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  • 14 Apr 2003
  • Research & Ideas

Pay-for-Performance Doesn’t Always Pay Off

their ability to reach if not surpass the goals, start banking on the extra money. In practice, however, the process of connecting pay to performance may be far trickier that it at first appears, according to HBS professor Michael Beer. As he discovered when he... View Details
Keywords: by Martha Lagace
  • July 1999
  • Case

Restructuring General Motors North America (A): Pay-for-Performance

By: Malcolm S. Salter
Presents the new pay-for-performance scheme adopted by General Motors (GM) in its 1999 reorganization of its sales and marketing organization. Once in operation, many administrative problems developed requiring a reconsideration of the scheme's basic architecture. View Details
Keywords: Restructuring; Compensation and Benefits; Marketing; Organizational Change and Adaptation; Problems and Challenges; Sales; Auto Industry; North America
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  • 28 Nov 2012
  • What Do You Think?

Should Pay-for-Performance Compensation be Replaced?

agrees, of course. Comparing the simplicity of (especially short-term) responses to the complexity of the pay-for-performance challenge, Ravindra Edirisoorlya went so far as to say that "Current P4P model(s) may lead to another... View Details
Keywords: by James Heskett
  • 02 Jan 2013
  • News

Should Pay-for-Performance Compensation be Replaced?

  • March 2019
  • Article

Evidence of Upcoding in Pay-for-Performance Programs

By: Hamsa Bastani, Joel Goh and Mohsen Bayati
Recent Medicare legislation seeks to improve patient care quality by financially penalizing providers for hospital-acquired infections (HAIs). However, Medicare cannot directly monitor HAI rates and instead relies on providers accurately self-reporting HAIs in claims... View Details
Keywords: Medical Coding; Health Policy; Healthcare-acquired Conditions; Medicare; Health Care and Treatment; Policy; Performance Improvement; Quality; Measurement and Metrics; Government Legislation
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  • spring 2004
  • Article

Promise and Peril in Implementing Pay-for-Performance

By: Michael Beer and Mark D. Cannon
Keywords: Compensation and Benefits; Performance
Related
  • 2014
  • Working Paper

Pay Harmony: Peer Comparison and Executive Compensation

By: Claudine Gartenberg and Julie Wulf
This study suggests that peer comparison affects both wage setting and productivity within firms. We report three changes in division manager compensation following a 1991–1992 controversy over executive pay. We argue that this controversy increased wage comparisons... View Details
Keywords: Pay-for-Performance; Internal Labor Markets; Peer Comparison; Firm Geography; Behavior; Executive Compensation; Policy
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  • 2020
  • Working Paper

Incentive Power and Knowledge Sharing Among Employees: Evidence from the Field

By: Wei Cai, Susanna Gallani and Jee-Eun Shin
There is consensus, both in the literature and in practice, about knowledge sharing within organizations being a key determinant of success. However, organizations struggle to sustain employees’ engagement in knowledge sharing. One challenge lies in the fact that,... View Details
Keywords: Organizational Knowledge Sharing; Employee Driven Innovation; Innovation Appropriability; Contract Design; High-powered Incentives; Low-powered Incentives; Incentives; Pay-for-Performance; Rank-and-file; Employees; Knowledge Sharing; Innovation and Invention; Motivation and Incentives; Creativity; Performance
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  • 2011
  • Article

Incentive Compensation and the Likelihood of Termination: Theory and Evidence from Real Estate Organizations

By: Christopher Parsons, G. Hallman and J. Hartzell
We analyze two managerial compensation incentive devices: the threat of termination and pay for performance. We first develop a simple model predicting that these devices are substitutes: when termination incentives are low, optimal contracts provide stronger... View Details
Keywords: Motivation and Incentives; Resignation and Termination; Compensation and Benefits; Real Estate Industry
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  • 2010
  • Article

Hospital Performance, the Local Economy, and the Local Workforce: Findings from a U.S. National Longitudinal Study

Background: Pay-for-performance is an increasingly popular approach to improving health care quality, and the US government will soon implement pay-for-performance in hospitals nationwide. Yet hospital capacity to perform (and improve performance) likely depends on... View Details
Keywords: Health Care and Treatment; Performance; Health Industry; United States
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  • 11 Feb 2008 - 12 Feb 2008
  • Keynote Speech

Forces Affecting the Competitive Landscape in Health Care

Conference composed of 300 mid-level, senior health care executives focused on strategies to improve care, increase care margins, and grow clinical volumes in orthopedic service delivery. Presentation focused on major forces affecting care delivery: 1) quality and cost... View Details
Keywords: Competition; Health Care and Treatment; Health Industry
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  • 16 Nov 2012
  • Working Paper Summaries

Governing Misvalued Firms

Keywords: by Dalida Kadyrzhanova & Matthew Rhodes-Kropf
  • 28 Dec 2010
  • Working Paper Summaries

The Psychological Costs of Pay-for-Performance: Implications for Strategic Compensation

Keywords: by Ian Larkin, Lamar Pierce & Francesca Gino
  • Research Summary

Board Independence and the Design of Executive Compensation

In this project, I analyze the compensation decisions of boards of directors. Compensation decisions not only serve to motivate executives, but also affect a board's reputation for independence. Although greater managerial influence over the board has the obvious... View Details
  • December 2009 (Revised May 2012)
  • Case

Koo Foundation Sun Yat-Sen Cancer Center: Breast Cancer Care in Taiwan

By: Michael E. Porter, Jennifer F Baron and C. Jason Wang
Taiwan's Koo Foundation Sun Yat-Sen Cancer Center has developed an integrated, team-based care delivery model for breast cancer care that is being expanded to other cancer types in 2009. A decade earlier, President and CEO Dr. Andrew Huang and the Center had worked... View Details
Keywords: Health Care and Treatment; Medical Specialties; Service Delivery; Outcome or Result; Performance Effectiveness; Quality; Integration; Health Industry; Insurance Industry; Taiwan
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  • 12 Jan 2013
  • News

In Defense Of the CEO...

  • 08 May 2018
  • First Look

First Look at New Research and Ideas, May 8, 2018

forthcoming Management Science Evidence of Upcoding in Pay-for-Performance Programs By: Bastani, Hamsa, Joel Goh, and Mohsen Bayati Abstract—Recent Medicare legislation seeks to improve patient care quality by financially penalizing... View Details
Keywords: Sean Silverthorne
  • October 2023 (Revised February 2024)
  • Case

Loris

By: Shunyuan Zhang, Das Narayandas, Stacy Straaberg and David Lane
In December 2022, Loris’s executive team considered their go-to-market strategy. Loris was an artificial intelligence (AI) software startup for the customer service industry with two products on the market: 1) Agent Assist which provided customer service agents (CSAs)... View Details
Keywords: Decisions; Growth and Development Strategy; Product Launch; Product Positioning; Business Strategy; Competitive Strategy; Business Startups; AI and Machine Learning; Applications and Software; Marketing Strategy; Sales; Technology Industry; United States
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  • 05 Aug 2009
  • Working Paper Summaries

Authority versus Persuasion

Keywords: by Eric J. Van den Steen
  • 2006
  • Working Paper

Too Motivated?

By: Eric J. Van den Steen

I show that an agent's motivation to do well (objectively) may be unambiguously bad in a world with differing priors, i.e., when people openly disagree on the optimal course of action. The reason is that an agent who is strongly motivated is more likely to follow... View Details

Keywords: Governance Controls; Employees; Wages; Measurement and Metrics; Outcome or Result; Performance; Agency Theory; Motivation and Incentives
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