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(245)
- News (50)
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- Multimedia (5)
- Faculty Publications (159)
Show Results For
- All HBS Web
(245)
- News (50)
- Research (164)
- Events (1)
- Multimedia (5)
- Faculty Publications (159)
- 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
- 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
- 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
- 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
Narayandas, Das. "Note on Customer Management." Harvard Business School Background Note 502-073, June 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
- 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
- June 2000 (Revised June 2003)
- Teaching Note
Arrow Electronics, Inc. TN
By: Das Narayandas
Teaching Note for (9-598-022). View Details
- 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
Narayandas, Das. "VerticalNet (www.verticalnet.com)." Harvard Business School Case 500-041, November 1999. (Revised June 2000.)
- April 2006
- Article
When Does Client Entertainment Cross the Line? HBR Case Commentary
By: Das Narayandas
Keywords: Ethics
Narayandas, Das. "When Does Client Entertainment Cross the Line? HBR Case Commentary." Harvard Business Review 84, no. 4 (April 2006): 42.
- 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
- 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
Narayandas, Das. "WESCO Distribution, Inc." Harvard Business School Case 598-021, November 1997. (Revised February 1998.)
- January 1998
- Teaching Note
SaleSoft, Inc. (A) TN
By: Das Narayandas
Teaching Note for (9-596-112). View Details
Keywords: Technology Industry
- 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
- 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
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
- 2007
- Article
Trends in Executive Education in Business Marketing
By: Das Narayandas
Narayandas, Das. "Trends in Executive Education in Business Marketing." Journal of Business-to-Business Marketing 14, no. 1 (2007).
- 2005
- Class Lecture
Managing Markets, Segments, and Customers
By: Das Narayandas
Narayandas, Das. "Managing Markets, Segments, and Customers." Boston: Harvard Business School Publishing Class Lecture, 2005. Electronic. (Faculty Lecture: HBSP Product Number 9-826-6C.)
- February 2007
- Supplement
Tanishq Video Supplement
By: Das Narayandas
Keywords: Media
Narayandas, Das. "Tanishq Video Supplement." Harvard Business School Video Supplement 507-707, February 2007.