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Show Results For
- All HBS Web
(4,768)
- People (10)
- News (822)
- Research (3,341)
- Events (34)
- Multimedia (28)
- Faculty Publications (2,035)
- 23 Mar 2017
- News
Incentives Don’t Help People Change, but Peer Pressure Does
- August 2017
- Article
Incentives versus Reciprocity: Insights from a Field Experiment
By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
- May 2013
- Article
Sweatshop Labor Is Wrong Unless the Shoes Are Cute: Cognition Can Both Hurt and Help Motivated Moral Reasoning
By: Neeru Paharia, Kathleen Vohs and Rohit Deshpandé
The present research investigated the dual role of cognition as either an enabler of moral reasoning or self-interested motivated reasoning for endorsing sweatshop labor. Experiment 1A showed motivated reasoning: participants were more likely to endorse the use of... View Details
Paharia, Neeru, Kathleen Vohs, and Rohit Deshpandé. "Sweatshop Labor Is Wrong Unless the Shoes Are Cute: Cognition Can Both Hurt and Help Motivated Moral Reasoning." Organizational Behavior and Human Decision Processes 121, no. 1 (May 2013): 81–88.
- 1 Dec 2021
- Interview
Hubert Joly on Humanizing the Profit Motive
Can businesses afford to see employees in terms other than unit labor cost? How do you factor the Golden Rule into a profit and loss statement? Former Best Buy CEO Hubert Joly explains how unlearning business orthodoxies helped him prove that a human-centered approach... View Details
"Hubert Joly on Humanizing the Profit Motive." Managing the Future of Work (podcast), Harvard Business School, December 1, 2021.
- 13 Dec 2017
- News
Skydeck Live: What Really Motivates American Voters?
working to understand their motivations and tracking their reactions to cultural and political events. Her unique insights have made her a regular on CNN View Details
- March 1990 (Revised March 1992)
- Supplement
Mary Kay Cosmetics: Sales Force Incentives (B)
By: Robert L. Simons
Details the changes made to the VIP automobile plan. View Details
Simons, Robert L. "Mary Kay Cosmetics: Sales Force Incentives (B)." Harvard Business School Supplement 190-122, March 1990. (Revised March 1992.)
- December 2005
- Article
Adaptation in Vertical Relationships: Beyond Incentive Conflict
By: Ranjay Gulati, P. Lawrence and P. Puranam
Gulati, Ranjay, P. Lawrence, and P. Puranam. "Adaptation in Vertical Relationships: Beyond Incentive Conflict." Strategic Management Journal 26, no. 12 (December 2005): 415–440.
- March 1991
- Article
Incentives in Two-Sided Matching with Random Stable Mechanisms
By: A. E. Roth and J. H. Vande Vate
Keywords: Motivation and Incentives
Roth, A. E., and J. H. Vande Vate. "Incentives in Two-Sided Matching with Random Stable Mechanisms." Economic Theory 1, no. 1 (March 1991): 31–44.
Getting the Most Out of Financial Incentives for Weight Loss
The use of employer-sponsored, incentive-based programs for weight loss is growing. This growth is likely to accelerate in the coming years due to a provision in the Patient Protection and Affordable Care Act, which allows employers to use a greater proportion of... View Details
- 25 Apr 2012
- News
What Doesn't Motivate Creativity Can Kill It
- fall 1997
- Article
Motivating Creativity in Organizations: On Doing What You Love and Loving What You Do
By: T. M. Amabile
Creativity in all fields, including business, flourishes under intrinsic motivation- the drive to do something because it is interesting, involving, exciting, satisfying, or personally challenging. This article presents the Componential Theory of Organizational... View Details
Amabile, T. M. "Motivating Creativity in Organizations: On Doing What You Love and Loving What You Do." California Management Review 40, no. 1 (fall 1997): 39–58.
- 06 Jan 2020
- Research & Ideas
Motivate Your High Performers to Share Their Knowledge
couldn’t separate out features. “Just correcting these mistakes and providing another way of doing things seemed to explain a lot of that productivity improvement,” says Stanton. On the other hand, he says, there is no evidence that the... View Details
Keywords: by Michael Blanding
- 15 Dec 2006
- Working Paper Summaries
The Business of Free Software: Enterprise Incentives, Investment, and Motivation in the Open Source Community
- 1993
- Chapter
A Social Psychological Perspective on Creativity: Intrinsic Motivation and Creativity in the Classroom and Workplace
By: K. G. Hill and T. M. Amabile
Hill, K. G., and T. M. Amabile. "A Social Psychological Perspective on Creativity: Intrinsic Motivation and Creativity in the Classroom and Workplace." In Understanding and Recognizing Creativity: The Emergence of a Discipline, edited by S. G. Isaksen, M.C. Murdock, R. L. Firestien, and D. J. Treffinger. Norwood, NJ: Ablex Publishing, 1993.
- 01 Nov 2007
- Conference Presentation
Decision Amnesia: Motivated Forgetting of Difficult Choices
By: Zoe Chance and Michael I. Norton
- January 2020
- Article
Compensation Consultants and the Level, Composition, and Complexity of CEO Pay
By: Kevin J. Murphy and Tatiana Sandino
We provide fresh evidence regarding the relation between compensation consultants and CEO pay. First, firms that employ consultants have higher-paid CEOs—this result is robust to firm fixed effects and matching on economic and governance variables. Second, while this... View Details
Keywords: Consultants; Benchmarking; Incentive Pay; Executive Compensation; Complexity; Motivation and Incentives; Governance
Murphy, Kevin J., and Tatiana Sandino. "Compensation Consultants and the Level, Composition, and Complexity of CEO Pay." Accounting Review 95, no. 1 (January 2020): 311–341.
- 2019
- Working Paper
Compensation Consultants and the Level, Composition, and Complexity of CEO Pay
By: Kevin J. Murphy and Tatiana Sandino
We provide fresh evidence regarding the relation between compensation consultants and CEO pay. First, firms that employ consultants have higher-paid CEOs—this result is robust to firm fixed effects and matching on economic and governance variables. Second, while this... View Details
Keywords: Consultants; Benchmarking; Incentive Pay; Executive Compensation; Complexity; Motivation and Incentives; Governance
Murphy, Kevin J., and Tatiana Sandino. "Compensation Consultants and the Level, Composition, and Complexity of CEO Pay." Harvard Business School Working Paper, No. 18-027, September 2017. (Revised March 2019. Accepted and forthcoming at The Accounting Review.)
- July 2006
- Article
Dynamic Mixed Duopoly: A Model Motivated by Linux vs. Windows
By: Ramon Casadesus-Masanell and Pankaj Ghemawat
This paper analyzes a dynamic mixed duopoly in which a profit-maximizing competitor interacts with a competitor that prices at zero (or marginal cost), with the cumulation of output affecting their relative positions over time. The modeling effort is motivated by... View Details
Keywords: Open Source Software; Demand-side Learning; Network Effects; Linux; Mixed Duopoly; Competitive Dynamics; Business Models; Duopoly and Oligopoly; Information Technology; Applications and Software; Business Model; Mathematical Methods; Digital Platforms; Profit; Balance and Stability; Management Analysis, Tools, and Techniques; SWOT Analysis; Competition; Price; Information Technology Industry
Casadesus-Masanell, Ramon, and Pankaj Ghemawat. "Dynamic Mixed Duopoly: A Model Motivated by Linux vs. Windows." Management Science 52, no. 7 (July 2006): 1072–1084.