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  • All HBS Web  (456)
    • News  (32)
    • Research  (360)
    • Events  (16)
    • Multimedia  (1)
  • Faculty Publications  (261)

Show Results For

  • All HBS Web  (456)
    • News  (32)
    • Research  (360)
    • Events  (16)
    • Multimedia  (1)
  • Faculty Publications  (261)
← Page 14 of 456 Results →
  • May 2019
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
  • 2018
  • Working Paper

Status Inconsistency: Variance in One's Status Across Groups Harms Well-being but Improves Perspective-taking

By: Catarina Fernandes and Alison Wood Brooks
Most people belong to many different groups. While some people experience consistently high or low status across all of their groups, others experience wildly different levels of status in each group. In this research, we examine how status inconsistency – the degree... View Details
Keywords: Status; Social Hierarchies; Well-being; Perspective Taking; Status and Position; Groups and Teams; Satisfaction; Perspective
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Fernandes, Catarina, and Alison Wood Brooks. "Status Inconsistency: Variance in One's Status Across Groups Harms Well-being but Improves Perspective-taking." Working Paper, 2018. (Revise & resubmit, Organizational Behavior and Human Decision Processes.)
  • 2021
  • Working Paper

Diversity and Performance in Entrepreneurial Teams

By: Sophie Calder-Wang, Paul A. Gompers and Kevin Huang
We study the role of diversity and performance in the entrepreneurial teams. We exploit a unique dataset of MBA students who participated in a required course to propose and start a real micro-business that allows us to examine horizontal diversity (i.e., within the... View Details
Keywords: Entrepreneurship; Groups and Teams; Diversity; Performance
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Calder-Wang, Sophie, Paul A. Gompers, and Kevin Huang. "Diversity and Performance in Entrepreneurial Teams." NBER Working Paper Series, No. 28684, April 2021.

    Riding the Passion Wave or Fighting to Stay Afloat? A Theory of Differentiated Passion Contagion

    Prior research suggests employees benefit from highly passionate teammates because passion spreads easily from one employee to the next. We develop theory to propose that life in high-passion teams may not be as uniformly advantageous as previously assumed. More... View Details

    • May 2019
    • Supplement

    Kjell and Company: Motivating Salespeople with Incentive Compensation (C)

    By: Doug J. Chung
    Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
    Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
    Citation
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    Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
    • 2009
    • Working Paper

    Social Influence Given (Partially) Deliberate Matching: Career Imprints in the Creation of Academic Entrepreneurs

    By: Pierre Azoulay, Christopher C. Liu and Toby E. Stuart
    Actors often match with associates on a small set of dimensions that matter most for the particular relationship at hand. In so doing, they are exposed to unanticipated social influences because counterparts have more interests, attitudes, and preferences than would-be... View Details
    Keywords: Entrepreneurship; Patents; Marketplace Matching; Mathematical Methods; Science-Based Business; Power and Influence; Social and Collaborative Networks; Biotechnology Industry
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    Azoulay, Pierre, Christopher C. Liu, and Toby E. Stuart. "Social Influence Given (Partially) Deliberate Matching: Career Imprints in the Creation of Academic Entrepreneurs." Harvard Business School Working Paper, No. 09-136, May 2009.
    • Web

    Organizational Behavior - Faculty & Research

    that were associated with increasing their passion. In a subsequent pre-registered experiment (N = 1,063), we provide causal evidence for these effects and their underlying mechanism, finding that passion contagion is particularly... View Details
    • June 23, 2020
    • Article

    Inequality in Socially Permissible Consumption

    By: Serena Hagerty and Kate Barasz
    Lower-income individuals are frequently criticized for their consumption decisions; this research examines why. Eleven preregistered studies document systematic differences in permissible consumption—interpersonal judgments about what is acceptable (or not) for others... View Details
    Keywords: Interpersonal Judgments; Consumption; Economic Inequalty; Income; Equality and Inequality; Spending; Judgments
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    Hagerty, Serena, and Kate Barasz. "Inequality in Socially Permissible Consumption." Proceedings of the National Academy of Sciences 117, no. 25 (June 23, 2020): 14084–14093.
    • Research Summary

    Overview

    By: Eva Ascarza
    Professor Ascarza’s research primarily focuses on providing researchers and marketers a better understanding of how to manage customer retention so as to reduce churn and increase firm’s profitability. She addresses these issues by building empirical models of customer... View Details
    • 2025
    • Working Paper

