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Publications

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  • All HBS Web  (244)
    • News  (50)
    • Research  (164)
    • Events  (1)
    • Multimedia  (5)
  • Faculty Publications  (158)

Show Results For

  • All HBS Web  (244)
    • News  (50)
    • Research  (164)
    • Events  (1)
    • Multimedia  (5)
  • Faculty Publications  (158)
← Page 8 of 244 Results →
  • 2019
  • Working Paper

The Future of Executive Development: The CLO's Compass and The Executive Programs Designer's Guide

By: Mihnea Moldoveanu and Das Narayandas
Executive education worldwide has entered a period of disruption catalyzed by the digitalization of content, connectivity, and communication—while the demand for managerial skills is growing. The forces of disintermediation, disaggregation, and decoupling are creating... View Details
Keywords: Digitalization; Executive Education; Disruption; Leadership Development; Management Skills; Curriculum and Courses; Internet and the Web; Design
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Moldoveanu, Mihnea, and Das Narayandas. "The Future of Executive Development: The CLO's Compass and The Executive Programs Designer's Guide." Harvard Business School Working Paper, No. 20-060, November 2019.
  • 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
  • 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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Moldoveanu, Mihnea, and Das Narayandas. "Executive Education in the Digital Matrix: The Disruption of the Supply Landscape." Harvard Business School Working Paper, No. 18-097, March 2018. (Revised June 2018.)
  • August 1997
  • Case

Industry.Net (A)

By: Das Narayandas and Christine Steinman
Keywords: Web Services Industry
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Narayandas, Das, and Christine Steinman. "Industry.Net (A)." Harvard Business School Case 598-034, August 1997.
  • Article

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

By: Doug J. Chung and Das Narayandas
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Chung, Doug J., and Das Narayandas. "Study: More Frequent Sales Quotas Help Volume but Hurt Profits." Harvard Business Review (website) (August 14, 2017).
  • 2018
  • Working Paper

Executive Development Programs Enter the Digital Matrix: I. Disrupting the Demand Landscape

By: Das Narayandas and Mihnea C. Moldoveanu
Executive development programs have entered a period of disruption catalyzed by the digitalization of content, connectivity, and communication and are driven by renewed demand for high-level executive and managerial skills. Unlike other segments of higher education,... View Details
Keywords: Executive Education; Internet and the Web; Disruption; Management Skills; Leadership Development
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Narayandas, Das, and Mihnea C. Moldoveanu. "Executive Development Programs Enter the Digital Matrix: I. Disrupting the Demand Landscape." Harvard Business School Working Paper, No. 17-020, September 2016. (Revised June 2018.)
  • 2014
  • Other Teaching and Training Material

Marketing Reading: Sales Force Design and Management (Teaching Note)

By: Doug J. Chung and Das Narayandas
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Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management (Teaching Note)." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8216, 2014.
  • November 2005
  • Background Note

Note on Personal Selling and Sales Management

By: Thomas J. Steenburgh and Das Narayandas
Provides the background materials for the Sales Module in the first-year marketing course taught at HBS. View Details
Keywords: Business Education; Management; Sales; Education Industry
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Steenburgh, Thomas J., and Das Narayandas. "Note on Personal Selling and Sales Management." Harvard Business School Background Note 506-038, November 2005.
  • March 2001 (Revised August 2001)
  • Case

Color Kinetics Incorporated (B)

By: Das Narayandas and Mary N. Caravella
Supplements the (A) case. View Details
Keywords: Electronics Industry
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Narayandas, Das, and Mary N. Caravella. "Color Kinetics Incorporated (B)." Harvard Business School Case 501-078, March 2001. (Revised August 2001.)
  • November 2000 (Revised April 2001)
  • Case

CMR Enterprises

By: Das Narayandas and Mary N. Caravella
Sam Marcus recently purchased a small cabinet-making company, and is looking for dramatic growth. The company competes in commercial and residential construction markets; shortly after the acquisition, the company gains a large new residential customer. The case traces... View Details
Keywords: Acquisition; Customer Relationship Management; Entrepreneurship; Leadership; Marketing Strategy; Performance Evaluation; Relationships; Segmentation; Construction Industry
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Narayandas, Das, and Mary N. Caravella. "CMR Enterprises." Harvard Business School Case 501-012, November 2000. (Revised April 2001.)
  • October 2005 (Revised August 2006)
  • Case

Perelson Weiner LLP

By: Thomas J. Steenburgh and Das Narayandas
Perelson Weiner LLP, a successful accounting firm in New York City, is re-evaluating its incentive strategy as it makes plans to grow its business. View Details
Keywords: Accounting; Growth and Development; Compensation and Benefits; Management; Planning; Sales; Motivation and Incentives; Corporate Strategy; Accounting Industry; New York (city, NY)
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Steenburgh, Thomas J., and Das Narayandas. "Perelson Weiner LLP." Harvard Business School Case 506-006, October 2005. (Revised August 2006.)
  • November 1999 (Revised February 2000)
  • Case

Granny's Goodies, Inc.

By: Das Narayandas and Katherine B. Korman
The young entrepreneurs of Granny's Goodies, Inc., a corporate gift package specialist, face the challenge of finding ways to create consistent revenue streams and reduce sales costs. Outside of a few long-term contracts, the two founders have had to work very hard for... View Details
Keywords: Budgets and Budgeting; Customer Relationship Management; Entrepreneurship; Cost Management; Marketing Strategy; Product Design; Problems and Challenges; Sales; Segmentation; Service Industry
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Narayandas, Das, and Katherine B. Korman. "Granny's Goodies, Inc." Harvard Business School Case 500-049, November 1999. (Revised February 2000.)
  • summer 2001
  • Article

Case Study: Hunter Business Group: Team TBA

By: Das Narayandas and Elizabeth R. Caputo
Keywords: Information; Groups and Teams
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Narayandas, Das, and Elizabeth R. Caputo. "Case Study: Hunter Business Group: Team TBA." Journal of Interactive Marketing 15, no. 3 (summer 2001).
  • 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
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Narayandas, Das, and John A. Quelch. "Orbital Sciences Corporation: ORBCOMM." Harvard Business School Case 598-027, August 1997.
  • July 2004
  • Article

Building and Sustaining Buyer-Seller Relationships in Mature Industrial Markets

By: Das Narayandas and V. Kasturi Rangan
Keywords: Relationships; Markets
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Narayandas, Das, and V. Kasturi Rangan. "Building and Sustaining Buyer-Seller Relationships in Mature Industrial Markets." Journal of Marketing 68, no. 3 (July 2004).
  • 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
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Moldoveanu, Mihnea, and Das Narayandas. "The Skills Gap and the Near-Far Problem in Executive Education and Leadership Development." Harvard Business School Working Paper, No. 17-019, September 2016.
  • 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
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Narayandas, Das, and Kate Attea. "NOK (A)." Harvard Business School Case 506-040, March 2006. (Revised April 2006.)
  • 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
Citation
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Narayandas, Das, and Kate Attea. "Korea-Tender." Harvard Business School Case 502-035, November 2001.
  • 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
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Narayandas, Das, and Gordon Swartz. "KONE: The MonoSpace Launch in Germany." Harvard Business School Case 501-070, May 2001. (Revised February 2005.)
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