Das Narayandas

Domain Partner

Boston

Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School.

He is currently the Senior Associate Dean, External Relations and Harvard Business Publishing. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (which honored him as a Distinguished Alumnus in 2019), a Post-Graduate Diploma in Management from the Indian Institute of Management, Bangalore (which honored him as a Distinguished Alumnus in 2014), and a Ph.D. in Management from Purdue University.

Making an Impact

Our domain partners maintain leadership roles in their industries alongside their commitments to our funds.

Books

Anderson, James C., James A. Narus, and Das Narayandas. Business Market Management: Understanding, Creating, and Delivering Value. 3rd ed. Pearson Prentice Hall, 2008. View Details
Rust, Roland T., Katherine N Lemon, and Das Narayandas. Customer Equity Management. Upper Saddle River, NJ: Pearson Prentice Hall, 2005. View Details

Journal Articles

Narayandas, Das, and Mihnea Moldoveanu. “The Future of Leadership Development.”Harvard Business Review 97, no. 4 (March–April 2019): 40–48. (Spotlight Talent Management.) View Details
Chung, Doug J., and Das Narayandas. “What’s the Right Kind of Bonus to Motivate Your Sales Force?”Harvard Business Review (website) (September 12, 2017). View Details
Chung, Doug J., and Das Narayandas. “Study: More Frequent Sales Quotas Help Volume but Hurt Profits.”Harvard Business Review (website) (August 14, 2017). View Details
Chung, Doug J., and Das Narayandas. “Incentives versus Reciprocity: Insights from a Field Experiment.” Journal of Marketing Research (JMR)54, no. 4 (August 2017): 511–524. (Lead article.) View Details
Narayandas, Das, John Quelch, and Gordon Swartz. “Prepare Your Company for Global Pricing.”MIT Sloan Management Review 42, no. 1 (Fall 2000): 61–70. View Details
Lilien, Gary L., Rajdeep Grewal, Douglas Bowman, Min Ding, Abbie Griffin, V. Kumar, Das Narayandas, Renana Peres, Raji Srinivasan, and Qiong Wang. “Calculating, Creating, and Claiming Value in Business Markets: Status and Research Agenda.”Marketing Letters 21, no. 1 (March 2010): 287–299. View Details
Narayandas, Das. “Trends in Executive Education in Business Marketing.”Journal of Business-to-Business Marketing14, no. 1 (2007). View Details
Bohling, Timothy, Douglas Bowman, Steve LaValle, Vikas Mittal, Das Narayandas, Girish Ramani, and Rajan Varadarajan. “CRM Implementation: Effectiveness Issues and Insights.”Journal of Service Research 9, no. 2 (November 2006): 184–194. View Details
Narayandas, Das, and Robert C. Dudley. “A Portfolio Approach to Sales.”Harvard Business Review84, nos. 7/8 (July–August 2006). View Details
Narayandas, Das. “When Does Client Entertainment Cross the Line? HBR Case Commentary.”Harvard Business Review 84, no. 4 (April 2006): 42. View Details
Narayandas, Das. “Building Loyalty in Business Markets.”Tool Kit. Harvard Business Review 83, no. 9 (September 2005): 131–139. View Details
Bowman, Douglas, and Das Narayandas. “Linking Customer Management Effort to Customer Profitability in Industrial Markets.”Journal of Marketing Research (JMR) 41, no. 4 (November 2004). View Details
Narayandas, Das, and V. Kasturi Rangan. “Building and Sustaining Buyer-Seller Relationships in Mature Industrial Markets.” Journal of Marketing68, no. 3 (July 2004). View Details
Deighton, John, and Das Narayandas. Commentary on “Evolving to a New Dominant Logic in Marketing“. Journal of Marketing68, no. 1 (January 2004): 18–27. View Details
Narayandas, Narakesari, Mary N. Caravella, and John Deighton. “The Impact of Internet Exchanges on Business-to-Business Distribution.”Journal of the Academy of Marketing Science 30, no. 4 (fall 2002). View Details
Libai, B., D. Narayandas, and C. Humby. “Toward an Individual Customer Profitability Model: A Segment-Based Approach.”Journal of Service Research5, no. 1 (August 2002): 69–76. View Details
Bowman, Doug, and Das Narayandas. “Managing Customer-Initiated Contacts with Manufacturers: The Impact on Share of Category Requirements and Word-of-Mouth Behavior.”Journal of Marketing Research (JMR) 38, no. 3 (August 2001). View Details
Narayandas, Das, and Elizabeth R. Caputo. “Case Study: Hunter Business Group: Team TBA.” Journal of Interactive Marketing15, no. 3 (summer 2001). View Details
Narayandas, N. “Measuring and Managing the Benefits of Customer Retention: An Empirical Investigation.”Journal of Service Research 1, no. 2 (November 1998). View Details
Cannon, Joseph P., Greg Gundlach, and Das Narayandas. “The Nature of Trust and Its Impact on Relationship Management Activities.” NAMA34, no. 4 (1998): 10–11, 21–23. View Details
Narayandas, N., and Manohar U. Kalwani. “Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?” Journal of Marketing59, no. 1 (January 1995): 1–16. View Details

