Publications

August 1997
Case

Industry.Net (A)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry

August 1997
Case

Industry.Net (B-1)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry

August 1997
Case

Industry.Net (B-2)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry

August 1997
Case

Industry.Net (C)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry

August 1997
Case

Industry.Net (D)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry

August 1997
Case

Orbital Sciences Corporation: ORBCOMM

By: Das Narayandas and John A. Quelch

In late 1993, Orbital Communications Corp. (OCC), a subsidiary of Orbital Sciences Corp., is developing a global two-way wireless data communications system, called "ORBCOMM," based on a 26-satellite constellation in low earth orbit. Service is scheduled to begin in... View Details

Keywords: Business Subsidiaries; Business Model; Business Startups; Price; Global Strategy; Marketing Strategy; Demand and Consumers; Partners and Partnerships; Salesforce Management; Telecommunications Industry

May 1996 (Revised March 1998)
Case

SaleSoft, Inc. (A)

SaleSoft, a start-up firm, markets Comprehensive Sales Automation Solutions (CSAS) that automate a firm's sales, marketing, and service functions. Even though the product has received very favorable responses from prospects, product complexity and a long buying cycle... View Details

Keywords: Business Startups; Decisions; Revenue; Marketing Strategy; Product Launch; Sales; Opportunities; Information Technology; Technology Industry

March 1996
Teaching Note

Dell Computer Corporation TN

Teaching Note for (9-596-058). View Details

Keywords: Computer Industry

October 1995 (Revised September 1996)
Case

Dell Computer Corporation

By: Das Narayandas and V. Kasturi Rangan

Traces the evolution of the personal computer industry over the last 20 years and uses this as a backdrop to look at how Dell Computer Corp. grew from a small start-up to a multi-billion-dollar company in a decade. Dell is now faced with a set of decisions on the... View Details

Keywords: Industry Growth; Competitive Strategy; Profit; Computer Industry

Research Summary

Customer Management in Business-to-Business Markets

Das Narayandas is engaged in ongoing research on vendor firms' management of long-term customer relationships. The initial phase of his research involved identifying vendors that stood to benefit from long-term relationships with select sets of customers and... View Details

Forthcoming
Article

Engaging Customers with AI in Online Chats: Evidence from a Randomized Field Experiment

By: Shunyuan Zhang and Das Narayandas

We examine how artificial intelligence (AI) affected the productivity of customer service agents and customer sentiment in online interactions. Collaborating with a meal delivery company, we conducted a randomized field experiment that exploited exogenous variation in... View Details

Keywords: AI and Machine Learning; Customer Focus and Relationships; Performance Efficiency

Research Summary

Marketing Challenges in India

Das is writing a series of field cases that explore the challenges faced by firms in the rapidly evolving and growing Indian economy. View Details

Research Summary

Personal Selling and Sales Management