Filter Results
:
(2,768)
Show Results For
-
All HBS Web
(2,768)
- People (2)
- News (306)
- Research (2,245)
- Events (12)
- Multimedia (15)
- Faculty Publications (1,417)
Show Results For
-
All HBS Web
(2,768)
- People (2)
- News (306)
- Research (2,245)
- Events (12)
- Multimedia (15)
- Faculty Publications (1,417)
- 2020
- Article
A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?
By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role...
View Details
Keywords:
Sales Compensation;
Sales Management;
Sales Strategy;
Principal-agent Theory;
Structural Econometrics;
Field Experiments;
Machine Learning;
Artificial Intelligence;
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives;
AI and Machine Learning
Chung, Doug J., Byungyeon Kim, and Niladri B. Syam. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?" Foundations and Trends® in Marketing 14, no. 1 (2020): 1–52.
- January 2011 (Revised December 2017)
- Case
Tombstones
By: Timothy A. Luehrman and David Lane
This case consists primarily of excerpts from term sheets and prospectuses for six securities offerings made by US companies during 2009-2010, just after the financial crisis and recession of 2008-09. There are three issues of senior unsecured notes, one floating rate...
View Details
Keywords:
Financial Crisis;
Equity;
Debt Securities;
Bonds;
Motivation and Incentives;
United States
Luehrman, Timothy A., and David Lane. "Tombstones." Harvard Business School Case 211-063, January 2011. (Revised December 2017.)
- 2009
- Working Paper
On Good Scholarship, Goal Setting, and Scholars Gone Wild
By: Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max Bazerman
In this article, we define good scholarship, highlight our points of disagreement with Locke and Latham (2009), and call for further academic research to examine the full range of goal setting's effects. We reiterate our original claim that goal setting, like a potent...
View Details
Keywords:
Education;
Goals and Objectives;
Management Practices and Processes;
Performance Improvement;
Research;
Motivation and Incentives
Ordonez, Lisa D., Maurice E. Schweitzer, Adam D. Galinsky, and Max Bazerman. "On Good Scholarship, Goal Setting, and Scholars Gone Wild." Harvard Business School Working Paper, No. 09-122, April 2009.
- October 1981
- Background Note
Note on Rewards Systems
By: Michael Beer
Looks at rewards in general, and pay in particular, and studies the conditions that may enhance or detract from employee satisfaction and organizational effectiveness.
View Details
Keywords:
Compensation and Benefits;
Wages;
Organizations;
Performance Effectiveness;
Motivation and Incentives;
Satisfaction
Beer, Michael. "Note on Rewards Systems." Harvard Business School Background Note 482-017, October 1981.
- 01 Sep 2008
- News
On Track
HATCHETT: Calm amid market turmoil. Perhaps it’s fitting that in this Olympic year, Morgan Stanley’s Kimberley Hatchett (MBA ’91) was named one of the “Top 100 Women Financial Advisers” by Barron’s (June 9, 2008). Of that group, Hatchett was one of five recognized for...
View Details
Keywords:
Finance
- 17 Nov 2022
- News
Alumni Leaders on Decarbonization Strategies for Combating Climate Change
achieve price parity with diesel trucks in 2023, five years sooner than previously forecasted. This is leading to big investments by EV battery manufacturers in the US, as well as fleet electrification investment opportunities. While most of the IRA takes the form of...
View Details
- 03 Mar 2011
- Research & Ideas
HBS Faculty on Revolution in the Middle East and North Africa
for the international community is to keep the oil flowing. The United States and United Nations began to accomplish this by imposing selective sanctions that will allow oil to be exported but deny Gaddafi the resulting revenues. Otherwise, the rebels would have no...
View Details
- 19 Feb 2019
- Blog Post
The First Five Years: '30 Under 30' Edition
How do you use what you learned at HBS in this work? Pradhan: “My time at HBS gave me a great appreciation for the fact that most businesses are really just made up of hundreds or thousands of human beings working together under various View Details
Keywords:
All Industries
- 2009
- Working Paper
Why Do Intermediaries Divert Search? - Companion Paper
By: Andrei Hagiu and Bruno Jullien
This companion paper contains several extensions of the model presented in our main paper - Hagiu and Jullien (2009).
View Details
Keywords:
Market Intermediation;
Search;
Two Sided Markets;
Platform Design;
Demand and Consumers;
Motivation and Incentives;
Internet and the Web;
Digital Platforms;
Distribution Channels;
Business Strategy;
Retail Industry
Hagiu, Andrei, and Bruno Jullien. "Why Do Intermediaries Divert Search? - Companion Paper." Harvard Business School Working Paper, No. 09-092, February 2009.
