Professor Anand Narasimhan

Before arriving in Nashville, Tennessee to start his graduate studies, Anand Narasimhan did not know a thing about country music. A few years later, he not only became a fan, but also used his study of country music to develop an expertise in the areas of organizational structure and networks.

Based on his study and research of the versatile role of a music producer, Anand determined the following four key capabilities that make-up effective networking, all of which can be learned:

1. Kingpin-seeking - the ability to make contact with a person that will lead to further connections down the road (thus the visualization of the first pin in bowling, knocking down the other pins).

2. Match-making - the ability to broker to other people’s needs through personal connections.

3. Access - people who really like meeting new people and are able to maintain contact.

4. Amiability - the ability to come across as friendly in social interactions.

Anand, a native of India, developed this theory after arriving at Vanderbilt University in Nashville, which is known as "Music City USA" and is the world’s largest commercial country music recording and production center.

Anand says that his research topics are heavily influenced by his immediate surroundings.

“When I found out that the country music industry is one of the most efficient and profitable genres in the world, as an organization theorist, I was curious about how this is accomplished.”

In order to get familiar with his research subject, Anand purchased a walkman and listened to Nashville’s most popular country music radio stations on his daily 20-minute walk to the classroom. While taking in latest hits, Anand was also formulating questions that would serve as the core of his research.

“The unintended by-product is that I also became a country music fan,” Anand says.

After significant research, Anand discovered that the answer to his question could be found in the unique position of a music producer that creates the work flow among artists, session singers, writers, labelling companies, marketers and manufacturers. The key, according to Anand, is this unique flexibility of independent producers who are the free agents in the business of music production.

“The whole business revolves around the social networks of the producer,” he said. “They never sit in one place. They have all the networks to get the process going. For example, they have to hold the contacts to bring in the right session musicians and writers to go through 1,000 songs with an artist. In two weeks, the producer is able to cut an album featuring 10 songs.”

This initial step allows an album to be labelled and marketed so that songs can potentially reach the top of the charts and be heard on the most popular radio stations. It also makes it possible for touring bands to perform live concerts in front of thousands of die-hard fans. The producer’s networking skills are paramount in the entire process.

Anand has applied his analysis of country music to other industries as well.

“The findings that I discovered in the example of country music production apply to a wide range of organizations that are moving from traditional structures to more fluid networks. The leaders enabling new organizational forms have networking skills and management styles that resemble those of country music producers.”

Anand looks back at his career, grateful for the doors that have opened as a result of his innocent interest in a music fad. It helped pave the way for Anand to enjoy an illustrious career in academia, which has included stops at London Business School, Owen Graduate School of Management (Vanderbilt University), Indian School of Business, Tanaka Business School (Imperial College, London) and as of this month, IMD.

Click here for Anand Narasimhan's complete biography and publications.