Das Narayandas

7 Results

 

Money and Quotas Motivate the Sales Force Best

Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Doug Chung and Das Narayandas study several compensation schemes to see which work best. Open for comment; 11 Comments posted.

Incentives versus Reciprocity: Insights from a Field Experiment

Sales force compensation is a key instrument available to firms for motivating and enhancing sales performance. What are the most effective forms of compensation? In a field experiment involving four regional sales forces of a prominent firm in India, the authors examined the impact of conditional and unconditional bonus schemes. Findings from this study provide guidance to firms on how to use conditional and unconditional compensation to enhance sales rep productivity and better manage the achievement of sales forecasts. Read More

Grooming Next-Generation Leaders

Organizations succeed by identifying, developing, and retaining talented leaders. Professors W. Earl Sasser and Das Narayandas, who teach leadership development in one of Harvard Business School's Executive Education programs, discuss the fine points of leadership development. Read More

Classic Cases Live On at HBS

Harvard Business School is famous for its case method of classroom teaching. Here is a look at some of the classic cases that have been taught to business leaders worldwide—and are still in use today. Read More

Building a Better Buyer-Seller Relationship

How do you turn short-term transactions into long-term relationships? Harvard Business School professor Narakesari Narayandas finds answers in mature industrial markets. Read More

Don’t Lose Money With Customers

Executives talk a good game about managing customer relationships. But then why do many companies persist in money-losing arrangements? Time to become proactive, says Harvard Business School professor Narakesari Narayandas.
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Parents’ Guide to Harvard Business School

Video Presentation: Want a glimpse into the HBS classroom experience? Das Narayandas, associate professor of marketing, introduces the school's teaching methods to students' parents—and provides his own thoughts on business education. Read More