    Discrimination, Rejection, and Job Search

    By: Anne Boring, Katherine Coffman, Dylan Glover and María José González-Fuentes
    We investigate how candidates’ willingness to apply responds to (potential) discrimination and rejection using a simulated labor market. Past work has shown that “blinding” job applications reduces discrimination and increases the rate at which women are hired. Our... View Details
    Keywords: Job Search; Prejudice and Bias; Selection and Staffing; Demographics
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    Boring, Anne, Katherine Coffman, Dylan Glover, and María José González-Fuentes. "Discrimination, Rejection, and Job Search." Working Paper, February 2025.
    • July 2021
    • Article

    How Trust and Distrust Shape Perception and Memory

    By: Ann-Christin Posten and Francesca Gino
    Trust is a key ingredient in decision making, as it allows us to rely on the information we receive. Although trust is usually viewed as a positive element of decision making, we suggest that its effects on memory are costly rather than beneficial. Across nine studies... View Details
    Keywords: Distrust; Memory; Similarity; Misinformation; Trust; Perception; Decision Making
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    Posten, Ann-Christin, and Francesca Gino. "How Trust and Distrust Shape Perception and Memory." Journal of Personality and Social Psychology 121, no. 1 (July 2021): 43–58.
    • January 2017 (Revised May 2019)
    • Case

    Kjell and Company: Motivating Salespeople with Incentive Compensation (A)

    By: Doug J. Chung
    Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
    Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden
    Citation
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    Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
    • 03 May 2019
    • HBS Seminar

    Stephanie Cheng & Ran Song, Harvard University & Harvard Law School

    • Web

    Behavioral Finance & Financial Stability

    research here , Vincent’s other research here , and Edison’s other research here . More Info Stock Market Returns and Consumption By: Marco Di Maggio , Amir Kermani & Kaveh Majlesi JULY 2020 What is the causal impact of changes in stock... View Details
    • Web

    Research - Global

    Gilman and Nina Roussille This paper provides causal evidence on how wage inequality among workers affects the labor movement using three complementary research designs: a vignette experiment with union organizers, a natural policy... View Details
    • Web

    Faculty & Research - Entrepreneurship

    large... More Research 2025 Working Paper How Does Wage Inequality Affect the Labor Movement By: Barbara Biasi, Zoë B. Cullen , Julia H. Gilman and Nina Roussille This paper provides causal evidence on how wage inequality among workers... View Details
    • 07 Apr 2022
    • HBS Seminar

    Hummy Song, Wharton

    • June 2025
    • Article

    Riding the Passion Wave or Fighting to Stay Afloat? A Theory of Differentiated Passion Contagion

    By: Emma Frank, Kai Krautter, Wen Wu and Jon M. Jachimowicz
    Prior research suggests that employees benefit from highly passionate teammates because passion spreads easily from one employee to the next. We develop theory to propose that life in high-passion teams may not be as uniformly advantageous as previously assumed. We... View Details
    Keywords: Passion; Emotional Contagion; Emotions; Groups and Teams; Employees; Power and Influence; Performance Improvement
    Citation
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    Frank, Emma, Kai Krautter, Wen Wu, and Jon M. Jachimowicz. "Riding the Passion Wave or Fighting to Stay Afloat? A Theory of Differentiated Passion Contagion." Administrative Science Quarterly 70, no. 2 (June 2025): 444–495.
    • 2021
    • Working Paper

    Dirty Money: How Banks Influence Financial Crime

    By: Joseph Pacelli, Janet Gao, Jan Schneemeier and Yufeng Wu
    On September 21st, 2020, a consortium of international journalists leaked nearly 2,500 suspicious activity reports (SAR) obtained from the U.S. Financial Crimes Enforcement Network, exposing nearly $2 trillion of money laundering activity. The event raises important... View Details
    Keywords: Financial Institutions; Crime and Corruption; Policy
    Citation
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    Pacelli, Joseph, Janet Gao, Jan Schneemeier, and Yufeng Wu. "Dirty Money: How Banks Influence Financial Crime." Working Paper, July 2021.
    • 12 Apr 2013
    • HBS Seminar

    Gary Frazier, USC Marshall School of Business

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