartz
      Focuses on the launch of a new elevator product in Germany. In 1996, global construction slumps and low differentiation among competitive offerings has led to significant price competition and margin erosion in the elevator industry. In these circumstances, KONE, one... View Details
      Keywords: Machinery and Machining; Product Launch; Product Development; Construction Industry; Germany
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      Narayandas, Das, and Gordon Swartz. "KONE: The MonoSpace Launch in Germany." Harvard Business School Case 501-070, May 2001. (Revised February 2005.)
      • May 2001
      • Teaching Note

      Coca-Cola's New Vending Machine (A): Pricing to Capture Value, or Not? TN

      By: Charles King III and Das Narayandas
      Teaching Note for (9-500-068). View Details
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