Publications

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May 1989
Article

Tariffs vs. Quotas with Implicit Collusion

By: J. J. Rotemberg and Garth Saloner

Keywords: Taxation

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25 Jan 2017
Working Paper Summaries

The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment

Keywords: by Doug J. Chung and Das Narayandas

06 Jul 2015
News

Money and Quotas Motivate the Sales Force Best

The Effects of Quota Frequency: Sales Performance and Product Focus

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details

06 Jul 2015
Research & Ideas

Money and Quotas Motivate the Sales Force Best

specifically for the experiment—not actual field research. "Luckily, this company wanted to know about the compensation plan in more detail, so they were willing to experiment, and we took advantage of that," Chung says. The Power Of View Details

Keywords: by Roberta Holland; Retail

Article

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

By: Doug J. Chung and Das Narayandas

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14 Aug 2017
News

Study: More Frequent Sales Quotas Help Volume but Hurt Profits

January 2019 (Revised February 2020)
Case

Roush Performance: How to Design a Sales Force Compensation Plan

By: Doug J. Chung

Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details

Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives

March 2020 (Revised October 2020)
Module Note

Sales Force Compensation

By: Doug J. Chung

The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the... View Details

Keywords: Sales Strategy; Sales Force Management; Sales Compensation; Salary; Commissions; Bonuses; Quota Setting/updating; Quota Frequency; Extrinsic Vs Intrinsic Motivation; Salesforce Management; Compensation and Benefits; Strategy

22 Mar 2017
Research & Ideas

What's the Ideal Frequency for a Sales Quota?

More frequent quotas can motivate underperforming sales reps. StockPhoto Personal selling is a key ingredient in making the American economy go. According to the US Bureau of Labor Statistics, about 10 percent of the labor force in... View Details

Keywords: by Carmen Nobel

July 2020
Background Note

Gender Diversity on Boards: Views from Norway

By: Aiyesha Dey

The issue of gender diversity on boards has received increased attention in U.S markets over the past few years. In 2018, California introduced a law which required boards of U.S-listed firms with headquarters in California to include at least one female director by... View Details

Keywords: Board Of Directors; Board Decisions; Gender; Diversity; Governing and Advisory Boards; Norway; United States

September 2011 (Revised November 2011)
Case

Liberté, Égalité, Sororité: How Should France Achieve Boardroom Parité?

By: Boris Groysberg and Hilary Fischer-Groban

The French government is considering mandating a gender quota for corporate boards. Other countries have approached the question of gender equity in corporate governance in various ways; which model might best work for France? View Details

Keywords: Equality and Inequality; Governing and Advisory Boards; Gender; Corporate Governance; France

22 Mar 2017
News

What's the Ideal Frequency for a Sales Quota?

12 Sep 2017
News

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

March 1990 (Revised June 1991)
Case

IBM Corp.: ""Make It Your Business"" (A)

By: Robert L. Simons

In 1987, IBM changed its strategy in an attempt to become a market-driven company rather than a product-driven company. The case begins with a description of the new strategy and the reasons for the change and then describes the top-down sales planning and quota system... View Details

Keywords: Commercialization; Competitive Advantage; Business Strategy; Goals and Objectives; Strategic Planning; Motivation and Incentives; Sales; Volatility; System; Information Technology Industry

02 Sep 2020
News

The 1920s and H1B visas

28 Aug 2018
First Look

New Research and Ideas, August 28, 2018

important for fundamental firm value and is only revealed following the information-rich dual trading by insiders and linked institutions Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=54904 The Effects of Quota... View Details

Keywords: Dina Gerdeman

April 1992 (Revised February 1993)
Supplement

Otis South Africa (B)

By: Michael Beer

Covers a June 1990 Social Responsibility Conference held by George David to evaluate the progress of his new management team in increasing the pace of nonwhite advancement. The U.S. CEO and the managing director of Otis South Africa disagree over the suitability of... View Details

Keywords: Conflict Management; Race; Corporate Social Responsibility and Impact; Management Teams; South Africa

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October 1996 (Revised December 2022)
Case

Chiquita Brands International (A)

By: Debora L. Spar and Terence Mulligan

When a new banana import policy is implemented in 1993 by the European Union, Chiquita Brands International, the world's largest banana distributor, watches its sales and net income plummet. The policy, Council Regulation (EEC 404/93), uses a new tariff and quota... View Details

Keywords: Plant-Based Agribusiness; Trade; Government and Politics; Policy; Market Design; Fairness; Agriculture and Agribusiness Industry; Latin America; European Union