Publications

Sep 07 2022
Short Film

Program Preview: Leading in the Digital Era

25 Mar 2021
Research & Ideas

Steer Clear of the Blind Spots That Derail Experiments

what resonates with online users. Google and Amazon are among a growing list of companies running tens of thousands of tests per year. A growing number of companies are applying these techniques to marketing, strategy, View Details

Keywords: by Danielle Kost

10 Jun 2021
Blog Post

Managing Sustainable Advantage with Key ESG Cofounders, Anne-Marie Schoonbeek and Heleen van Poecke

customers solutions that help them manage their sustainable advantage. It’s incredibly interesting and exciting and we are learning every day.” Lastly, key to Schoonbeek and... View Details

December 2012 (Revised August 2020)
Case

Rodan + Fields Dermatologists

By: Das Narayandas, Michael Roberts and Liz Kind

The case focuses on issues involved in managing the direct multilevel marketing sales consultants who sell R+F skin care products. The company is trying to better manage the inconsistent and highly variable recruitment behavior of the sales force i.e., the degree to... View Details

Keywords: Marketing; Salesforce Management; Recruitment; Compensation and Benefits; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; California

March 1997 (Revised August 2017)
Case

Compagnie du Froid, S.A.

By: Robert Simons and Antonio Dávila

The owner of an ice cream company must evaluate the performance of three regional businesses. To do the analysis, students must flex the budget by seasonal temperature; calculate revenue, volume, price, and efficiency variances; analyze the effects of transfer prices;... View Details

Keywords: Analysis; Investment Return; Performance Evaluation; Revenue; Budgets and Budgeting; Food and Beverage Industry; Europe; France; Spain; Italy

January 2017
Case

The Six CEOs of Tyco International Ltd.

By: John R. Wells and Gabriel Ellsworth

In September 2016, Johnson Controls, Inc. completed the acquisition of Tyco International PLC, a $9.9 billion business with operating profits of $884 million. The purchase consideration was $14.4 billion. Although the deal was billed as a merger, Ireland-based Tyco... View Details

June 1991 (Revised September 1996)
Case

Human Resource Management at American Airlines

American Airlines' strategy calls for continued growth, improvements in customer service, and cost reduction. This case examines the Human Resource Management system at American Airlines and its role in the airline's past and continued success. May be used with... View Details

Keywords: Air Transportation; Management Systems; Human Resources; Business Strategy; Air Transportation Industry; United States

07 Mar 2022
News

Effective Leaders Share the Spotlight with Their Teams

January 2009
Case

Berkshire Hathaway

By: Bharat N. Anand and Samhita Patwardhan Jayanti

Berkshire Hathaway describes the history and strategy of one of the best known investment firms over the last forty years. The case describes the investment philosophy of Warren Buffett, its legendary chairman and CEO, the gradual diversification of its portfolio, its... View Details

Keywords: History; Private Equity; Diversification; Resource Allocation; Investment Portfolio; Corporate Strategy; Investment; Corporate Governance

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... View Details

04 Sep 2001
Research & Ideas

Is Government Just Stupid? How Bad Decisions Are Made

hold these positions? Do they strike you as wise? Near-Pareto improvements include policy changes that create vast benefits for some and comparatively trivial losses for others. —From "You Can't Enlarge... View Details

Keywords: by Max H. Bazerman, Jonathan Baron & Katherine Shonk

January 2002 (Revised August 2004)
Case

Massachusetts Financial Services

By: Brian J. Hall and Jonathan Lim

This case describes the compensation and performance evaluations at an investment management company. The senior management team of Massachusetts Financial Services (MFS) Investment Management was contemplating an introduction of hedge funds at the firm, but many... View Details

Keywords: Motivation and Incentives; Organizational Culture; Performance Evaluation; Management Teams; Compensation and Benefits; Financial Services Industry; Massachusetts

06 Aug 2018
Research & Ideas

Supersmart Manufacturing Tools are Lowering Prices on TVs, Bulbs, and Solar Panels

polesnoy As technology commoditization begins speeding up again, it’s a great time to be a consumer in search of a state-of-the-art flat panel TVs, but less comfortable for manufacturers hoping to make a profit. That’s according to recent research by Willy Shih, Robert... View Details

Keywords: by Sean Silverthorne; Manufacturing; Electronics

14 May 2019
Research & Ideas

Ethics Bots and Other Ways to Move Your Code of Business Conduct Beyond Puffery

benefits from regulatory and enforcement agencies if something goes amiss. For example, showing that a firm took pains to educate employees on legal regulations can potentially reduce fines by up to 95... View Details

Keywords: by Michael Blanding

October 2004 (Revised October 2005)
Case

ORIX KK: Incentives in Japan

In the context of Japan's struggling economy of the 1990s, ORIX, a leading Japanese financial services company, implemented a new performance evaluation and compensation system. At the time, many higher-paying western firms were entering the Japanese market and... View Details

Keywords: Performance Evaluation; Cross-Cultural and Cross-Border Issues; Compensation and Benefits; Financial Services Industry; Japan

01 Apr 1996
News

Stewards of the Seventh Generation

heat-trapping gases such as carbon dioxide that are released into the atmosphere when coal and petroleum products are burned. That same day, the Wall Street Journal reported that in California and Arizona,... View Details

Keywords: Marguerite Rigoglioso, Garry Emmons, Linda Goodspeed, and Elaine Gottlieb

November 2001 (Revised December 2003)
Case

Incentive Pay for Portfolio Managers at Harvard Management Company

By: Brian J. Hall and Jonathan Lim

This case describes the compensation system for portfolio managers at Harvard's portfolio management company, including its formulaic and bonus bank features. Harvard Management Co. President Jack Meyer explains the philosophy behind the incentive pay at his company. View Details

Keywords: Motivation and Incentives; Investment Portfolio; Compensation and Benefits; Financial Services Industry