Das Narayandas - Publications - Faculty & Research - Harvard Business School

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2005
Class Lecture

Managing Markets, Segments, and Customers

By: Das Narayandas

Keywords: Markets; Segmentation; Customers

May 2021
Supplement

Distinct Software Dataset

By: Das Narayandas

Keywords: Artificial Intelligence; Marketing; AI and Machine Learning

September 2005
Supplement

Eureka Forbes Ltd.: Managing the Selling Effort (DVD)

By: Das Narayandas

Keywords: Salesforce Management

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

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

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

Keywords: Customer Relationship Management; Framework

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

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

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

April 2006
Article

When Does Client Entertainment Cross the Line? HBR Case Commentary

By: Das Narayandas

Keywords: Ethics

Find at Harvard

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

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

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

01 Mar 2014
News

Tata Open for Business

Executive Education participants talk about their programs as a transformational experience," says Professor Das Narayandas, senior associate dean and chair of Executive Education. And not just because of what they learn in the classroom,... View Details

Keywords: Morrell, Daniel; Colleges, Universities, and Professional Schools; Educational Services; Construction of Buildings; Construction

February 2007
Supplement

Tanishq Video Supplement

By: Das Narayandas

Keywords: Media

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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