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- March 23, 2017
- Article
Incentives Don't Help People Change, but Peer Pressure Does
By: Susanna Gallani
This article summarizes the findings of a research study that examined the effectiveness of monetary and non-monetary incentives in establishing persistent organizational behavior modifications. The results of the study highlight the interplay between monetary and... View Details
Gallani, Susanna. "Incentives Don't Help People Change, but Peer Pressure Does." Harvard Business Review Digital Articles (March 23, 2017).
- 27 Sep 2010
- Research & Ideas
Customer Experts Lose Influence When Teams are Pressured
early low-pressure meetings for one consulting team, all members asked the customer-expert—a relatively junior member of the team—for input; in turn, he behaved confidently and often successfully challenged the team leader's ideas. As the View Details
Keywords: by Sarah Jane Gilbert
- 31 Aug 2020
- Research & Ideas
State and Local Governments Peer Into the Pandemic Abyss
employment slowly recovered to pre-recession levels. Now, despite an initial round of federal aid dispersed to cities and states in March, and a considerable bounce-back of consumer spending following the reopening of local economies, fiscal View Details
Keywords: by Kristen Senz
- 2023
- Article
Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control
By: Susanna Gallani
Can managers use monetary incentives to elicit cooperation from workers they cannot reward for their efforts? I study “conduit incentives,” an innovative incentive design, whereby managers influence bonus-ineligible workers’ effort by offering bonus-eligible employees... View Details
Keywords: Organizational Behavior Modification; Peer Monitoring; Persistence Of Performance Improvements; Crowding Out; Implicit Incentives; Compensation; Healthcare; Social Pressure; Image Motivation; Incentives; Motivation; Performance; Behavior; Motivation and Incentives; Compensation and Benefits; Governing Rules, Regulations, and Reforms; Organizational Culture; Health Industry; California
Gallani, Susanna. "Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control." Accounting Review 93, no. 3 (2023): 1–28.
- 24 Oct 2012
- Research & Ideas
Want People to Save More? Send a Text
third control group didn't receive text messages.) Surprisingly, the researchers found that weekly follow-up text messages proved to be about 80 percent as effective as in-person meetings—neither in-person meetings nor peer View Details
Keywords: by Kim Girard
- 31 Jan 2012
- First Look
First Look: Jan. 31
develop and may interact with credibility in complex ways, so that relational contracts may often be difficult to build. Download the paper: http://www.hbs.edu/research/pdf/12-061.pdf Under-Savers Anonymous: Evidence on Self-Help Groups and View Details
Keywords: Sean Silverthorne & Carmen Nobel
- 20 Nov 2018
- First Look
New Research and Ideas, November 20, 2018
that adjustments grow more stringent and accurate in the months leading up to default and better predict lender default recovery rates. Download working paper: https://www.hbs.edu/faculty/Pages/item.aspx?num=52018 Peer Influence on Trade... View Details
Keywords: Dina Gerdeman
- January 2017
- Case
Danaher Corporation, 2007–2017
By: John R. Wells and Gabriel Ellsworth
On July 2, 2016, Danaher Corporation completed the spinoff of Fortive Corporation. The previous day, Danaher’s stock price had reached an all-time high. In 2015, Danaher had decided to split off its test and measurement, fuel and fleet management, and automation... View Details
Keywords: Danaher; Fortive; Larry Culp; Beckman Coulter; Pall; Life Sciences; Diagnostics; Environmental Operations; Water Management; Dental; Testing; Measurement; Fuel; Fleet Management; Automation; Toolmaking; Tools; Disease Management; Continuous Improvement; Toyota Production System; Divestiture; Spinoffs; Spin-off; Networks; Acquisition; Mergers and Acquisitions; Business Conglomerates; Business Divisions; Business Subsidiaries; Business Units; Business Growth and Maturation; Business Model; For-Profit Firms; Joint Ventures; Restructuring; Engineering; Chemicals; Construction; Machinery and Machining; Profit; Revenue; Globalized Firms and Management; Multinational Firms and Management; Health; Health Care and Treatment; Health Disorders; Medical Specialties; Business History; Job Cuts and Outsourcing; Business or Company Management; Growth and Development Strategy; Management Analysis, Tools, and Techniques; Management Practices and Processes; Management Succession; Management Systems; Resource Allocation; Market Entry and Exit; Measurement and Metrics; Logistics; Business Processes; Organizational Change and Adaptation; Public Ownership; Problems and Challenges; Science; Genetics; Natural Environment; Wastes and Waste Processing; Science-Based Business; Opportunities; Strategy; Adaptation; Business Strategy; Competition; Competitive Strategy; Competitive Advantage; Consolidation; Corporate Strategy; Diversification; Expansion; Technology; Software; Technology Networks; Technology Platform; Value; Valuation; Aerospace Industry; Auto Industry; Biotechnology Industry; Chemical Industry; Computer Industry; Construction Industry; Consumer Products Industry; Distribution Industry; Electronics Industry; Food and Beverage Industry; Health Industry; Industrial Products Industry; Information Technology Industry; Manufacturing Industry; Medical Devices and Supplies Industry; Pharmaceutical Industry; Retail Industry; Rubber Industry; Semiconductor Industry; Shipping Industry; Technology Industry; Telecommunications Industry; Utilities Industry; United States; District of Columbia
Wells, John R., and Gabriel Ellsworth. "Danaher Corporation, 2007–2017." Harvard Business School Case 717-464, January 2017.
