Incentive Pay - Publications - Faculty & Research

13 Mar 2023
Research & Ideas

The Power of Personal Connections: How Shared Experiences Boost Performance

Professor of Medicine at Harvard Medical School. So, what does the connection between patient outcomes and physician relationships mean for business? It shows how personal connections and trust can improve performance, more so than View Details

Keywords: by Rachel Layne; Health

03 Jan 2017
First Look

January 3, 2017

research and technological innovation, this approach is misguided and potentially risky. This article argues that researchers need to pay close attention to issues such as biases in data collection and spurious correlation. Publisher's... View Details

Keywords: Carmen Nobel

09 Nov 2022
In Practice

COP27: What Can Business Leaders Do to Fight Climate Change Now?

The US government’s newly passed Inflation Reduction Act will direct $370 billion toward advancing renewal energy and reducing greenhouse gas emissions—the country's largest investment in fighting climate change so far. As business and government leaders around the... View Details

Keywords: by Lynn Schenk and Danielle Kost

30 Jul 2018
Research & Ideas

Why Ethical People Become Unethical Negotiators

believe that surgery is the proper course of action, but her perception is biased: She has an incentive and makes money off the decision to operate. Another surgeon might just as easily come to the conclusion that if it’s not bothering... View Details

Keywords: by Dina Gerdeman

16 Jun 2020
Research & Ideas

Your Customers Have Changed. Here's How to Engage Them Again.

delivery and pickup options and provide incentives to customers to reward them using these options. Dunkin’ provides extra loyalty points to customers who pre-order on mobile apps. HBO made numerous shows available for free on its app to... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service

18 Nov 2015
Research & Ideas

Who Really Determines CEO Salary Packages?

States, she realized some disconnect between economic theory and economic reality. In spite of the unique goals of each firm, compensation packages often looked very similar from one firm to the next—both in terms of the distribution of fixed View Details

Keywords: by Carmen Nobel; Consulting

18 Dec 2012
First Look

First Look: December 18

of Research in Marketing 29 (2012) Abstract We examine the underlying process behind the IKEA effect, which is defined as consumers' willingness to pay more for self-created products than for identical products made by others, and explore... View Details

Keywords: Carmen Nobel

22 Nov 2016
First Look

November 22, 2016

firms subject to monitoring, have incentives to downplay problems they observe in order to satisfy and retain their clients. This paper discusses the most important factors that our research and the research of many others has shown can... View Details

Keywords: Sean Silverthorne

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

relationships are moving to performance-based pricing—they are paid based on achieving certain client advertising and/or marketing goals. The contractor who rebuilt the 1995 earthquake-damaged freeway in Los Angeles received enormous performance View Details

Keywords: by Benson Shapiro; Manufacturing

15 Jul 2019
Book

Many Executives Are Afraid of Finance. Here's How They Can Gain Confidence

trying to solve who gets capital in a world where you don’t know who the good managers are and who the bad managers are. Most of what you observe of finance in the world is a manifestation or a reaction to the central problem of creating View Details

Keywords: by Dina Gerdeman

05 Aug 2015
Research & Ideas

How Hormones Foretell Whether People Will Cheat

every problem they solved correctly. The participants graded their own papers and reported their own performance, meaning they had both an opportunity and an incentive to cheat. Unbeknownst to the participants, the researchers were able... View Details

Keywords: by Carmen Nobel

11 May 2016
Research & Ideas

Fix This! Why is it so Painful to Buy a New Car?

incentive to add more transparency on things like invoice markups and service costs? Myriad consumer websites help car buyers overcome that asymmetry with information on what dealers pay for cars, vehicle... View Details

Keywords: by Sean Silverthorne; Auto

07 May 2014
What Do You Think?

How Should Wealth Be Redistributed?

diagnoses. Others advocated tax and non-tax solutions. The case against hasty change was made by Dave: "Market based capitalism is the greatest driving force of prosperity in the world today, but if we forget this and marginalize it through income redistribution,... View Details

Keywords: by James Heskett

07 May 2020
Research & Ideas

The One Good Thing Caused by COVID-19: Innovation

pandemic. An increase in risk perception makes consumers more willing to pay for safety features, which, in turn, provides producers greater incentives to develop and commercialize technologies that address... View Details

Keywords: by Hong Luo and Alberto Galasso

06 Jun 2007
Research & Ideas

Behavioral Finance—Benefiting from Irrational Investors

and the title of a second-year course he teaches at HBS. "At the foundation of finance is the idea that investors and managers act rationally, so that capital market prices reflect fundamentals and managers respond to incentives in... View Details

Keywords: by Julia Hanna

10 Apr 2014
Research & Ideas

John Kotter’s Plan to Accelerate Your Business

structure driven by the accelerators." Two Is Better A dual operating system is a nod to what Kotter believes is some of the most interesting management thinking of the past few decades, from Michael Porter's "wakeup call telling us that organizations need to View Details

Keywords: by Kim Girard

16 Feb 2010
Research & Ideas

The Outside-In Approach to Customer Service

pay insufficient attention to encouraging employees to cooperate. And when they do consider cooperation, they rely too heavily on incentives alone as the panacea. Those who get it right recognize that... View Details

Keywords: by Sarah Jane Gilbert; Consumer Products

04 Jun 2012
Research & Ideas

The Business of Life

a successful family as it is in building a successful business. He disagrees strongly with the widely-cited concept known as agency theory, which essentially posits that people work in accordance to how you pay them, and that external... View Details