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Show Results For
- All HBS Web
(1,404)
- People (6)
- News (376)
- Research (854)
- Events (4)
- Multimedia (3)
- Faculty Publications (193)
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- Article
How to Really Motivate Salespeople
By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and... View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
- 19 Dec 2022
- News
What Motivates People to Give Generously—and Why We Sometimes Don't
- 2018
- Working Paper
Is Overconfidence a Motivated Bias? Experimental Evidence
By: Jennifer M. Logg, Uriel Haran and Don A. Moore
Are overconfident beliefs driven by the motivation to view oneself positively? We test the relationship between motivation and overconfidence using two distinct, but often conflated, measures: better-than-average (BTA) beliefs and overplacement. Our results suggest... View Details
Keywords: Self-perception; Overconfidence; Motivation; Better-Than-Average Effect; Specifically; Personal Characteristics; Perception; Motivation and Incentives; Cognition and Thinking
Logg, Jennifer M., Uriel Haran, and Don A. Moore. "Is Overconfidence a Motivated Bias? Experimental Evidence." Harvard Business School Working Paper, No. 18-099, April 2018.
- Article
Beyond Emotional Similarity: The Role of Situation-specific Motives
By: Amit Goldenberg, David Garcia, Eran Halperin, Jamil Zaki, Danyang Kong, Golijeh Golarai and James J. Gross
It is well established that people often express emotions that are similar to those of other group members. However, people do not always express emotions that are similar to other group members, and the factors that determine when similarity occurs are not yet clear.... View Details
Keywords: Emotion Contagion; Emotional Influence; Motivation; Group Dynamics; Emotions; Situation or Environment; Motivation and Incentives; Behavior
Goldenberg, Amit, David Garcia, Eran Halperin, Jamil Zaki, Danyang Kong, Golijeh Golarai, and James J. Gross. "Beyond Emotional Similarity: The Role of Situation-specific Motives." Journal of Experimental Psychology: General 149, no. 1 (January 2020): 138–159.
- 31 Dec 2019
- News
How Selfish Motives Drive People To Make Dumb Mistakes
- Research Summary
Learning Motives
In another research stream, Professor Myers probes the underlying reasons that motivate people to learn. He has confirmed a conceptual framework that identifies four distinct learning motives that vary to the extent that they are intrinsic, extrinsic, and self- or... View Details
Keywords: Learning
- 22 Oct 2018
- Sharpening Your Skills
Motivate Me, Please
when goals can go off the rails. Research Paper Is Overconfidence a Motivated Bias? Experimental Evidence People are most at risk of making overly positive self-assessments when their assessment criteria are... View Details
Keywords: by Sean Silverthorne
- 2021
- Article
Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors
By: Jillian J. Jordan, Erez Yoeli and David Rand
COVID-19 prevention behaviors may be seen as self-interested or prosocial. Using American samples from MTurk and Prolific (total n = 6,850), we investigated which framing is more effective—and motivation is stronger—for fostering prevention behavior intentions. We... View Details
Keywords: COVID-19; Prevention; Prosocial Motivation; Health Pandemics; Behavior; Motivation and Incentives
Jordan, Jillian J., Erez Yoeli, and David Rand. "Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors." Art. 20222. Scientific Reports 11 (2021).
- 25 Oct 2017
- News
The Motivations Behind Giving
- January 1996
- Background Note
The Motivation for Creativity in Organizations
People will be most creative when they feel motivated primarily by the interest, enjoyment, satisfaction, and challenge of the work itself--when they are driven by a deep involvement in their work and a passion for it. This note describes the ways in which creativity... View Details
Keywords: Compensation and Benefits; Managerial Roles; Organizations; Creativity; Motivation and Incentives; Satisfaction
Amabile, Teresa M. "The Motivation for Creativity in Organizations." Harvard Business School Background Note 396-240, January 1996.
- 31 Oct 2011
- Research & Ideas
The Most Powerful Workplace Motivator
workplace motivator is our natural tendency to measure our own performance against the performance of others. "Traditionally, [the field of] economics has held a very rational view of people, and there's a gigantic amount of literature... View Details
Keywords: by Carmen Nobel
- Article
Introducing the Sociopolitical Motive x Intergroup Threat Model to Understand How Monoracial Perceivers' Sociopolitical Motives Influence Their Categorization of Multiracial People
By: Arnold K. Ho, Nour Kteily and Jacqueline M. Chen
Ho, Arnold K., Nour Kteily, and Jacqueline M. Chen. "Introducing the Sociopolitical Motive x Intergroup Threat Model to Understand How Monoracial Perceivers' Sociopolitical Motives Influence Their Categorization of Multiracial People." Personality and Social Psychology Review 24, no. 3 (August 2020): 260–286.
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
Austin, explores the motivations behind such partnering.What motivates organizations to collaborate? It is important to understand the motivating forces behind the decisions of... View Details
- 23 Oct 2013
- News
Three Things that Actually Motivate Employees
- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
jobs. The many unknowns of the pandemic mean that people’s overall need for comprehension and control is severely stymied. Organizations that can satisfy this drive for their employees will find them highly motivated in return. View Details
Keywords: by Boris Groysberg and Robin Abrahams
CSML: Leading People
Today’s principals are charged with a wide array of responsibilities – from generating better student outcomes, to recruiting, managing, and retaining high-quality faculty and staff, to cultivating collaboration and collective learning. Leading People provides... View Details
- 24 Apr 2014
- News
Motivation through hard knocks
Ask Creighton Taylor (MBA 2014) what he does as copresident of the HBS African-American Student Union (AASU), and he replies, “Too much!” Laughing, he qualifies: “It’s been great. My favorite part is that I get to give back to the School and View Details
- 2006
- Working Paper
The Limits of Authority: Motivation versus Coordination
This paper studies the effects of open disagreement on motivation and coordination. It shows how, in the presence of differing priors, motivation and coordination impose conflicting demands on the allocation of authority, leading to a trade-off between the... View Details
Keywords: Decisions; Governance Controls; Organizational Culture; Agency Theory; Conflict and Resolution; Motivation and Incentives
Van den Steen, Eric J. "The Limits of Authority: Motivation versus Coordination." Sloan School of Management Working Paper, No. 4626-06, January 2006. (Available at SSRN.)