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  • All HBS Web  (679)
    • News  (61)
    • Research  (508)
    • Events  (7)
    • Multimedia  (4)
  • Faculty Publications  (358)

Show Results For

  • All HBS Web  (679)
    • News  (61)
    • Research  (508)
    • Events  (7)
    • Multimedia  (4)
  • Faculty Publications  (358)
← Page 14 of 679 Results →
  • Web

Case Method Project

and colleges Use this methodology to deepen students’ understanding of American democracy Based on the highly successful experience of Harvard Business School and other graduate and professional programs that use case-based teaching, we... View Details
  • Article

Towards a Single European Sky

By: Yael Grushka-Cockayne and Bert De Reyck
We describe an integrated decision-making framework and model that we developed to aid EUROCONTROL, the European air traffic management organization, in its vital role of constructing a single unified European sky. Combining multicriteria decision analysis with... View Details
Keywords: Decision Making; Analysis; Air Transportation Industry; Europe
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Grushka-Cockayne, Yael, and Bert De Reyck. "Towards a Single European Sky." Interfaces 39, no. 5 (September–October 2009): 400–414.
  • November 2019
  • Article

How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
Keywords: Nerlove-Arrow Framework; Stock-of-goodwill; Dynamic Panel Data; Serial Correlation; Instrumental Variables; Sales Effectiveness; Detailing; Analytics and Data Science; Sales; Analysis; Performance Effectiveness; Pharmaceutical Industry
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Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework." Management Science 65, no. 11 (November 2019): 5197–5218.

    Incentives for Bad Science

    Randomized controlled trials (RCTs) inform medical practice, health care delivery, follow-on research, regulation, and health policy. Yet, many RCTs are inadequately randomized, blinded, and reported. To analyze scientists' and firms' incentives to meet clinical trial... View Details
    • April 2021
    • Exercise

    Valuing Employment Exercise

    By: George Serafeim, Ethan Rouen and Katie Panella
    The Valuing Employment exercise can be used to show the importance of impact measurement in designing incentives and contracts. The exercise has two phases. In the first phase, participants play the role of managers at the State of Massachusetts Infrastructure... View Details
    Keywords: Bid Evaluation; Workforce; Impact Measurement; Bids and Bidding; Contracts; Design; Measurement and Metrics
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    Serafeim, George, Ethan Rouen, and Katie Panella. "Valuing Employment Exercise." Harvard Business School Exercise 121-086, April 2021.
    • 2013
    • Working Paper

    Adjusting National Accounting for Health: Is the Business Cycle Countercyclical?

    By: Mark Egan, Casey B. Mulligan and Tomas J. Philipson
    Many national accounts of economic output and prosperity, such as gross domestic product (GDP) or net domestic product (NDP), offer an incomplete picture by ignoring, for example, the value of leisure, home production, and the value of health. Previous discussed... View Details
    Keywords: Health; Valuation; Accounting; United States
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    Egan, Mark, Casey B. Mulligan, and Tomas J. Philipson. "Adjusting National Accounting for Health: Is the Business Cycle Countercyclical?" NBER Working Paper Series, No. 19058, May 2013.
    • 2008
    • Working Paper

    Modern Management: Good for the Environment or Just Hot Air?

    By: Nicholas Bloom, Christos Genakos, Ralf Martin and Raffaella Sadun
    We use an innovative methodology to measure management practices in over 300 manufacturing firms in the UK. We then match this management data to production and energy usage information for establishments owned by these firms. We find that establishments in better... View Details
    Keywords: Energy Conservation; Management Practices and Processes; Performance Productivity; Environmental Sustainability; Pollutants; Manufacturing Industry; United Kingdom
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    Bloom, Nicholas, Christos Genakos, Ralf Martin, and Raffaella Sadun. "Modern Management: Good for the Environment or Just Hot Air?" NBER Working Paper Series, No. 14394, October 2008.
    • Web

    Strategy - Doctoral

    expected to master graduate-level microeconomic theory and econometrics. In addition, they are expected to devote substantial time to mastering one additional complementary discipline, such as psychology, sociology, or political science, and developing expertise in... View Details
    • Web

    The “Hawthorne Effect” – The Human Relations Movement – Baker Library | Bloomberg Center, Historical Collections

    studies from methodological and ideological perspectives; others find the overarching questions and theories of the time have new relevance in light of the current focus on collaborative management. The experiments remain a telling case... View Details
    • 2017
    • Book

    Geography, Location, and Strategy

    By: Juan Alcácer, Bruce Kogut, Catherine Thomas and Bernard Yin Yeung
    Changes in both technology and global political economy have vastly accelerated the pace of globalization in the last 40 years, eroding barriers that limited firms' geographic scope and unleashing a seemingly unlimited set of new threats, challenges, and opportunities... View Details
    Keywords: Geographic Location; Global Strategy; Value Creation
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    Alcácer, Juan, Bruce Kogut, Catherine Thomas and Bernard Yin Yeung, eds. Geography, Location, and Strategy. Vol. 36, Advances in Strategic Management. Emerald Publishing Limited, 2017.
    • 2010
    • Working Paper

    Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

    By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
    We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
    Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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    Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.

