Motivation and Incentives - Publications - Faculty & Research

01 Dec 2019
News

Remix

which share an unmistakable synergy: “I’m just trying to put wind at the backs of black women,” she says. It was the reason she broke her silence. It’s the motivation behind her startup—which she plans to pick up again as soon as the dust... View Details

Keywords: Jen McFarland Flint; photographed by Chris Sorensen; #MeToo; DefJam; Arts, Entertainment

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Research - Behavioral Finance & Financial Stability

financial market. The authors argue that the incentive to distort these benchmarks is severe given the benchmarks' polling nature and the sheer volume of the derivative market linked to these rates. The... View Details

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Globalization - Faculty & Research

returns are negative. Accounting returns in countries with higher earnings management mean revert more slowly for profitable firms and more rapidly for loss firms. Thus, earnings management incentives to... View Details

02 Dec 2010
What Do You Think?

Making Right Choices: Art or Science?

success"). The importance of choice varies from one culture to another, particularly between "individualist" (where it is more important) and "collectivist" societies. This means that no one approach to organizing... View Details

Keywords: by Jim Heskett

17 Dec 2008
Lessons from the Classroom

‘Ted Levitt Changed My Life’

"Ted Levitt changed my life," wrote Barry Koh (HBS PMD 30, 1975). "In our very first class he opened my eyes to how people are motivated to make decisions. Before, I thought as an engineer—the best attributes View Details

Keywords: by Julia Hanna; Education; Retail

08 Mar 2021
Blog Post

International Women's Day Featured Stories

and work with my team to help where we can. I have tried to stay motivated and to be thankful, even when things did not look so bright. I must confess that last year I felt all... View Details

01 Jun 2022
What Do You Think?

Is Stakeholder Management Facing New Headwinds?

priorities of shareholder management are clear: shareholders have the loudest voice and the greatest influence. Some may argue that this notion became distorted by an element of agency theory that advocated outsized View Details

Keywords: by James Heskett

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Research - Health Care

Right Incentives. By: Susanna Gallani and Derek A. Haas Health care organizations have long tried to enlist physicians in their effort to control or reduce costs. One effective means for doing so is to create an View Details

28 Nov 2012
What Do You Think?

Should Pay-for-Performance Compensation be Replaced?

performance" losing its allure? What do you think? To Read More: Mihir Desai, The Incentive Bubble, Harvard Business Review, March, 2012. Mihir Desai, Compensation Practices and Incentives, Harvard... View Details

Keywords: by James Heskett

22 Mar 2017
Research & Ideas

What's the Ideal Frequency for a Sales Quota?

spend more than $800 billion annually on those efforts. Sales compensation plans are at the center of all this activity, the primary tool managers use to motivate and incentivize salespeople. Sales reps feed... View Details

Keywords: by Carmen Nobel

March 2022
Supplement

Winning Business at Russell Reynolds (B)

By: Ethan Bernstein and Cara Mazzucco

In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and... View Details

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04 May 2021
Blog Post

Asian American Pacific Islander Heritage Month at HBS

you to be where you are today, and it means knowing that you have to do your best every day so that perhaps one day you will come close to paying them back for all that they have done for you. My heritage is both my reminder to always be... View Details

16 Jan 2006
Research & Ideas

Adam Smith, Behavioral Economist?

long-term interests with short-term pulls, etc. One of the most unexplored areas, which we are only now beginning to be able to measure, is the degree to which people are motivated by the "aerial coin of praise" View Details

Keywords: by Ann Cullen

03 Jan 2011
Research & Ideas

Most Popular Articles of 2010

more effective negotiator, and motivating great work from others. Here are the Top 10 articles and Top 10 working papers that appeared in HBS Working Knowledge in 2010. Now... View Details

Keywords: by Staff

09 Dec 2019
Research & Ideas

Identify Great Customers from Their First Purchase

access and trust them. For that reason, she works to find ways to reverse engineer the prediction model to gain some insight into the relationships between variables and the purchasing View Details

Keywords: by Kristen Senz; Retail; Service

06 May 2021
HBS Case

How Four Women Made Miami More Equitable for Startups

creating an inclusive entrepreneurial ecosystem can be seen through the stories of four women—two of them Black, one Latinx, and one white—who launched new enterprises in Miami with an eye to diversifying tech jobs in the future.... View Details

Keywords: by Carolyn DiPaolo

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

whenever there is a reaction from him," says Wasynczuk. "That empathy leads them to understand some of the differences that motivate each side and makes them feel like they want to do something... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

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Business Finance Course Online | HBS Online

financial principles to better communicate with key stakeholders, drive business performance, and grow your career. 6 weeks 6-7 hours per week 6 modules Self-Paced with regular deadlines This course earns you a Certificate of Completion... View Details

08 Sep 2008
HBS Case

The Value of Environmental Activists

There are many methods, most financial, to measure the success of companies in meeting goals. But the question becomes a lot harder at Harvard Business School when MBAs are challenged to measure the efforts of environmental organizations like Greenpeace and the World... View Details

Keywords: by Sarah Jane Gilbert; Energy; Utilities

01 Oct 1999
News

Banking on Success

business schedule and our middle-aged lack of energy. It's very rewarding." What is the most important thing you've learned about business since leaving HBS? Simple - people. As you rise, you have to View Details

Keywords: Deborah E. Blagg

Publications