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- All HBS Web
(682)
- News (127)
- Research (468)
- Events (1)
- Multimedia (1)
- Faculty Publications (167)
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- 22 Oct 2013
- First Look
First Look: October 22
incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e., non-employee) View Details
Keywords: Sean Silverthorne
- 01 Dec 2015
- First Look
December 1, 2015
vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales View Details
Keywords: Sean Silverthorne
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
aligned with the effort, and a strong and well-articulated business case for action. IBM's diversity task forces benefited from all four. Demonstrate Leadership Support It's become a cliché to say that leadership matters, but the issue... View Details
Keywords: by David A. Thomas
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with sales View Details
Keywords: Re: Multiple Faculty
- 11 Oct 2004
- Research & Ideas
Four Ways to Create Lasting Change
DNA." Roberto and Levesque joined forces for the following e-mail interview with HBS Working Knowledge. Martha Lagace: As you write in your working paper, conventional management wisdom says the first step in a change initiative is... View Details
Keywords: by Martha Lagace
- 22 Oct 2018
- Sharpening Your Skills
Motivate Me, Please
governments to get citizens to do the right thing. Hiding From Managers Can Increase Your Productivity Forget management by walking around. Decreasing workplace transparency can increase worker productivity. Money and Quotas Motivate the View Details
Keywords: by Sean Silverthorne
- 28 May 2008
- First Look
First Look: May 28, 2008
confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details
Keywords: Martha Lagace
- 01 Mar 2011
- First Look
First Look: March 1
mind-set and will be expected to offer your CEO deep insights on key business decisions. This article explores those developments in more detail and explains other findings about the latest requirements in each of seven C-level jobs: CIO, chief marketing and View Details
Keywords: Sean Silverthorne
- 18 Apr 2007
- HBS Case
How Magazine Luiza Courts the Poor
an amazing influence on customer behavior. Launched in 1957 with a single department store, Magazine Luiza operated as a family-run business until 1991, when the niece of one of the founders, Luiza Helena Trajano Rodrigues, assumed the role of CEO. Described by Frei as... View Details
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
moment of truth, and success breeds attention and willingness to implement. Ben Shapiro: Then look at incentives. Pricing to reflect value-adding performance while paying the sales force for volume rarely... View Details
- 20 Dec 2016
- Research & Ideas
The 10 Most Popular 'Cold Call' Podcasts
Madam C.J. Walker helped invent what have become staples of our modern country and economy: national sales forces, corporate social responsibility, and, yes, even basic haircare. Orphaned at age 8, married at 14, and widowed at 20 with a... View Details
Keywords: Re: Multiple Faculty
- 01 Jul 2014
- First Look
First Look: July 1
force. Students must analyze the factors contributing to turnover as well as the role of the field sales force in Clef's profitable business strategy. Among other things, the Clef case illustrates that... View Details
Keywords: Carmen Nobel
- 13 Apr 2020
- Research & Ideas
Small Businesses Are Worse Off Than We Thought
If the COVID-19 crisis lasts four months, 65 percent of small retailers say there’s a good chance they’ll be forced to close permanently by the end of the year. Among restaurants and bars, 70 percent expect to go out of business if... View Details
- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
risk because I was still a student," he says. Initially, EyeView's model was devoted to helping businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in... View Details
- 12 Oct 1999
- Research & Ideas
A Perfect Fit: Aligning Organization & Strategy
begin with, the top team must first agree on a "statement of strategic and organizational direction" — an outline of what the company must do as a whole in order to gain competitive advantage. They then appoint an employee task View Details
Keywords: by Judith A. Ross
- 26 May 2003
- Research & Ideas
What Your Competition is Telling You
Competition keeps you hungry. It forces you to continually find new and more cost-effective solutions to business problems. Although there's nothing new in this insight, recent research suggests some often-overlooked ways in which... View Details
Keywords: by David Stauffer
- 17 Apr 2007
- First Look
First Look: April 17, 2007
of collective action. While the available evidence is generally consistent with these theories, there is a dearth of quality evidence. Moreover, a large part of the variation in access to public goods seems to have nothing to do with the "bottom-up" View Details
Keywords: Martha Lagace
- 28 May 2013
- Research & Ideas
Can LEGO Snap Together a Future in Asia?
percent of all LEGO sales in 2011. "LEGO is a huge success story in Western Europe and America," Mikes says. "The question is will they be able to repeat this success story in Asia?" The company is a fascinating... View Details
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
argue that inertial forces generally constrict how TMTs perceive innovations but that frame flexibility can overcome these constraints, increasing the likelihood of adoption and broadening the organization's innovation practices. We... View Details
Keywords: Dina Gerdeman
- 21 Mar 2011
- Research & Ideas
Are We Thinking Too Little, or Too Much?
The most captivating item in Michael Norton's office is a Star Wars The Force Trainer, a toy that allows would-be Jedi warriors to levitate a Ping-Pong ball within a tube using only the power of focused thinking. Norton, a marketing... View Details
Keywords: by Carmen Nobel