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All HBS Web
(238)
- News (45)
- Research (161)
- Events (1)
- Multimedia (3)
- Faculty Publications (153)
Show Results For
-
All HBS Web
(238)
- News (45)
- Research (161)
- Events (1)
- Multimedia (3)
- Faculty Publications (153)
- May 2010 (Revised September 2023)
- Case
Qingdao Sea View Garden Hotel
By: Robert G. Eccles, Das Narayandas and Cheng-Hua Tzeng
Eccles, Robert G., Das Narayandas, and Cheng-Hua Tzeng. "Qingdao Sea View Garden Hotel." Harvard Business School Case 510-118, May 2010. (Revised September 2023.)
- 2005
- Book
Customer Equity Management
By: Roland T Rust, Katherine N Lemon and Das Narayandas
Rust, Roland T., Katherine N Lemon, and Das Narayandas. Customer Equity Management. Upper Saddle River, NJ: Pearson Prentice Hall, 2005.
- 30 Jan 2017
- News
HBS Deans' Message on White House Travel Ban
Faculty George F. Baker Professor of Administration Das Narayandas Senior Associate Dean, External Relations and Harvard Business Publishing Edsel Bryant Ford Professor of Business Administration Dear...
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- July 2022
- Supplement
Hometown Foods
De Freitas, Julian, Jeremy Yang, and Das Narayandas. "Hometown Foods." Harvard Business School Multimedia/Video Supplement 522-718, July 2022.
- March 2022 (Revised March 2024)
- Supplement
Hometown Foods Spreadsheet Supplement for Instructors
- April 2021
- Article
The Effects of Quota Frequency: Sales Performance and Product Focus
By: Doug J. Chung, Das Narayandas and Dongkyu Chang
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota...
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Keywords:
Sales Force Compensation;
Field Experiment;
Quotas;
Quota Frequency;
Commissions;
Bonuses;
Goals;
Salesforce Management;
Compensation and Benefits;
Goals and Objectives;
Behavior;
Performance
Chung, Doug J., Das Narayandas, and Dongkyu Chang. "The Effects of Quota Frequency: Sales Performance and Product Focus." Management Science 67, no. 4 (April 2021): 2151–2170.
- September 2011
- Supplement
Exeter Group, Inc. (B)
By: Robert G. Eccles, Das Narayandas and Kerry Herman
This case presents a brief description of the decisions the company made regarding whether or not to pursue each of the four projects that are the basis of the (A) case.
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Eccles, Robert G., Das Narayandas, and Kerry Herman. "Exeter Group, Inc. (B)." Harvard Business School Supplement 412-035, September 2011.
- 2008
- Book
Business Market Management: Understanding, Creating, and Delivering Value
By: James C. Anderson, James A. Narus and Das Narayandas
For business-to-business marketing courses. The authors build the book around a framework of understanding, creating, and delivering value.
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Keywords:
Customer Relationship Management;
Customer Value and Value Chain;
Cross-Cultural and Cross-Border Issues;
Marketing;
Marketing Strategy;
Business Processes;
Value
Anderson, James C., James A. Narus, and Das Narayandas. Business Market Management: Understanding, Creating, and Delivering Value. 3rd ed. Pearson Prentice Hall, 2008.
- 27 Dec 2015
- Research & Ideas
The Most Popular Stories and Research Papers of 2015
healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug J. Chung and Das View Details
- 25 Oct 2011
- First Look
First Look: October 25
Authors:Steenburgh, Thomas J., and Das Narayandas Publication:Chap. 9 in Legends in Marketing: Philip Kotler, 114-122. Sage, forthcoming An abstract is unavailable at this time. Publisher's Link:...
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Keywords:
Sean Silverthorne
- 29 Aug 2017
- First Look
First Look at New Research and Ideas, August 29
August 14, 2017 Harvard Business Review Study: More Frequent Sales Quotas Help Volume but Hurt Profits By: Chung, Doug J., and Das Narayandas Abstract—No abstract available. Publisher's link:...
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Keywords:
Sean Silverthorne
- 01 Jun 2014
- News
Ready for Takeoff
taxing. "I had nightmares where I would raise my hand and start speaking Portuguese," says Sender. Things improved. The sun eventually came out, and she found her calling in a marketing course with Professor Das Narayandas—someone she...
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- 01 Dec 2015
- First Look
December 1, 2015
other extant signaling game models in the operations management literature. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=50107 Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das...
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Keywords:
Sean Silverthorne
- 28 Mar 2018
- News
Fueling the Future
marketing in courses with professors Das Narayandas, Forest L. Reinhardt, and (now Dean) Nitin Nohria. Kovatch embraced equally the academic and social aspects of campus life, volunteering as social chair and traveling to Japan,...
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Keywords:
Jill Radsken
- 30 Aug 2016
- First Look
August 30, 2016
forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the...
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Keywords:
Carmen Nobel
- 07 Nov 2006
- First Look
First Look: November 7, 2006
Ruhr [The Future of the Past: German Capitalism from the Viewpoint of the Rhine and Ruhr] Author:Jeffrey Fear Publication:In Uberschreitungen. Das Wechselspiel von Wirtschaft und Kunst im 19. Jahrhundert [Crossings: The Interaction...
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Keywords:
Sean Silverthorne
- 12 Aug 2008
- First Look
First Look: August 12, 2008
Understanding, Creating, and Delivering Value Authors: James C.Anderson, James A. Narus, and Das Narayandas Publication: 3rd ed. Pearson Prentice Hall, 2008 Abstract For business-to-business marketing...
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Keywords:
Sean Silverthorne
- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
theoretical illustrations and Monte Carlo simulations to validate our claims. Download working paper: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=52743 Executive Education in the Digital Vortex: The Disruption of the Supply Landscape By: Moldoveanu, Mihnea, and...
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Keywords:
Sean Silverthorne
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by using some combination of...
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Keywords:
Sean Silverthorne
- 22 Feb 2022
- News
March 2022 Alumni and Faculty Books
of the organizations that pay for the programs, and the ways in which business schools and other providers deliver (or not) on the promises they make regarding skill development and the continued value of learning to the organization. Authors Mihnea C. Moldoveanu and...
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