- 05 Mar 2008
- Working Paper Summaries
Board of Directors’ Responsiveness to Shareholders: Evidence from Shareholder Proposals
- 21 Nov 2012
- Research & Ideas
What Health Care Managers Need to Know--and How to Teach Them
digital platform, and the increased fiscal pressures created by the worldwide economic crisis. Unfortunately, the educational programs for future health care leaders fail to provide many of the needed skills, according to a survey of CEOs... View Details
- Article
Turnkey or Tailored? Relational Pluralism, Institutional Complexity, and the Organizational Adoption of More or Less Customized Practices
By: Ryan Raffaelli and Mary Ann Glynn
We examine how the organizational adoption of new practices is influenced by relational pluralism, i.e., an organization's multiple ties to actors inside and outside its industry. We theorize that institutional mechanisms of practice diffusion underlying relational... View Details
Keywords: Networks; Corporate Social Responsibility and Impact; Business Processes; Adoption; Customization and Personalization
Raffaelli, Ryan, and Mary Ann Glynn. "Turnkey or Tailored? Relational Pluralism, Institutional Complexity, and the Organizational Adoption of More or Less Customized Practices." Academy of Management Journal 57, no. 2 (April 2014): 541–562.
- Article
Diversity Thresholds: How Social Norms, Visibility, and Scrutiny Relate to Group Composition
By: Edward H. Chang, Katherine L. Milkman, Dolly Chugh and Modupe Akinola
Across a field study and four experiments, we examine how social norms and scrutiny affect decisions about adding members of underrepresented populations (e.g., women, racial minorities) to groups. When groups are scrutinized, we theorize that decision makers strive to... View Details
Keywords: Social Norms; Impression Management; Groups and Teams; Governing and Advisory Boards; Diversity; Gender; Decision Making
Chang, Edward H., Katherine L. Milkman, Dolly Chugh, and Modupe Akinola. "Diversity Thresholds: How Social Norms, Visibility, and Scrutiny Relate to Group Composition." Academy of Management Journal 62, no. 1 (February 2019): 144–171.
- June 2016
- Teaching Note
HubSpot: Lower Churn through Greater CHI
By: Jill Avery, Asis Martinez Jerez and Thomas Steenburgh
HubSpot, a web marketing startup selling inbound marketing software to small- and medium-sized businesses, is under pressure from its venture capital partners to rapidly acquire new customers and to maintain a low level of customer churn. The B2B SaaS company is in the... View Details
- 05 May 2009
- First Look
First Look: May 5, 2009
http://www.hbs.edu/research/pdf/09-127.pdf Feeling the Heat: The Effects of Performance Pressure on Teams' Knowledge Use and Performance Author:Heidi K. Gardner Abstract Why do some teams fail to use their members' knowledge effectively,... View Details
Keywords: Martha Lagace
- 09 Jun 2009
- First Look
First Look: June 9
rationales for forming the relationship) are endogenous to the matching process, while others (those that are incidental to the formation of the relationship) may be conditionally exogenous, thus enabling causal estimation of peer... View Details
Keywords: Martha Lagace
- 31 Aug 2009
- Research & Ideas
Why Competition May Not Improve Credit Rating Agencies
model has the obvious risk of generating pressure to be friendly toward issuers, especially issuers that generate a lot of ratings business (e.g., they have a lot of outstanding debt and issue many bonds). Historically, raters tended to... View Details
- 03 Mar 2023
- Research & Ideas
When Showing Know-How Backfires for Women Managers
Sometimes, trying to prove yourself in one task takes away time from doing other important tasks. “Women experience the fear that people are going to think they’re not good at, competent in, or capable in their roles.” Especially women who believe that their authority... View Details
- 09 May 2012
- Research & Ideas
Clayton Christensen’s “How Will You Measure Your Life?”
investors were starting to get nervous—there was clearly something to what Netflix was doing. Many pressured the incumbent to look more closely at the market. "Obviously, we pay attention to any way people are getting home... View Details
- 05 Mar 2019
- First Look
New Research and Ideas, March 5, 2019
overcome them. In doing so, I suggest that we consider these challenges in terms of internal and external pressures related to both identity and resources. Building on existing research, I then identify four pillars that seem to play a... View Details
Keywords: Dina Gerdeman
- 07 Jul 2003
- Research & Ideas
4+2 = Sustained Business Success
business performance. What does matter, it turns out, is having a strong grasp of the business basics. Without exception, companies that outperformed their industry peers excelled at what we call the four primary management... View Details