Publications

June 2008 (Revised January 2010)
Supplement

Name Your Price: Compensation Negotiation at Whole Health Management (C)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett

Supplements the (A) and (B) cases. View Details

Keywords: Compensation and Benefits; Negotiation; Health; Price; Health Industry

January 1999
Article

An Analysis of Compensation in the U.S. Venture Capital Partnership

By: Paul Gompers and Josh Lerner

Keywords: Compensation and Benefits; Venture Capital; Partners and Partnerships; United States

January 2004 (Revised June 2005)
Case

General Motors Corporation: Retiree Benefit Risk Management (B)

By: David F. Hawkins and Jacob Cohen

Supplements the (A) case. View Details

April 2004
Article

Manufacturer Benefits from Information Integration with Retail Customers

By: Susan Kulp, Hau Lee and Elie Ofek

Keywords: Information; Integration; Customers; Sales

September 1991
Case

Rethinking the Corporate Workplace: Case Managers at Mutual Benefit Life

By: Robert G. Eccles Jr.

In early 1991, a spirit of innovation and organizational change was in the air at Mutual Benefit Life, with the success of the new "case manager" program its most concrete manifestation. Using powerful computer workstations, case managers could see insurance... View Details

Keywords: Organizational Change and Adaptation; Technological Innovation; Change Management; Information Technology; Insurance; Human Resources; Insurance Industry

Educators

January 1994
Article

Salesforce Compensation Plans: Managerial Insights from Recent Theoretical Developments

By: R. Lal

Keywords: Compensation and Benefits; Management; Theory

2019
Working Paper

The Young Venture Lifecycle Revisited: Stage-Contingent Benefits of Technical, Commercial and Process Activities

By: Ranjay Gulati, Alicia DeSantola and Pavel Zhelyazkov

Keywords: Organizational Growth; Business Growth and Maturation; Entrepreneurship

January 2013
Supplement

Aubrey McClendon's Special Incentive Compensation at Chesapeake Energy (B)

By: Paul Healy, Clayton S. Rose and Penelope Rossano

Keywords: Stockholders; Activist Investors; Corruption; Conflict of Interests; Crime and Corruption; Executive Compensation; Energy Industry

November 2013
Teaching Note

A.J. Washington: Retaining an NFL Star

By: Andrew Wasynczuk and Karen Huang

A.J. Washington explores the early phase of a contract negotiation between a professional football team and its star quarterback. This case illustrates the challenges associated with negotiation for human capital. Specifically, it explores the tension between... View Details

Keywords: Compensation; Human Capital; Negotiation; Sports; Compensation and Benefits; Sports Industry; United States

November–December 2020
Article

Lifting the Veil: The Benefits of Cost Transparency

By: Bhavya Mohan, Ryan W. Buell and Leslie K. John

Firms do not typically disclose information on their costs to produce a good to consumers. However, we provide evidence of when and why doing so can increase consumers’ purchase interest. Specifically, building on the psychology of disclosure and trust, we posit that... View Details

Keywords: Cost Transparency; Disclosure; Field Experiment; Cost; Trust; Consumer Behavior

SSRN

November 2003 (Revised March 2004)
Teaching Note

General Motors Corporation: Retiree Benefit Risk Management (TN)

By: David F. Hawkins and Jacob Cohen

Teaching Note to (104-041). View Details

Keywords: Retirement; Risk Management; Compensation and Benefits; Auto Industry

11 Jul 2016
HBS Case

Neurodiversity: The Benefits of Recruiting Employees with Cognitive Disabilities

might be the wrong way to do things in an innovation economy. Instead, maybe managers have to do the hard work of putting the puzzle pieces together and inviting people to bring their entire selves to work.” That approach can View Details

Keywords: by Roberta Holland; Technology

June 5, 2015
Article

How Banking Analysts' Biases Benefit Everyone Except Investors

By: George Serafeim, Joanne Horton and Shan Wu

Keywords: Banking; Sell-side Analysts; Financial Analysis; Financial Analysts; Career Management; Career Advancement; Labor Market; Prejudice and Bias; Investment Banking; Personal Development and Career

Register to Read

1995
Book

Report of the NACD Blue Ribbon Commission on Director Compensation

By: Robert B. Stobaugh

Keywords: Executive Compensation

April 2002
Article

E-Services: Operations Strategy, A Case Study and a Method for Analyzing Operational Benefits

Article

How to Get the Most Out of Peer Support Groups: A Guide to the Benefits and Best Practices

By: Boris Groysberg and Robert Russman Halperin

For years business leaders have turned to peer forums—groups of four to 10 people with similar interests who meet regularly for confidential conversations—to share their problems, find support and insights, and learn and grow. But because such forums are small and... View Details

Keywords: Peer Comparison; Support; Workplace; Peer Relationships; Personal Development and Career

Register to Read

2021
Working Paper

Measuring Employment Impact: Applications and Cases

By: Katie Panella and George Serafeim

Applying the Impact-Weighted Accounts Initiative’s employment impact methodology on eight leading companies, we document wide variability in employment impacts as a percentage of salaries paid, ranging between 59 and 80 percent. We identify opportunities for... View Details

Keywords: Impact Measurement; Employee Compensation; Accounting; Employees; Labor; Well-being; Diversity; Wages; Compensation and Benefits

SSRN

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October 2013
Article

The Cheater's High: The Unexpected Affective Benefits of Unethical Behavior

By: N. E. Ruedy, C. Moore, F. Gino and M. Schweitzer

Many theories of moral behavior assume that unethical behavior triggers negative affect. In this paper, we challenge this assumption and demonstrate that unethical behavior can trigger positive affect, which we term a "cheater's high." Across six studies, we find that... View Details

Keywords: Moral Sensibility; Behavior; Satisfaction; Decision Making