- January 2007
- Exercise
Multifactor Models
By: Malcolm P. Baker
Students evaluate the performance of four mutual funds and compute the cost of capital for two companies using fixed benchmarks, the CAPM, and a multifactor model of returns.
View Details
Keywords:
Cost of Capital;
Performance Evaluation;
Business Model;
Investment Funds;
Investment Return;
Motivation and Incentives;
Markets
Baker, Malcolm P. "Multifactor Models." Harvard Business School Exercise 207-056, January 2007.
- March 2006
- Background Note
Influencing Customer Behavior in Service Operations
By: Frances X. Frei and Amy C. Edmondson
Explores ways in which service firms can influence the behavior of their customers. Drawing from research on employee motivation and applying it to customer motivation, the note describes two levels of managerial control: instrumental control, which shapes behavior...
View Details
Keywords:
Customers;
Governance Controls;
Consumer Behavior;
Service Operations;
Emotions;
Motivation and Incentives;
Power and Influence;
Service Industry
Frei, Frances X., and Amy C. Edmondson. "Influencing Customer Behavior in Service Operations." Harvard Business School Background Note 606-061, March 2006.
- August 2006
- Article
Investor Sentiment and the Cross Section of Stock Returns
By: Malcolm Baker and Jeffrey Wurgler
We examine how investor sentiment affects the cross-section of stock returns. Theory predicts that a broad wave of sentiment will disproportionately affect stocks whose valuations are highly subjective and are difficult to arbitrage. We test this prediction by...
View Details
Keywords:
Behavioral Finance;
Stocks;
Investment Return;
Forecasting and Prediction;
Motivation and Incentives;
Risk and Uncertainty;
Volatility
Baker, Malcolm, and Jeffrey Wurgler. "Investor Sentiment and the Cross Section of Stock Returns." Journal of Finance 61, no. 4 (August 2006): 1645–1680.
- November 1989
- Teaching Note
H.J. Heinz Co.: The Administration of Policy (A), (B), (C), and (D), Teaching Note
By: Kenneth E. Goodpaster and Thomas R. Piper
Teaching Note for (9-382-034, 035, 036, and 037).
View Details
- 08 Jan 2018
- Research & Ideas
The Startling Percentage of Financial Advisors with Misconduct Records
higher income, where there might be more of an incentive due to higher returns. Only about half of those censured for abuses, however, were fired. And half of those found a job at another firm within the next year. “The career prospects...
View Details
- 14 Sep 2007
- Research & Ideas
How to Profit from Scarcity
Second, VW factories "fully loaded" the New Beetles with options to maximize the unit margin that VW and the dealers extracted on each vehicle. Third, VW incented its dealers to stock up on non-scarce cars such as Golfs and...
View Details
- Profile
LaToya Marc
initiative at her school, a program that used "virtual currency" as an incentive to motivate progress. She was recognized as "Teacher of the Year," and Teach for America recruited her to help them scale impact—a role...
View Details
- Web
Entrepreneurial Sales 102: Building, Managing, and Scaling the First Sales Team as a Founder, Investor, or Advisor - Course Catalog
and incent sales teams. CLASS REQUIREMENTS Preparation and class participation are a requirement. We will cold call students to open each class. Every class is associated with a short assignment, and all students are required to be ready...
View Details
- 02 Jan 2020
- News
Empowering Rural Communities
nor would it be limited by the financial restrictions that govern nonprofit electrical cooperatives. Instead, it would have both the incentive and the flexibility to bring renewable power to communities that would benefit economically...
View Details
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
Like many companies, IBM took big strides to eliminate discrimination by attempting to ignore cultural, racial, and other differences among its vast worldwide workforce. That ended when Lou Gerstner became CEO. Gerstner initiated a diversity task-force initiative that...
View Details
Keywords:
by David A. Thomas
- August 2019
- Case
Bark Gift Shop Ltd.
By: Susanna Gallani, Jan Bouwens and Peter Kroos
This case describes a setting in which the CFO of Bark Gift Shop Ltd., a gift items retailer, discovers an undesired pattern in the performance data suggesting that her shop managers that perform well during the first part of the year, purposely reduce their effort in...
View Details
Keywords:
Data Analytics;
Employees;
Behavior;
Performance;
Management;
Goals and Objectives;
Motivation and Incentives;
Analysis
Gallani, Susanna, Jan Bouwens, and Peter Kroos. "Bark Gift Shop Ltd." Harvard Business School Case 120-008, August 2019.