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  • All HBS Web  (7,711)
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  • All HBS Web  (7,711)
    • People  (26)
    • News  (1,761)
    • Research  (4,938)
    • Events  (22)
    • Multimedia  (60)
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  • Article

The Impact of Forward-Looking Metrics on Employee Decision-Making: The Case of Customer Lifetime Value

By: Pablo Casas-Arce, Asis Martinez Jerez and V.G. Narayanan
This paper analyzes the effects of forward-looking metrics on employee decision-making. We use data from a bank that started providing branch managers with the customer lifetime value (CLV)—an estimate of the future value of the customer relationship—of mortgage... View Details
Keywords: Customer Lifetime Value; Forward-looking Metrics; Employees; Decision Making; Information; Customer Value and Value Chain; Banks and Banking; Mortgages; Outcome or Result
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Casas-Arce, Pablo, Asis Martinez Jerez, and V.G. Narayanan. "The Impact of Forward-Looking Metrics on Employee Decision-Making: The Case of Customer Lifetime Value." Accounting Review 92, no. 3 (May 2017): 31–56.
  • Program

OPM Renew

Summary Whether you attended the Owner/President Management (OPM) program at Harvard Business School last year or many years ago, the excitement of learning and growing at HBS—and collaborating and networking with other entrepreneurial... View Details

    Dafna Bearson

    Dafna Bearson is a doctoral candidate in the Strategy Unit at Harvard Business School. Her research interests lie at the intersection of strategy and innovation. Specifically, her research focuses on intellectual property commercialization strategy in startups... View Details

    Keywords: biotechnology; pharmaceuticals; high technology
    • 05 Jan 2009
    • Research & Ideas

    Most Popular Articles and Working Papers 2008

    scrutiny. Time to manage your own professional image before others do it for you. An interview with professor Laura Morgan Roberts. 2. The Seven Things That Surprise New CEOs In the newly released book On Competition, professor Michael E.... View Details
    Keywords: by Staff
    • 29 Nov 2021
    • News

    How Bonuses Get Employees to Choose Work Over Family

    • February 2004 (Revised March 2004)
    • Case

    Ockham Technologies: Living on the Razor's Edge

    By: Noam T. Wasserman
    Describes the issues facing a founder-CEO regarding building a board of directors, assembling an executive team, managing tension between co-founders, and outsourcing system development work. View Details
    Keywords: Information Technology; Job Cuts and Outsourcing; Conflict Management; Governing and Advisory Boards; Employees; Management Teams; Product Development; Technology Industry
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    Wasserman, Noam T. "Ockham Technologies: Living on the Razor's Edge." Harvard Business School Case 804-129, February 2004. (Revised March 2004.)
    • November–December 2024
    • Article

    Scaling Up Transformational Innovations

    By: Peter Koen, Ananya Sheth, Mike DiPaola and Linda A. Hill
    For large companies operating in mature sectors—such as Procter & Gamble in consumer goods, Apple in consumer electronics, and Adobe in cloud software—driving growth is a perennial challenge. Growth through acquisition is always an option, but companies often quickly... View Details
    Keywords: Growth and Development Strategy; Leadership; Innovation Strategy; Consumer Products Industry
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    Koen, Peter, Ananya Sheth, Mike DiPaola, and Linda A. Hill. "Scaling Up Transformational Innovations." Harvard Business Review 102, no. 6 (November–December 2024): 78–85.
    • January–February 2023
    • Article

    Rethink Your Employee Value Proposition: Offer Your People More Than Just Flexibility

    By: Mark Mortensen and Amy C. Edmondson
    A lot of leaders believe that the formula for attracting and keeping talent is simple: Just ask people what they want and give it to them. The problem is, that approach tends to address only the material aspects of jobs that are top of employees’ minds at the moment,... View Details
    Keywords: Compensation and Benefits; Retention; Recruitment; Mission and Purpose; Organizational Culture; Satisfaction
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    Mortensen, Mark, and Amy C. Edmondson. "Rethink Your Employee Value Proposition: Offer Your People More Than Just Flexibility." Harvard Business Review 101, no. 1 (January–February 2023): 45–49.
    • 01 May 2009
    • What Do You Think?

