Publications

SSRN

November 2021
Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park

This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details

Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis

27 Apr 2016
Research & Ideas

How the FBI Reinvented Itself After 9/11

including Rivkin, who had spent their academic careers studying organizational design and organizational identity. A comprehensive study of the FBI’s transformation resulted in the paper "Does 'What We Do'... View Details

Keywords: by Carmen Nobel

Teaching Interest

MBA Elective Curriculum Personal Selling and Sales Force Management

Personal selling is the primary (and sometimes the only) form of marketing activity for many firms, especially in a business-to-business context. The course focuses on the tactical component of managing a salesforce and on the strategic element of linking sales... View Details

27 Jun 2016
Research & Ideas

These Management Practices, Like Certain Technologies, Boost Company Performance

fielded inquiries from companies all over the world eager to improve their management practices. “It’s validating when you get calls and emails from people in many different countries who want to survey their firms,” she says. Sadun hopes... View Details

Keywords: by Michael Blanding

May 2018
Article

Advice Giving: A Subtle Pathway to Power

By: M. Schaerer, L.P. Tost, L. Huang, F. Gino and R. P. Larrick

We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show a) that advice giving is an interpersonal behavior that enhances individuals’ sense of power and b) that those who... View Details

Keywords: Interpersonal Communication; Behavior; Power and Influence

September 2021
Article

Joint Problem-solving Orientation in Fluid Cross-boundary Teams

By: Michaela J. Kerrissey, Anna T. Mayo and Amy C. Edmondson

Using interviews, a national field survey, and an online laboratory study, we have examined teamwork in fluid cross-boundary teams. Across three studies, we qualitatively discovered and quantitatively explored "joint problem-solving orientation" as a new team factor.... View Details

Keywords: Problem Solving; Cross-boundary Teams; Groups and Teams; Problems and Challenges; Performance

15 Mar 2007
Working Paper Summaries

Initiating Divergent Organizational Change: The Enabling Role of Actors’ Social Position

Keywords: by Julie Battilana

Article

Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors

By: J.J. Zlatev and Rogers, T.

Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote compliance with requests to perform virtuous behaviors, we study “returnable reciprocity.” Whereas traditional reciprocity involves... View Details

Keywords: Nudges; Reciprocity; Want-should Conflicts; Wellness; Health; Behavior; Change; Well-being

Research Summary

Overview

By: Alison Wood Brooks

Professor Brooks studies the psychology of conversation and emotion—topics at the intersection of how people think, feel, and interact. From pitching ideas to seeking advice, from asking questions to giving compliments, from talking about (or hiding) our feelings and... View Details

Keywords: Anxiety; Emotion; Emotion Regulation; Reappraisal; Negotiation; Trust; Performance

2014
Chapter

The Language of Global Management

By: Tsedal Neeley

Over the last two decades, organizations seeking global expansion have been mandating an English lingua franca, or common language to facilitate global collaboration regardless of the country location of their headquarters. This article explains why stipulating a... View Details

Keywords: Language; Lingua Franca; Networks; Governance; Information Technology; Management; Ethics; Emerging Markets; Innovation and Invention

Purchase

December 2017
Article

Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

By: Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk

Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking,... View Details

Keywords: Identity; Interpersonal Communication; Sales; Performance

13 Jul 2011
Research & Ideas

Experimental Researcher Helps Improve Health Care in Zambia

get people to use them." In one study exploring the country's high birth rates, 1,031 women were randomly chosen to receive a voucher guaranteeing free and immediate access to a range of modern contraceptives through a private... View Details

Keywords: by Roger Thompson; Health

2021
Article

How Top Managers Use the Entrepreneurial Gap to Drive Strategic Change

By: Robert L. Simons and Antonio Davila

Prior research provides strong evidence for the association between business strategy and the design and use of management control systems. We complement this research by examining the role of management control systems in situations of strategic change. We report the... View Details

Keywords: Management Control Systems; Accountability; Strategic Change; Organization Change And Adaptation; Organizational Performance; Management Systems; Organizational Structure; Corporate Accountability; Organizational Change and Adaptation; Performance

2014
Book

Business History

By: Walter A. Friedman and Geoffrey Jones

This volume contains a selection of 42 foundational articles on the discipline of business history written between 1934 and the present day by scholars based in the United States, Europe, Asia, and Latin America. A wide-ranging editorial introduction describes the... View Details

Keywords: Economic History; Business History; History

Purchase

Research Summary

Microfinance

"Tying Odysseus to the Mast: Evidence from a Commitment Savings Product in the Philippines." (with Dean Karlan and Wesley Yin) Quarterly Journal of Economics 121, no. 2, 2006.
View Details

Article

Making a Difference: Developing Actionable Knowledge for Practice and Theory

By: Michael Beer

There is a widely acknowledged gap between academic research and practice. While the field of organizational studies and development has had an impact on management practice in some organizations, it has had only a modest impact on widely accepted management practice... View Details

Keywords: Actionable Knowledge; Actionable Practice; Normal Science; Scholar-consultant; Management Practices and Processes; Theory; Innovation Leadership; Organizations; Performance Effectiveness

December 2019
Article

It Helps to Ask: The Cumulative Benefits of Asking Follow-up Questions

By: Michael Yeomans, Alison Wood Brooks, Karen Huang, Julia A. Minson and Francesca Gino

In a recent article published in Journal of Personality and Social Psychology (JPSP; Huang, Yeomans, Brooks, Minson, & Gino, 2017), we reported the results of 2 experiments involving “getting acquainted” conversations among strangers and an observational field... View Details

Keywords: Question-asking; Conversation; Communication; Relationships; Interpersonal Communication

June 2008
Article

The Multiunit Enterprise

By: David A. Garvin and Lynne C. Levesque

A multiunit enterprise is a geographically dispersed organization built from standard units (stores, restaurants, or branches) that are aggregated into larger geographic groupings (districts, regions, and divisions). Although this organizational structure has become... View Details

Keywords: Globalized Firms and Management; Organizational Structure; Global Range; Research; Business Ventures; Problems and Challenges; Business or Company Management; Business Headquarters; Organizational Design; Talent and Talent Management; Goals and Objectives