Book Chapters

Steenburgh, Thomas J., and Das Narayandas. “The Impact of Web 2.0 on Business-to-Business Marketing.” 9 (Vol. 7) of Legends in Marketing: Philip Kotler, edited by Jagdish N. Sheth and Ravi S. Achrol, 114–122. SAGE Publications, 2012. View Details
Narayandas, Das, and Douglas Bowman. “Linking Customer Management Efforts to Growth and Profitability.” In The Search for Organic Growth, edited by Edward D. Hess and Robert K. Kazanjian, 192–210. Cambridge, U.K.: Cambridge University Press, 2006. View Details
Cannon, Joseph P., and N. Narayandas. “Relationship Marketing and Key Account Management.” In Conceptual Foundations in Relationship Marketing, edited by Jagdish N. Sheth and Atul Parvatiyar, 407–430. Thousand Oaks, CA: Sage Publications, 2000. View Details

Working Papers

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.) View Details
Chung, Doug J., Das Narayandas, and Dongkyu Chang. “The Effects of Quota Frequency: Sales Performance and Product Focus.” Harvard Business School Working Paper, No. 17-059, January 2017. (Revised August 2018.) View Details
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.) View Details
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. View Details
Chung, Doug J., and Das Narayandas. “Incentives versus Reciprocity: Insights from a Field Experiment.” Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.) View Details

