Publications

September 12, 2017
Article

What's the Right Kind of Bonus to Motivate Your Sales Force?

By: Doug J. Chung and Das Narayandas

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details

Keywords: Compensation and Benefits; Motivation and Incentives; Salesforce Management

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01 Mar 2013
News

Bringing It Back Home

Image by C.J. Burton Since the Strategic Perspectives in Nonprofit Management (SPNM) program was launched at HBS 17 years ago, it has provided nonprofits with something they need but can rarely afford: executive training. SPNM, which is... View Details

Keywords: Constantine von Hoffman; SPNM; Strategic Perspectives in Nonprofit Management; Roadtrip Nation; Management of Companies and Enterprises; Management of Companies and Enterprises

20 Oct 2020
News

Why Work-From-Anywhere Is Here to Stay

06 Dec 2021
News

3-Minute Briefing: Bonnie Kintzer (MBA 1987)

I had worked at a consulting firm where Reader’s Digest was my client, so I got to learn a lot about the business and the people prior to joining the first time. Thankfully, I was not there during either of the company’s two bankruptcies.... View Details

Keywords: Jennifer Gillespie; publishing; digital transformation; change management; leadership; Publishing Industries (except Internet); Information

March 2019
Case

DayTwo: Going to Market with Gut Microbiome

By: Ayelet Israeli and David Lane

DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals. After a first year of trial rollout in... View Details

2021
Book

Better, Simpler Strategy: A Value-Based Guide to Exceptional Performance

By: Felix Oberholzer-Gee

In nearly every business segment and corner of the world economy, the most successful companies dramatically outperform their rivals. What is their secret? In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee shows how these... View Details

Keywords: Strategy; Strategic Planning; Value; Analysis; Competitive Advantage; Performance Effectiveness

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December 1993 (Revised April 2006)
Case

Marriott Corporation (A)

By: Lynn S. Paine and Charles A. Nichols

Marriott Corp.'s chairman and CEO must decide whether to recommend a restructuring of the company to the board of directors. The proposal he is considering would split the Marriott Corp., a premier hotel developer, owner, and manager, into two separate companies by a... View Details

Keywords: Business or Company Management; Restructuring; Governing and Advisory Boards; Decision Making; Ethics; Management Teams; Business and Shareholder Relations; Accommodations Industry

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

"The lesson here," says Narayandas, "is that relationships can succeed, even if they are asymmetrical to begin with, provided that companies manage them for mutual long-term gain." A... View Details

Keywords: by Peter K. Jacobs

Robert S. Huckman

Robert Huckman is the Albert J. Weatherhead III Professor of Business Administration at Harvard Business School, the Howard Cox Faculty Chair of the HBS Healthcare Initiative, and the Unit Head for View Details

Keywords: biotechnology; health care; manufacturing; pharmaceuticals

Dante Roscini

Dante Roscini holds the Professor of Management Practice Chair endowed by the MBA Class of 1952 at Harvard Business School. He joined the faculty in 2008 after a two-decades-long career in finance. He currently teaches the course Business, Government, and the... View Details

13 Aug 2012
News

A Steep Climb Back for Facebook's Stock

Judo Strategy: Turning Your Competitors’ Strength to Your Advantage

Why do some companies succeed in defeating stronger rivals, while others fail? This is a question that, sooner or later, all ambitious competitors must face. Whether you’re a tiny start-up taking on industry giants or a giant moving into markets dominated by... View Details

November 2020 (Revised February 2021)
Case

Integrating Beam Suntory (A)

By: David G. Fubini, Rawi Abdelal and David Lane

The spring 2014 acquisition of U.S. alcoholic spirits maker Beam Inc. by Japan’s Suntory Holdings vaulted Suntory from 15th to third-largest international spirits company in the world. Yet Suntory had borrowed nearly the entire $16 billion purchase price, and relied on... View Details

Keywords: Family Business; Communication; Borrowing and Debt; Globalization; Corporate Governance; Governing and Advisory Boards; Retention; Leadership; Supply Chain; Organizational Structure; Ownership; Relationships; Conflict and Resolution; Integration; Value Creation; Food and Beverage Industry; Japan; United States; Chicago