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Show Results For
- All HBS Web
(3,876)
- People (13)
- News (635)
- Research (2,697)
- Events (5)
- Multimedia (15)
- Faculty Publications (1,724)
- 01 Jun 2021
- What Do You Think?
Are Employers Ready for a Flood of 'New' Talent Seeking Work?
talent that we know is on the way. A personal experience, however anecdotal it is, may provide food for thought. Last month, a female acquaintance with a long work record, a positive attitude, a high level of motivation, and familiarity with View Details
Keywords: by James Heskett
- August 1996 (Revised October 1996)
- Case
Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson
Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach. View Details
Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.)
- 01 Dec 2008
- News
Business at the Summit
that transcends the confines of “economic self-interest.” Referring to the nation’s financial crisis, Light said, “The times call for serious reflection and deep inquiry.” If timing is everything, then the Centennial Global Business... View Details
- 01 Jun 2018
- News
Ask the Expert: Star Search
Above: photo by Getty/Bloomberg Nobody, says Kate Gulliver (MBA 2009), chooses to work somewhere just because they offer a free lunch. “I think people care far more about being excited about the content of the work they’re doing,” says Gulliver, the View Details
Keywords: Dan Morrell
- 03 Feb 2016
- What Do You Think?
How Do You Hire an 'Impostor'?
sense that (he/she) could have been/done/made more than they did that sounds like a solid hire to me provided their manager is perceptive enough to avoid (him/her) burning out. If the ‘imposter’ however literally can’t ‘see’ how they got... View Details
Keywords: by James Heskett
- October 1996
- Teaching Note
International Sourcing at Intercon TN
By: Roy D. Shapiro and Marie-Therese M. Flaherty
Teaching Note for (9-688-055). View Details
- 22 Mar 2017
- Research & Ideas
What's the Ideal Frequency for a Sales Quota?
spend more than $800 billion annually on those efforts. Sales compensation plans are at the center of all this activity, the primary tool managers use to motivate and incentivize salespeople. Sales reps feed on two forms of compensation:... View Details
Keywords: by Carmen Nobel
- 01 May 2013
- News
Experience of a Lifetime
banker in Miami, Florida. Today, he's the CEO of Hunter Global Investors, a money management firm he founded just two weeks after 9/11. "The HBS experience was transformational for me," Buchan says. "Case... View Details
- 01 Mar 2015
- News
Providing an Environment for Ideas to Grow
that I have.” Neeley’s research focuses on the challenges organizations face when coordinating operations across linguistic and national boundaries. As a doctoral student at Stanford, she participated in a large-scale global teams study... View Details
- 04 Jan 2018
- News
How to Monetize Happiness
- 01 Sep 2011
- News
The City Solution
the greenhouse effect, or global warming, and you’ll likely get an earful. But Mike is a little different. From his vantage point in what’s been called the second-toughest job in America, he really knows about those issues, and he knows... View Details
- March 2019
- Supplement
Gender and Free Speech at Google (B)
By: Nien-hê Hsieh and Sarah Mehta
In November 2018, 20,000 Google employees participated in a walkout to protest the company’s decision to grant a $90 million exit package to a former executive accused of sexual misconduct. The case explores organizers’ demands and asks how the company’s senior leaders... View Details
Keywords: Free Speech; Ethnicity; Gender; Race; Employees; Employee Relationship Management; Recruitment; Labor; Employment; Lawsuits and Litigation; Technology Industry; United States; California
Hsieh, Nien-hê, and Sarah Mehta. "Gender and Free Speech at Google (B)." Harvard Business School Supplement 319-085, March 2019.
- 28 Mar 2016
- Working Paper Summaries
Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?
- August 2017
- Article
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
- October 2009
- Supplement
Negotiating Star Compensation at the USAWBL (A-4): Confidential Instructions for the Boston Sharks Chief Financial Officer
By: Ian Larkin and Nithyasri Sharma
Larkin, Ian, and Nithyasri Sharma. "Negotiating Star Compensation at the USAWBL (A-4): Confidential Instructions for the Boston Sharks Chief Financial Officer." Harvard Business School Supplement 910-019, October 2009.
- October 2006
- Article
Stewards, Agents, and the Founder Discount: Executive Compensation in New Ventures
By: Noam Wasserman
Wasserman, Noam. "Stewards, Agents, and the Founder Discount: Executive Compensation in New Ventures." Academy of Management Journal 49, no. 5 (October 2006): 960–976.
- 25 Aug 2024
- News
Your Next Career Coach Could Be A Chatbot
- April 2019
- Supplement
C3: Driven to Succeed
By: Robert L. Simons
This video series, which is intended to be used with C3: Driven to Succeed (119-004), shows founder and CEO Tom Siebel addressing a class of MBA students. In eight short video clips, he discusses how he selects customers and employees, creates a high-energy culture,... View Details
Keywords: Management Style; Customers; Employees; Selection and Staffing; Organizational Culture; Performance; Success
Simons, Robert L. "C3: Driven to Succeed." Harvard Business School Multimedia/Video Supplement 119-705, April 2019.
- Winter 2024
- Article
Return to Office Decisions: A Culture Question?
By: Yo-Jud Cheng and Boris Groysberg
Company culture is an important source of competitive advantage and differentiation. Even in times of
crisis, leaders must attend to their company’s culture, designing it in alignment with their strategy and
priorities. One of the most consequential decisions
that... View Details
Cheng, Yo-Jud, and Boris Groysberg. "Return to Office Decisions: A Culture Question?" Management and Business Review 4, no. 1 (Winter 2024): 8–15.
- 28 Nov 2012
- What Do You Think?
Should Pay-for-Performance Compensation be Replaced?
compensation from financial performance is not an answer. At issue is the short-term/long-term balance of stockholder interests." Srinivasan suggested that a program should contain both. Phillip Gelman added, "If managers were... View Details
Keywords: by James Heskett