Cases And Teaching Materials

Narayandas, Das, Sunil Gupta, Rachna Tahilyani, and Mahima Rao-Kachroo. “OYO: Creating Effective Spaces.”Harvard Business School Case 519-023, September 2018. View Details
Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Olivia Hull. “Macy’s: Evolution in the Sunshine State.” Harvard Business School Teaching Note 418-072, June 2018. View Details
Nanda, Ashish, Das Narayandas, and Lisa Rohrer. “EY China (B): An Emerging Giant.” Harvard Business School Supplement 718-465, May 2018. (Revised July 2018.) View Details
Nanda, Ashish, Das Narayandas, and Lisa Rohrer. “EY China (A): Strengthening Presence in a Critical Market.” Harvard Business School Case 718-464, May 2018. (Revised July 2018.) View Details
Gupta, Sunil, Das Narayandas, and Rachna Tahilyani. “Flipkart (B): The Ongoing Battle for India’s E-Commerce Market.”Harvard Business School Supplement 518-097, April 2018. View Details
Narayandas, Das, Sunil Gupta, and Rachna Tahilyani. “Flipkart (A): Transitioning to a Marketplace Model.”Harvard Business School Case 516-017, November 2015. (Revised April 2018.) View Details
Narayandas, Das, and Amram Migdal. “SAP: Branding in the Digital Age.” Harvard Business School Case 518-058, January 2018. View Details
Gupta, Sunil, Das Narayandas, and Rachna Tahilyani. “Paytm: Building a Payments Network.”Harvard Business School Case 517-091, January 2017. (Revised May 2019.) View Details
Raffaelli, Ryan, Joshua D. Margolis, and Das Narayandas. “Ron Johnson: A Career in Retail.”Harvard Business School Multimedia/Video Supplement 417-704, December 2016. View Details
Gupta, Sunil, and Das Narayandas. “Flipkart: Transitioning to a Marketplace Model.” Harvard Business School Teaching Note 516-095, April 2016. View Details
Narayandas, Das, Ashish Nanda, Mike Mister, and Nicholas Haas. “Ellen Harvey.”Harvard Business School Case 516-047, October 2015. View Details
Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Sarah L. Abbott. “Macy’s: Evolution in the Sunshine State.”Harvard Business School Case 416-018, September 2015. (Revised June 2018.) View Details
Palepu, Krishna, Das Narayandas, and Kerry Herman. “Kjell & Company: Electronics Accessories Retail in the Nordics.”Harvard Business School Case 116-009, August 2015. View Details
Narayandas, Das, Krishna Palepu, and Kerry Herman. “Vita: Cosmetics in the Nordics.”Harvard Business School Case 516-013, July 2015. View Details
Narayandas, Das, Joshua D. Margolis, and Ryan Raffaelli. “Ron Johnson: A Career in Retail.”Harvard Business School Case 516-016, July 2015. (Revised September 2017.) View Details
Narayandas, Das, Kerry Herman, and Noah Fisher. “Cycle for Survival (B).”Harvard Business School Supplement 514-077, May 2014. (Revised October 2014.) View Details
Narayandas, Das, Kerry Herman, and Noah Fisher. “Cycle for Survival (A).”Harvard Business School Case 514-076, May 2014. View Details
Eccles, Robert G., Das Narayandas, and Penelope Rossano. “Innovation at the Boston Consulting Group.”Harvard Business School Case 313-137, May 2013. (Revised May 2014.) View Details
Narayandas, Das, Kerry Herman, and Lisa Mazzanti. “Ron Johnson: Retail at Target, Apple, and J.C. Penney.”Harvard Business School Case 513-103, May 2013. (Revised April 2015.) View Details
Narayandas, Das, Kallol Das, and Kerry Herman. “Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version).”Harvard Business School Case 513-015, May 2013. View Details
Narayandas, Das, Kerry Herman, and Matthew Preble. “Eureka Forbes Ltd.: Managing the Selling Effort (A) (TP) .” Harvard Business School Teaching Plan 512-103, June 2012. View Details
Eccles, Robert G., Das Narayandas, and Kerry Herman. “Exeter Group, Inc. (A).”Harvard Business School Case 409-001, February 2009. (Revised February 2012.) View Details
Narayandas, Das, Kerry Herman, and Matthew Preble. “Vibco Industrial Vibrators.” Harvard Business School Case 512-005, September 2011. View Details
Eccles, Robert G., Das Narayandas, and Kerry Herman. “Exeter Group, Inc. (B).”Harvard Business School Supplement 412-035, September 2011. View Details
