Publications

Describes the Managing Segments module of the Business Marketing course. View Details

Keywords: Marketing; Curriculum and Courses; Business Education

May 2003
Background Note

Customer Management Strategy in Business Markets

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

March 1996
Teaching Note

Dell Computer Corporation TN

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

Keywords: Computer Industry

September 2005
Article

Building Loyalty in Business Markets

Keywords: Customer Focus and Relationships; Markets

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?

14 Aug 2017
News

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

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

Profile

Andrea Nadosy

people – it’s like having a third year wrapped inside the other two.” Andrea is particularly grateful to Das Narayandas, “an amazing marketing professor who single-handedly changed the way I looked at business.” Professor View Details

01 Sep 2003
News

Class Day & Commencement

(BGIE), Associate Professor Das Narayandas (Marketing), and Associate Professor Frances Frei (TOM), who also won the award last year. Next up was Student Speaker Brendan McGeever (MBA ’03), whose humorous... View Details

Keywords: commencement; Colleges, Universities, and Professional Schools; Educational Services

2016
Working Paper

The Skills Gap and the Near-Far Problem in Executive Education and Leadership Development

By: Mihnea Moldoveanu and Das Narayandas

Executive development programs have entered a period of rapid transformation, driven on one side by the proliferation of a new technological, cultural, and economic landscape commonly referred to as “digital disruption” and on the other by a widening gap between the... View Details

Keywords: Information Technology; Executive Education; Disruption; Management Skills

Read Now

March 2006 (Revised April 2006)
Case

NOK (A)

By: Das Narayandas and Kate Attea

Highlights issues that a multidivision firm faces as it moves from managing products for profit to managing customers for profit. View Details

Keywords: Business Divisions; Transformation; Customer Focus and Relationships; Profit; Management; Product Marketing; Organizations; Commercialization

November 2001
Case

Korea-Tender

By: Das Narayandas and Kate Attea

Korea-Tender is a closed-bidding auction company trying to break even and must select the best opportunity to increase membership and revenue. It can continue its current model with heavy advertising, try to modify its costs, or develop an additional business model... View Details

Keywords: Auctions; Business Model; Advertising; Business Startups; Problems and Challenges; Marketing Strategy; Revenue; Growth and Development Strategy

May 2001 (Revised February 2005)
Case

KONE: The MonoSpace Launch in Germany

By: Das Narayandas and Gordon Swartz

Focuses on the launch of a new elevator product in Germany. In 1996, global construction slumps and low differentiation among competitive offerings has led to significant price competition and margin erosion in the elevator industry. In these circumstances, KONE, one... View Details

Keywords: Machinery and Machining; Product Launch; Product Development; Construction Industry; Germany

August 1997
Case

Industry.Net (B-2)

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

01 Dec 2019
News

From Das’s Desk

your feedback and insights. Das Narayandas is Senior Associate Dean, External Relations and Harvard Business Publishing, and the Edsel Bryant Ford Professor of Business Administration. (illustration by Scott... View Details

Keywords: podcasts; lifelong learning; alumni; Colleges, Universities, and Professional Schools; Educational Services

2018
Working Paper

Executive Education in the Digital Matrix: The Disruption of the Supply Landscape

By: Mihnea Moldoveanu and Das Narayandas

Even as the demand for managerial skills continues to grow, executive education worldwide has entered a period of disruption caused by the digitalization of content, connectivity, and communication. The current offerings of many executive education program providers... View Details

Keywords: Executive Education; Internet and the Web; Disruption; Competency and Skills; Leadership Development

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August 1997
Case

Industry.Net (A)

By: Das Narayandas and Christine Steinman

Keywords: Web Services Industry