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  • 2020
  • Article

A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role... View Details
Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives; AI and Machine Learning
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  • February 2018
  • Case

Qualtrics (A)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Sales Strategy; Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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  • Forthcoming
  • Article

The Evolution of Financial Services in the United States

By: Robin Greenwood, Robert Ialenti and David Scharfstein
This article surveys the literature on the historical growth and transformation of the U.S. financial sector. The sector expanded rapidly between 1980 until 2006, when its contribution to GDP rose from 4.8% to 7.6%. After the Global Financial Crisis, the size of the... View Details
Keywords: Financial Crisis; Financial Institutions; Financial Markets; Growth and Development; Economic Sectors
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  • 23 Sep 2015
  • Research & Ideas

Men Want Powerful Jobs More Than Women Do

New research from Harvard Business School reveals a stark gap in the professional ambitions of men and women. Having surveyed a diverse sample of more than 4,000 men and women, a team of social scientists... View Details
Keywords: by Carmen Nobel
  • 10 Jan 2023
  • Research & Ideas

How to Live Happier in 2023: Diversify Your Social Circle

closely, the researchers conducted an online survey of nearly 600 people in the United States, asking them to recall their social interactions the previous day and categorize them into categories like... View Details
Keywords: by Michael Blanding
  • 21 Nov 2022
  • Research & Ideas

Buy Now, Pay Later: How Retail's Hot Feature Hurts Low-Income Shoppers

citing a December 2020 survey from data firm Cardify. [div class=infogram-embed data-id=_/jDkUSqXh5u6Gl9G77NLQ][/div] Detailed consumer data for BNPL hasn’t been easy to analyze previously because transactions aren’t reported publicly or... View Details
Keywords: by Rachel Layne; Retail; Financial Services; Technology
  • 28 Mar 2016
  • Research & Ideas

What's a Boss Worth?

one person who poisons the whole bunch,” says Stanton, who co-wrote the study with Edward Lazear and Kathryn Shaw of the Stanford Graduate School of Business, where he began the research as part of his dissertation in 2011. In order to... View Details
Keywords: by Michael Blanding; Service
  • 28 Feb 2014
  • HBS Seminar

Paula Stephan, Georgia State Univ and NBER

  • 2022
  • Working Paper

Capitalism and Global Governance in Business History: A Roundtable Discussion

By: Sabine Pitteloud, Grace Ballor, Patricia Clavin, Nicolás M. Perrone, Neil Rollings and Quinn Slobodian
This working paper brings together a diverse group of scholars to discuss the historiography of capitalism, business history and global governance and lay the foundations for further research in this area. Grace Ballor and Sabine Pitteloud open the discussion with a... View Details
Keywords: Capitalism; Business History; Multinational Corporation; Business And Government Relations; Business And Society; Business And The Environment; International Relations; Regulation; Business Interest Association; Lobbying; Private Governance; State-business Relations; Political Risk; Neo-Liberalism; Governance; Globalized Firms and Management; Government and Politics
Related

    A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

    Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal... View Details

      Derek C. M. van Bever

      Derek van Bever is a Senior Lecturer in the General Management Unit of Harvard Business School. He teaches courses in both years of the MBA program (“Leadership and Corporate Accountability” in the first-year required curriculum and “Building and Sustaining a... View Details

      • 25 Jun 2012
      • Research & Ideas

      Collaborating Across Cultures

      of survey and experimental research to focus on a key measure psychologists have dubbed "cultural metacognition." The term refers to a person's reflective thinking about his or her cultural assumptions. It... View Details
      Keywords: by Michael Blanding
      • 30 May 2018
      • Research & Ideas

      Should Retailers Match Their Own Prices Online and in Stores?

      study is the first to look at whether self-matching pays off as a pricing strategy. “When you talk to millennials in particular, you find out they accept that prices don’t have to be the same across channels” The researchers View Details
      Keywords: by Dina Gerdeman; Retail
      • 30 May 2023
      • Research & Ideas

      Can AI Predict Whether Shoppers Would Pick Crest or Colgate?

      Companies have long poured time and money into surveying customers. Now, with new research showing artificial intelligence provides plenty of rich data about shopper preferences, could customer View Details
      Keywords: by Kristen Senz
      • 21 Nov 2019
      • Research & Ideas

      Do TV Debates Sway Voters?

      debates have only a negligible effect on voters’ candidate choice, according to new research from Harvard Business School. In fact, 72 percent of voters make up their minds more than two months before the election, often before candidates... View Details
      Keywords: by Danielle Kost
      • 25 Jun 2018
      • Research & Ideas

      In America, Immigrants Really Do Get the Job Done

      for policy choices.” Kerr, the Dimitri V. D’Arbeloff–MBA Class of 1955 Professor of Business Administration, has researched the economic effects of global migration of workers for more than a decade, sometimes partnering with his wife,... View Details
      Keywords: by Michael Blanding; Agriculture & Agribusiness; Technology; Service
      • 2015
      • Article

      International Trade, Multinational Activity, and Corporate Finance

      By: C. Fritz Foley and Kalina Manova
      An emerging new literature brings unique ideas from corporate finance to the study of international trade and investment. Insights about differences in the development of financial institutions across countries, the role of financial constraints, and the use of... View Details
      Keywords: Multinational Firms and Management; Investment; Trade; Corporate Finance
      Related
      • 01 Dec 2016
      • HBS Seminar

      Erik Snowberg, California Institute of Technology

      • 13 Jun 2022
      • Research & Ideas

      Extroverts, Your Colleagues Wish You Would Just Shut Up and Listen

      capable and gregarious people,” says Collins. “I assumed that they would be seen as good listeners as well, because, in my mind, that's part of being sociable.” Friendlier but less attentive? The researchers conducted six studies... View Details
      Keywords: by Pamela Reynolds
      • 29 Nov 2021
      • Research & Ideas

      How Bonuses Get Employees to Choose Work Over Family

      likely to spend extra time on a project with team members than those not eligible for extra rewards. Willing to give up happiness to spend time with colleagues. The research team also studied US Census time-use View Details
      Keywords: by Rachel Kim Raczka