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Publications

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  • 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. View Details
Keywords: Customer Focus and Relationships; Cost; Price; Service Operations
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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. View Details
Keywords: Customer Relationship Management; Management; Marketing Strategy; Product Marketing; Networks; Sales; Manufacturing Industry
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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. View Details
Keywords: Marketing
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  • 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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  • 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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  • 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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  • June 2000 (Revised June 2003)
  • Teaching Note

Arrow Electronics, Inc. TN

By: Das Narayandas
Teaching Note for (9-598-022). View Details
Keywords: Product Marketing; Sales; Business Subsidiaries; Internet and the Web; Distribution; Business Model; Decision Choices and Conditions; Problems and Challenges; Information Technology Industry; Semiconductor Industry
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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... View Details
Keywords: Business Model; Decisions; Digital Platforms; Expansion; Internet and the Web
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  • April 2006
  • Article

When Does Client Entertainment Cross the Line? HBR Case Commentary

By: Das Narayandas
Keywords: Ethics
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  • 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). View Details
Keywords: Web Services Industry
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  • 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... View Details
Keywords: Restructuring; Customer Satisfaction; Growth and Development; Growth and Development Strategy; Distribution; Sales; Balance and Stability; Distribution Industry; Electronics Industry
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  • January 1998
  • Teaching Note

SaleSoft, Inc. (A) TN

By: Das Narayandas
Teaching Note for (9-596-112). View Details
Keywords: Technology Industry
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  • 05 Jun 2020
  • News

Lessons from Chinese Companies’ Response to Covid-19

  • Awards

Case Centre Awards and Competitions. Outstanding Case Writer

By: Das Narayandas
Winner of the 2024 Case Centre Outstanding Case Writer Competition Award for “Hometown Foods: Changing Price Amid Inflation” (HBS Case 522-087, March 2022) with Julian De Freitas and Jeremy Yang. View Details
  • March 2003 (Revised September 2005)
  • Teaching Note

KONE: The MonoSpace Launch in Germany (TN)

By: Das Narayandas
Teaching Note for (9-501-070). View Details
Keywords: Construction Industry; Germany
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  • 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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  • 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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  • 2007
  • Article

Trends in Executive Education in Business Marketing

By: Das Narayandas
Keywords: Trends; Management; Executive Education; Marketing
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  • 2005
  • Class Lecture

Managing Markets, Segments, and Customers

By: Das Narayandas
Keywords: Markets; Segmentation; Customers
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  • February 2007
  • Supplement

Tanishq Video Supplement

By: Das Narayandas
Keywords: Media
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