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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
Related
  • 05 Jun 2020
  • News

Lessons from Chinese Companies’ Response to Covid-19

  • February 2007
  • Supplement

Tanishq Video Supplement

By: Das Narayandas
Keywords: Media
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  • 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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  • 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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  • 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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  • 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

  • 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
Related
  • 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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  • 16 Jul 2019
  • News

The Making of a Movement

joined Professor Das Narayandas in a case discussion around the reasons for Cycle for Survival's spectacular success. HBS alumni are invited to watch the video of this presentation. View Details
Keywords: Greg Forbes Siegman; cancer
  • July 2006
  • Teaching Note

Kingsford Charcoal (TN)

By: Das Narayandas
Keywords: Consumer Products Industry
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