      How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework

      This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details
      • June 2018
      • Article

      Video Content Marketing: The Making of Clips

      By: Xuan Liu, Savannah Wei Shi, Thales S. Teixeira and Michel Wedel
      Consumers have an increasingly wide variety of options available to entertain themselves. This poses a challenge for content aggregators who want to effectively promote their video content online through original trailers of movies, sitcoms, and video games. Marketers... View Details
      Keywords: Film Entertainment; Marketing; Digital Marketing; Performance Effectiveness; Performance Improvement
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      Liu, Xuan, Savannah Wei Shi, Thales S. Teixeira, and Michel Wedel. "Video Content Marketing: The Making of Clips." Journal of Marketing 82, no. 4 (July 2018): 86–101.
      • 2013
      • Chapter

      Growth and the Quality of Foreign Direct Investment: Is All FDI Equal?

      By: Laura Alfaro and Andrew Charlton
      In this paper we distinguish different "qualities" of FDI to re-examine the relationship between FDI and growth. We use "quality" to mean the effect of a unit of FDI on economic growth. However, this is difficult to establish because it is a function of many different... View Details
      Keywords: Quality; Economic Growth; Foreign Direct Investment
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      Alfaro, Laura, and Andrew Charlton. "Growth and the Quality of Foreign Direct Investment: Is All FDI Equal?" In The Industrial Policy Revolution I: The Role of Government Beyond Ideology. no. 151-1, edited by Joseph E. Stiglitz and Justin Lin Yifu. IEA Conference Volume. London: Palgrave Macmillan, 2013.
      • June 2007 (Revised January 2008)
      • Case

      Joel Klein and Leadership in the NYC Public Schools

      By: Christopher Marquis, Doug Guthrie, Richard Arum and Abby Larson
      Reviews the work of the New York City School Chancellor Joel Klein and his attempt to create a Leadership Academy in order to better train principals to lead New York City public schools. Assesses what leadership skills and strategies are necessary for Klein to create... View Details
      Keywords: Education; Training; Leadership Development; Management Skills; Organizational Design; Performance Improvement; Education Industry; New York (city, NY)
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      Marquis, Christopher, Doug Guthrie, Richard Arum, and Abby Larson. "Joel Klein and Leadership in the NYC Public Schools." Harvard Business School Case 407-065, June 2007. (Revised January 2008.)

        The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

        This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model takes into account many of the key elements that constitute a realistic... View Details

          Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

          We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
          • September–October 2023
          • Article

          Prospective Evaluation of the Cost of Performing Breast Imaging Examinations Using Time-Driven Activity-Based Costing Method: A Single Center Study

          By: Aamir Ali, Jordana Phillips, Damir Ljuboja, Syed S. Shehab, Etta D. Pisano, Robert S. Kaplan and Ammar Sarwar
          We use time-driven activity-based costing (TDABC) to measure the cost of performing breast imaging using different modalities: full-field digital mammography (FFDM), digital breast tomosynthesis (DBT), contrast-enhanced mammography (CEM), US and MRI exams, and... View Details
          Keywords: Time-Driven Activity-Based Costing; Health Care; Breast Cancer; Health Care and Treatment; Cost; Cost Accounting; Health Industry
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          Ali, Aamir, Jordana Phillips, Damir Ljuboja, Syed S. Shehab, Etta D. Pisano, Robert S. Kaplan, and Ammar Sarwar. "Prospective Evaluation of the Cost of Performing Breast Imaging Examinations Using Time-Driven Activity-Based Costing Method: A Single Center Study." Journal of Breast Imaging 5, no. 5 (September–October 2023): 546–554.
          • November 2021
          • Article

          The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

          By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
          This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
          Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
          Citation
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          Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
          • 2003
          • Conference Paper

          Follow the Money: What Really Drives Technology Innovation in Construction

          By: John D. Macomber
          Technology enthusiasts, academics, and software companies remain concerned about the slow pace of innovation in the construction industry. Tools are widely available that seem to provide eminently sensible and clearly apparent improvement to the process of design and... View Details
          Keywords: Buildings and Facilities; Technological Innovation; Construction; Design; Performance Improvement; Motivation and Incentives; Knowledge Management; Adoption; Business Model; Capital Structure; Supply Chain
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          Macomber, John D. "Follow the Money: What Really Drives Technology Innovation in Construction." Paper presented at the American Society of Civil Engineers, 2003.
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