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  • 02 Mar 2016
  • What Do You Think?

Is Apple’s Real Privacy Challenge Technology Innovation Itself?

put it, “Remember, if you lose personal liberty and privacy, you lose everything. Be very careful what you would wish for in the cause of ‘national interest’.” Commenting that it requires some subtlety to get this balance between security... View Details
Keywords: by James Heskett; Technology
  • 14 Jan 2014
  • First Look

First Look: January 14

show that independent retailers were actually harmed by the creation of entry barriers against large stores. Instead of simply reducing the number of new large stores entering a market, the entry barriers created the incentive for large... View Details
Keywords: Sean Silverthorne
  • January 2017 (Revised April 2018)
  • Background Note

Introduction to Incentive-based Sales Compensation Systems

By: Willy Shih
This background note explains the structure of incentive-based sales compensation systems. View Details
Keywords: Sales Compensation; Sales Force Compensation; Sales Force Management; Sales; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Industrial Products Industry; Consumer Products Industry; Retail Industry; United States
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  • 28 Jun 2016
  • First Look

June 28, 2016

https://cb.hbsp.harvard.edu/cbmp/product/816080-PDF-ENG Harvard Business School Case 916-031 Scaling Well by Doing Good: Motivating Talent at b.good Boston-based fast-casual chain b.good was founded on the idea of healthy food, sourced... View Details
Keywords: Sean Silverthorne
  • 14 Jun 2004
  • Research & Ideas

The Big Money for Big Projects

the cost and schedule overruns. In general, I think the project would have benefited from more "for-profit" incentives—if there's not clear incentives to be efficient View Details
Keywords: by Ann Cullen; Financial Services
  • 03 Mar 2015
  • First Look

First Look: March 3

we call entrepreneurial beacons. We argue that the actions or outcomes of salient organizations attract and motivate entrepreneurs, thus increasing the rate of foundings. To test this logic, we examine the... View Details
Keywords: Sean Silverthorne
  • 22 Jul 2015
  • Research & Ideas

Name Your Price. Really.

pricing—a phenomenon that admittedly makes no rational economic sense. When presented an opportunity for a freebie, "classical economic theory says you should pay nothing," says Santana. "Why buy something when you can get it for free?" View Details
Keywords: by Michael Blanding; Consumer Products
  • April 2025
  • Case

Giving Up on a Passion: Elizabeth Rowe at the Boston Symphony Orchestra

By: Jon M. Jachimowicz, Maisie Wiltshire-Gordon and Alexis Lefort
For 20 years, Elizabeth Rowe was a world-renowned principal flutist with the Boston Symphony Orchestra. But in 2024, Rowe decided to leave her position to pursue a new full-time career as a leadership coach. At 50, Rowe was well under the typical retirement age, and,... View Details
Keywords: Arts; Small Business; Social Media; Cost vs Benefits; Decision Choices and Conditions; Decisions; Learning; Music Entertainment; Values and Beliefs; Creativity; Happiness; Identity; Interests; Satisfaction; Motivation and Incentives; Prejudice and Bias; Reputation; Culture; Resignation and Termination; Personal Development and Career; Consulting Industry; Fine Arts Industry; Music Industry; United States
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  • 28 Aug 2017
  • Research & Ideas

Should Industry Competitors Cooperate More to Solve World Problems?

incentives for companies competing in the same industry to cooperate? Serafeim: Most of the business leaders I have interacted with over the years genuinely want to do good. They recognize that there are many issues that need to be... View Details
Keywords: by Sean Silverthorne; Financial Services; Manufacturing; Agriculture & Agribusiness; Mining
  • 28 Oct 2008
  • First Look

First Look: October 28, 2008

financial measures makes little sense. All the financial incentives in the world won't transform CEOs into better decision makers. And bad decisions can bring companies down. Boards have an obligation to... View Details
Keywords: Martha Lagace
  • 17 Oct 2006
  • First Look

First Look: October 17, 2006

and the long-awaited breakthrough in R&D productivity has yet to materialize. This disappointing performance raises a question: Can organizations motivated by the need to make profits View Details
Keywords: Sean Silverthorne
  • 09 Feb 2016
  • First Look

February 9, 2016

signals, we consider the influence of singular sector-level triggers, which we call entrepreneurial beacons. We argue that the actions or outcomes of salient organizations attract and motivate entrepreneurs,... View Details
Keywords: Sean Silverthorne
  • 01 Mar 2004
  • What Do You Think?

Are Customer Loyalty Initiatives Worth the Investment?

Summing Up This month's column presented two views of the importance of customer loyalty management, one challenging its feasibility and long-term impact (Michael Treacy, Double Digit Growth) and one... View Details
Keywords: by James Heskett
  • November 2007 (Revised July 2009)
  • Supplement

Differences at Work: Martin (B)

By: Sandra J. Sucher and Rachel Gordon
In Differences at Work: Martin (B) HBS Case No. 408052 Martin leaves the firm partially because of the incident but he does not tell his firm the reason for his departure. View Details
Keywords: Demographics; Attitudes; Motivation and Incentives; Resignation and Termination
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  • 29 Sep 2009
  • First Look

First Look: September 29

Siegmund Warburg. In some measure, no doubt, the bankers' primary motive was the profit motive. Yet there is also compelling evidence that Warburg and his associates also had a political agenda. They... View Details
Keywords: Martha Lagace
  • 29 Dec 2019
  • Research & Ideas

Read Our Most Popular Research Stories of 2019

2020. Forget Cash: There are Better Ways to Motivate EmployeesIn today's tight job market, employers must focus on how to attract and keep top talent. Giving away stacks of money may not always be the best... View Details
Keywords: by Sean Silverthorne
  • 08 Jul 2002
  • What Do You Think?

Have We Carried the Concept of Alignment Too Far?

responsible for the accuracy of financial reports. Others might include directors among those held responsible, with at least the confiscation of all incentive pay gained as a result of deliberate inaccuracies. How did we get into this... View Details
Keywords: by James Heskett
  • 03 May 2021
  • What Do You Think?

Where Does CEO Activism Go From Here?

business should no longer be the primary motivation for activism—that what is good for business in general (“the strategic environment”) should be an important criterion for action. Terms like “a new great awakening” View Details
Keywords: by James Heskett
  • 09 Nov 2009
  • Research & Ideas

Come Fly with Me: A History of Airline Leadership

productive workers during Kelleher's tenure were motivated by a vibrant working atmosphere, good wages, profit sharing, and the knowledge that no employees had ever been laid off at the company. This feeling... View Details
Keywords: by Sarah Jane Gilbert; Air Transportation
  • 25 Apr 2017
  • First Look

First Look at New Research, April 25

exiting shareholders receive fair value in MBOs. This article identifies four factors that create an unlevel playing field in that market check: information asymmetries, valuable management, management financial incentives to discourage... View Details
Keywords: Sean Silverthorne

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