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Publications

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  • 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
Related
  • February 2001
  • Teaching Note

VerticalNet (www.verticalnet.com)

By: Das Narayandas
Teaching Note for (9-500-041). View Details
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  • August 1998
  • Teaching Note

Hewlett-Packard Co.: European Remarketing Operation TN

By: Das Narayandas
Keywords: Marketing; Computer Industry; Europe
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  • April 1998
  • Teaching Note

Managing Customers for Profits (TN)

By: Das Narayandas
Teaching Note for (8249) and (8257). View Details
Keywords: Customer Value and Value Chain; Profit; Customer Relationship Management
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  • February 1998
  • Teaching Note

Aladdin Knowledge Systems TN

By: Das Narayandas
Teaching Note for (9-598-018). View Details
Keywords: Mergers and Acquisitions; Competition; Marketing; Sales; Distribution; Safety; Globalization; Integration; Information Technology Industry; Europe; United States
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  • 28 Feb 2019
  • News

The Future of Leadership Development

  • Awards

Case Centre Awards and Competitions. Outstanding Case Writer

By: Das Narayandas
Winner of the 2024 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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  • 01 Dec 2008
  • News

New Awards Recognize Teaching Excellence

Lecturer and Senior Researcher Stacey Childress for her Entrepreneurship in Education Reform course Senior Lecturer Stephen Kaufman for his Building and Sustaining a Successful Enterprise course Professor Rakesh Khurana for his Management and Markets course Professor... View Details
  • July 2006
  • Teaching Note

Kingsford Charcoal (TN)

By: Das Narayandas
Keywords: Consumer Products Industry
Related
  • June 2003
  • Module Note

Managing Segments-Module Note

By: Das Narayandas
Describes the Managing Segments module of the Business Marketing course. View Details
Keywords: Marketing; Curriculum and Courses; Business Education
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  • May 2003
  • Background Note

Customer Management Strategy in Business Markets

By: Das Narayandas
Describes in detail customer management strategies in business markets, including selection decisions, design and management of customer relationship strategies, monitoring the health of customer relations, and linking the vendors' customer management effort to... View Details
Keywords: Customer Focus and Relationships; Customer Relationship Management; Decision Making; Networks; Customization and Personalization; Manufacturing Industry
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  • March 1996
  • Teaching Note

Dell Computer Corporation TN

By: Das Narayandas
Teaching Note for (9-596-058). View Details
Keywords: Computer Industry
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  • September 2005
  • Article

Building Loyalty in Business Markets

By: Das Narayandas
Keywords: Customer Focus and Relationships; Markets
Related
  • 12 Apr 2023
  • News

Using AI to Adjust Your Marketing and Sales in a Volatile World

  • 12 Sep 2017
  • News

What’s the Right Kind of Bonus to Motivate Your Sales Force?