Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • May 2003
  • Background Note
  • HBS Case Collection

Customer Management Strategy in Business Markets

By: Das Narayandas
  • Format:Print
  • | Pages:29
ShareBar

Abstract

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 customer profitability.

Keywords

Customer Focus and Relationships; Customer Relationship Management; Decision Making; Networks; Customization and Personalization; Manufacturing Industry

Citation

Narayandas, Das. "Customer Management Strategy in Business Markets." Harvard Business School Background Note 503-060, May 2003.
  • Educators
  • Purchase

About The Author

Das Narayandas

Marketing
→More Publications

More from the Author

    • January 2023 (Revised January 2023)
    • Faculty Research

    Digital Transformation at Tata Steel

    By: Krishna Palepu, Das Narayandas and Radhika Kak
    • August 2022 (Revised March 2023)
    • Faculty Research

    Bajaj Finance: Building an Omnipresent Financial Services Firm

    By: Das Narayandas and Rachna Tahilyani
    • July 2022
    • Faculty Research

    Hometown Foods

    By: Julian De Freitas, Jeremy Yang and Das Narayandas
More from the Author
  • Digital Transformation at Tata Steel By: Krishna Palepu, Das Narayandas and Radhika Kak
  • Bajaj Finance: Building an Omnipresent Financial Services Firm By: Das Narayandas and Rachna Tahilyani
  • Hometown Foods By: Julian De Freitas, Jeremy Yang and Das Narayandas
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College