Narayandas, Das, and Kerry Herman. “Beohemija’s Duel.” Harvard Business School Case 511-018, July 2010. (Revised December 2010.) View Details
Narayandas, Das, and Elizabeth A. Kind. “NetApp.”Harvard Business School Case 511-058, September 2010. View Details
Narayandas, Das. “Marketing Simulation: Managing Segments and Customers.” Simulation and Teaching Note. Harvard Business Publishing, 2010. Electronic. View Details
Narayandas, Das, Kerry Herman, and Sarah Morton. “The Termination of U.S. Auto Dealerships in 2009.”Harvard Business School Case 510-044, September 2009. (Revised September 2009.) View Details
Narayandas, Das, Kerry Herman, and Laura Winig. “BMW’s Project Switch (B): Importers vs. National Sales Companies.”Harvard Business School Supplement 509-024, November 2008. (Revised May 2009.) View Details
Narayandas, Das, and Kerry Herman. “Eureka Forbes Ltd.: Managing the Selling Effort (A).”Harvard Business School Case 506-003, July 2005. (Revised February 2009.) View Details
Narayandas, Das, and Kerry Herman. “Tanishq: Positioning to Capture the Indian Woman’s Heart.”Harvard Business School Case 507-025, August 2006. (Revised February 2009.) View Details
Narayandas, Das, and Kerry Herman. “BMW’s Project Switch (A): Importers vs. National Sales Companies.”Harvard Business School Case 509-023, September 2008. (Revised February 2009.) View Details
Gupta, Sunil, and Das Narayandas. “Biocon: Launching a New Cancer Drug in India (TN).” Harvard Business School Teaching Note 509-039, January 2009. View Details
Gupta, Sunil, and Das Narayandas. “Biocon: Launching a New Cancer Drug in India.”Harvard Business School Case 508-026, August 2007. (Revised November 2008.) View Details
Narayandas, Das, David E. Bell, Anita Elberse, John T. Gourville, David B. Godes, John A. Quelch, Gail J. McGovern, Luc R. Wathieu, and Marta Wosinska. “Marketing as Competitive Advantage: Fundamentals.” Harvard Business School Class Lecture 509-719, October 2008. View Details
Narayandas, Das, Vincent Marie Dessain, Daniela Beyersdorfer, and Anders Sjoman. “Reinventing Ericsson.”Harvard Business School Case 507-075, June 2007. (Revised February 2008.) View Details
Narayandas, Das, Vincent Marie Dessain, Daniela Beyersdorfer, and Anders Sjoman. “Ericsson: Leading in Times of Change.”Harvard Business School Case 507-074, June 2007. (Revised February 2008.) View Details
Elberse, Anita, John T. Gourville, and Das Narayandas. “Angels and Devils: Best Buy’s New Customer Approach (A).”Harvard Business School Case 506-007, September 2005. (Revised February 2007.) View Details
Elberse, Anita, John T. Gourville, and Das Narayandas. “Angels and Devils: Best Buy’s New Customer Approach (B).”Harvard Business School Supplement 506-008, September 2005. (Revised February 2007.) View Details
Narayandas, Das. “Tanishq Video Supplement.”Harvard Business School Video Supplement 507-707, February 2007. View Details
Narayandas, Das. “Arrow Electronics, Inc.”Harvard Business School Case 598-022, April 1998. (Revised January 2007.) View Details
Steenburgh, Thomas J., and Das Narayandas. “Perelson Weiner LLP.”Harvard Business School Case 506-006, October 2005. (Revised August 2006.) View Details
Narayandas, Das. “Kingsford Charcoal (TN).” Harvard Business School Teaching Note 507-013, July 2006. View Details
Narayandas, Das, and Alison Berkley Wagonfeld. “Kingsford Charcoal.”Harvard Business School Case 506-020, September 2005. (Revised July 2006.) View Details
Narayandas, Das, and Kate Attea. “NOK (A).”Harvard Business School Case 506-040, March 2006. (Revised April 2006.) View Details
Narayandas, Das, and Akiko Kanno. “NOK (B).”Harvard Business School Supplement 506-041, March 2006. View Details
Narayandas, Das, and Harold Weinstein. “Comparing HBSMBAs with Top Hunter and Farmer Sales Reps.” Harvard Business School Background Note 506-043, November 2005. View Details
Steenburgh, Thomas J., and Das Narayandas. “Note on Personal Selling and Sales Management.” Harvard Business School Background Note 506-038, November 2005. View Details
