Das Narayandas

James J. Hill Professor of Business Administration
Senior Associate Dean for HBS Publishing; Senior Associate Dean, Chair, Executive Education

Das Narayandas is the James J. Hill Professor of Business Administration at the Harvard Business School. He is currently the Senior Associate Dean, Chair, Harvard Business Publishing and Senior Associate Dean, Chair, Executive Education.  In addition, he is co-chair of the Harvard Business School Executive Education Program, Building Client Management Capabilities in Professional Service Firms. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, a Post-Graduate Diploma in Management from the Indian Institute of Management, and a Ph.D. in Management from Purdue University.

Das previously has been Chair of the Executive Education Advanced Management Program and the Program for Leadership Development, as well as course head of the required first-year Marketing course in the MBA program.  Prior to that, he taught the Business Marketing Elective in the MBA program. Das has been selected as the Class Day faculty speaker and has received the award for teaching excellence from the graduating HBS MBA Class on several occasions. Other awards also include the Greenhill Award that recognizes members of the HBS community who have made significant contributions to the School and the Charles Williams Award for teaching excellence.

Das's background includes management experience in sales and marketing that involved field strategic planning, field salesforce management, new product development, channel management and marketing communications. Das has co-authored two books and his articles have appeared in publications that include Harvard Business Review, Journal of Marketing, Journal of Service Research, Journal of the Academy of Marketing Science, Journal of Marketing Research, and Sloan Management Review. Das has been quoted in publications such as The Economist and U.S. News and World Report amongst others. 

Das has consulted and/or developed and executed in-house training programs for such companies as Areva, Arrow Electronics, Alghanim Group, GE, Honeywell, IBM, ING, J&J, Northrop Grumman, Mitsubishi Corporation, Linfox, Fonterra, Interbank, Stryker, Merrill Lynch, Tata Group, ThyssenKrupp, Zeiss, Fidelity, Liberty Mutual, 3M, and Microsoft among other companies in the areas of B2B Marketing, Customer Satisfaction and Loyalty Management, Strategic Marketing, Pricing, Personal Selling and Sales Management. Das's current research interests focus on business-to-business marketing and management of client relationships in professional service firms.

In addition to being on the Board of Advisors of several firms, Das is a University Director of the Harvard Student Agencies.

  1. 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 the sources of those benefits. Narayandas is currently examining issues associated with (1) selecting an optimal set of customers, (2) managing transactions and relationships with customers to maximize mutual benefits over time, (3) measuring and monitoring the health of customer relationships, and (4) customer profitability.

     

  2. Personal Selling and Sales Management

    Das is currently investigating benchmark practices in personal selling and sales management across a variety of industries.  He is also conducting field studies to understand how firms are leveraging interactive technologies to support their field sales efforts.
  3. 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.