    Do Innovation and Entrepreneurship Have to Be Incompatible with Organization Size?

    managers to "'personally' drive innovation and competitive advantage." Gerald Nanninga placed the blame on "infestation" (parasites that successful organizations attract) and "cannibalization" (fear of... View Details
    Keywords: by Jim Heskett
    • January 1998 (Revised September 2000)
    • Case

    Neiman Marcus (A)

    By: V. Kasturi Rangan and Marie Bell
    The management of Neiman Marcus, a highly successful luxury goods retailer, is considering ways to grow the business and continue to return in excess of 15% on capital. Among the options on the table is a jewelry store concept called The Galleries. View Details
    Keywords: Business Growth and Maturation; Investment; Investment Return; Operations; Luxury; Retail Industry
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    Rangan, V. Kasturi, and Marie Bell. "Neiman Marcus (A)." Harvard Business School Case 599-098, January 1998. (Revised September 2000.)
    • 15 Oct 2001
    • Research & Ideas

    Rethinking E-Leadership

    conjuring up. 3. Emphasize coaching and mentoring over managing the details. Talent is the most important strategic resource for future success, suggests Hargrove. You can't win the talent wars without... View Details
    Keywords: by Melissa Raffoni
    • 16 Feb 2022
    • News

    How Job Applicants Try to Hack Résumé-Reading Software

    • Web

    Confronting Climate Change - Business & Environment

    scientists over 50 years ago — business is vital. Managers have a key role to play in confronting climate change in the market sectors in which they operate and in the political and civic circles in which they hold influence. Policy... View Details
    • 01 Dec 2023
    • News

    Thinking Ahead

    As we wind down 2023, there’s talk everywhere of generative AI and how it will fundamentally alter the world as we know it; but how does that translate for your corner of the business world? Is TikTok something you need to take seriously? (Is it time to dance?) We... View Details
    Keywords: Julia Hanna; Illustrations by Chris Gash; News, Library, Internet, and Other Services; Information
    • 16 Oct 2017
    • Research & Ideas

    The Most Successful Startups Have Hands-On Founders

    Source: iPhoto Startup founders with a hands-on management style are more likely to retain employees and see their firms thrive, new research shows. The results are particularly applicable to knowledge-intensive technology firms, where... View Details
    Keywords: by Dina Gerdeman
    • 29 Jan 2018
    • Book

    How 'Teaming' Saved 33 Lives in the Chilean Mining Disaster

    Workers test the NASA-engineered capsule used to lift trapped miners to the surface. Hugo Infante/Government of Chile via Wikimedia Commons (Editor's Note: Amy Edmondson advises managers to think of teams as a verb, "teaming," which means... View Details
    Keywords: by Amy C. Edmondson; Mining
    • 26 Oct 2021
    • Research & Ideas

    What Companies Want Most in a CEO: A Good Listener

    accounted for 29 percent. The researchers used machine learning algorithms to map the text of the job descriptions into six distinct clusters of skills: administrative, management of financial and material resources, View Details
    Keywords: by Jay Fitzgerald
    • January 1996
    • Background Note

    The Motivation for Creativity in Organizations

    By: Teresa M. Amabile
    People will be most creative when they feel motivated primarily by the interest, enjoyment, satisfaction, and challenge of the work itself--when they are driven by a deep involvement in their work and a passion for it. This note describes the ways in which creativity... View Details
    Keywords: Compensation and Benefits; Managerial Roles; Organizations; Creativity; Motivation and Incentives; Satisfaction
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    Amabile, Teresa M. "The Motivation for Creativity in Organizations." Harvard Business School Background Note 396-240, January 1996.
    • November 1988 (Revised July 1997)
    • Case

    Technology Transfer at a Defense Contractor

    By: Linda A. Hill
    At a time of great changes in the corporate environment, Larry Yoshino, a design lab manager at Parsons Controls Corp., faces a delay in a costly defense project due to the inability of one of his subordinates to gain the cooperation of engineers at Parsons'... View Details
    Keywords: Organizational Change and Adaptation; Change Management; Conflict Management; Managerial Roles; Management Teams; Employees; Competitive Strategy; Projects
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    Hill, Linda A. "Technology Transfer at a Defense Contractor." Harvard Business School Case 489-084, November 1988. (Revised July 1997.)
    • 13 Sep 2006
    • Op-Ed

    Rising CEO Pay: What Directors Should Do

    at a minimum insist on surveys that reflect company performance. Second, as former DuPont CEO Ed Woolard has suggested, it is helpful to gauge CEO pay in relation to what the next echelon of management is being paid, thus placing the... View Details
    Keywords: by Jay W. Lorsch
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