Narayandas, Das. “KONE: The MonoSpace Launch in Germany (TN).” Harvard Business School Teaching Note 503-068, March 2003. (Revised September 2005.) View Details
Narayandas, Das. “Eureka Forbes Ltd.: Managing the Selling Effort (DVD).”Harvard Business School Video Supplement 506-705, September 2005. View Details
Narayandas, Das, and Gordon Swartz. “KONE: The MonoSpace Launch in Germany.”Harvard Business School Case 501-070, May 2001. (Revised February 2005.) View Details
Narayandas, Das, and Robert C. Dudley. “Hewlett Packard–Computer Systems Organization: Selling to Enterprise Customers.”Harvard Business School Case 500-064, March 2000. (Revised February 2005.) View Details
Narayandas, Das. “Managing Markets, Segments, and Customers.” Boston: Harvard Business School Publishing Class Lecture, 2005. Electronic. (Faculty Lecture: HBSP Product Number 9-826-6C.) View Details
Deighton, John A., and Das Narayandas. “Siebel Systems: Anatomy of a Sale, Parts 1, 2, and 3 (TN).” Harvard Business School Teaching Note 504-087, March 2004. View Details
Narayandas, Das. “Managing Segments-Module Note.” Harvard Business School Module Note 503-070, June 2003. View Details
Narayandas, Das. “Arrow Electronics, Inc. TN.” Harvard Business School Teaching Note 500-111, June 2000. (Revised June 2003.) View Details
Narayandas, Das. “Customer Management Strategy in Business Markets.”Harvard Business School Background Note 503-060, May 2003. View Details
Narayandas, Das. “Business Marketing: Course Overview Note for Instructors.” Harvard Business School Course Overview Note 502-074, June 2002. (Revised April 2003.) View Details
Narayandas, Das. “CMR Enterprises TN.” Harvard Business School Teaching Note 502-070, June 2002. (Revised April 2003.) View Details
Narayandas, Das. “Managing Markets Module Note.”Harvard Business School Background Note 503-029, September 2002. (Revised March 2003.) View Details
Narayandas, Das. “Managing a Customer Relationship Over Time.” Harvard Business School Background Note 503-071, March 2003. View Details
Narayandas, Das. “Customer Migration and Customer Types.” Harvard Business School Background Note 503-072, March 2003. View Details
Narayandas, Das. “Linking Customer Management Effort to Profits.” Harvard Business School Background Note 503-084, March 2003. View Details
Narayandas, Das. “Monitoring the Health of Customer Relationships.” Harvard Business School Background Note 503-081, March 2003. View Details
Deighton, John A., and Das Narayandas. “Siebel Systems: Anatomy of a Sale, Part 2.”Harvard Business School Case 503-022, August 2002. (Revised February 2003.) View Details
Deighton, John A., and Das Narayandas. “Siebel Systems: Anatomy of a Sale, Part 1.”Harvard Business School Case 503-021, August 2002. (Revised January 2003.) (request a courtesy copy.) View Details
Narayandas, Das. “Note on Customer Management.”Harvard Business School Background Note 501-044, October 2000. (Revised December 2002.) View Details
Narayandas, Das. “Business Marketing Course Overview.” Harvard Business School Background Note 503-033, September 2002. View Details
Narayandas, Das. “Customer Benefit Stack.” Harvard Business School Background Note 503-028, August 2002. View Details
Deighton, John A., and Das Narayandas. “Siebel Systems: Anatomy of a Sale, Part 3.”Harvard Business School Case 503-023, August 2002. View Details
Narayandas, Das. “Hunter Business Group: Team TBA, TN.” Harvard Business School Teaching Note 502-066, June 2002. (Revised August 2002.) View Details
Narayandas, Das. “Note on Customer Management.”Harvard Business School Background Note 502-073, June 2002. View Details
Narayandas, Das. “Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers, TN.” Harvard Business School Teaching Note 502-071, June 2002. View Details
Narayandas, Das. “Customer Value Measurement at Nortel Networks–Optical Networks Division.”Harvard Business School Case 501-050, February 2001. (Revised June 2002.) View Details
Narayandas, Das. “Customer Value Measurement at Nortel Networks-Optical Networks Division, TN.” Harvard Business School Teaching Note 502-069, June 2002. View Details
Narayandas, Das, and Elizabeth R. Caputo. “Hunter Business Group: TeamTBA.”Harvard Business School Case 500-030, December 1999. (Revised March 2002.) View Details
Narayandas, Das, and Kate Attea. “Korea-Tender.” Harvard Business School Case 502-035, November 2001. View Details
Narayandas, Das, and Mary N. Caravella. “Color Kinetics Incorporated (A).”Harvard Business School Case 501-077, April 2001. (Revised August 2001.) View Details
Narayandas, Das, and Mary N. Caravella. “Color Kinetics Incorporated (B).”Harvard Business School Case 501-078, March 2001. (Revised August 2001.) View Details
Narayandas, Das, and Mary N. Caravella. “CMR Enterprises.”Harvard Business School Case 501-012, November 2000. (Revised April 2001.) View Details
Narayandas, Das. “VerticalNet (www.verticalnet.com).” Harvard Business School Teaching Note 501-060, February 2001. View Details
King, Charles, III, and Das Narayandas. “Coca-Cola’s New Vending Machine (A): Pricing To Capture Value, or Not?”Harvard Business School Case 500-068, February 2000. (Revised December 2000.) View Details
Narayandas, Das. “VerticalNet (www.verticalnet.com).”Harvard Business School Case 500-041, November 1999. (Revised June 2000.) View Details
Narayandas, Das, and Katherine B. Korman. “Granny’s Goodies, Inc.”Harvard Business School Case 500-049, November 1999. (Revised February 2000.) View Details
Narayandas, Das. “Hewlett-Packard Co.: European Remarketing Operation TN.” Harvard Business School Teaching Note 599-044, August 1998. View Details
Narayandas, Das. “Managing Customers for Profits (TN).” Harvard Business School Teaching Note 598-072, April 1998. View Details
Narayandas, Das. “WESCO Distribution, Inc. TN.” Harvard Business School Teaching Note 598-093, April 1998. View Details
Narayandas, Das. “Industry.Net Teaching Note.” Harvard Business School Teaching Note 598-118, April 1998. View Details
Narayandas, Das. “SaleSoft, Inc. (A).”Harvard Business School Case 596-112, May 1996. (Revised March 1998.) View Details
Narayandas, Das. “Orbital Sciences Corporation: ORBCOMM TN.” Harvard Business School Teaching Note 598-117, March 1998. View Details
Narayandas, Das. “Aladdin Knowledge Systems TN.” Harvard Business School Teaching Note 598-071, February 1998. View Details
Narayandas, Das, and Gerald Zaltman. “Human Element in Marketing Strategy,The: A Look at the Creative and Subjective Side.” Harvard Business School Case 598-105, February 1998. View Details
Narayandas, Das. “WESCO Distribution, Inc.”Harvard Business School Case 598-021, November 1997. (Revised February 1998.) View Details
Narayandas, Das. “SaleSoft, Inc. (A) TN.” Harvard Business School Teaching Note 598-020, January 1998. View Details
Narayandas, Das, and Christine Steinman. “Net (A).” Harvard Business School Case 598-034, August 1997. View Details
Narayandas, Das, and Christine Steinman. “Net (B-1).” Harvard Business School Case 598-035, August 1997. View Details
Narayandas, Das, and Christine Steinman. “Net (B-2).” Harvard Business School Case 598-036, August 1997. View Details
Narayandas, Das, and Christine Steinman. “Net (C).” Harvard Business School Case 598-037, August 1997. View Details
Narayandas, Das, and Christine Steinman. “Industry.Net (D).” Harvard Business School Case 598-038, August 1997. View Details
Narayandas, Das, and John A. Quelch. “Orbital Sciences Corporation: ORBCOMM.” Harvard Business School Case 598-027, August 1997. View Details
Narayandas, N., and Steve Peterson. “Managing Customers For Profits – Interactive CD-ROM Simulation.” Simulation and Teaching Note. 1997. (Winner of Gold CINDY (Cinema in Industry) Award presented by International Association of Audio Visual Communicators.) View Details
Narayandas, Das, and V. Kasturi Rangan. “Dell Computer Corporation.”Harvard Business School Case 596-058, October 1995. (Revised September 1996.) View Details
Narayandas, Das. “Dell Computer Corporation TN.” Harvard Business School Teaching Note 596-098, March 1996. View Details