Publications
Publications
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(6,231)
- Faculty Publications (3,398)
- August 1991 (Revised February 1992)
- Case
Gain Sharing at Star Cablevision Group
By: Leonard A. Schlesinger and Sarah Ann Greene
Describes Star's experiment with gain sharing over a three-year period. Background on the industry and company's history are provided to establish the context for the shift to pay-for-performance. Describes the three different gain sharing programs, the resulting... View Details
- 1991
- Article
Job Satisfaction, Service Capability and Customer Satisfaction: An Examination of Linkages and Management Implications
By: Leonard A. Schlesinger and Jeffrey Zornitsky
Survey data from 1,277 employees and 4,269 customers of a personal lines insurance organization were analyzed with the following results: (a) employee perceptions of service quality are positively related to both job satisfaction and self-perceived service capability;... View Details
- July 1991 (Revised March 1992)
- Background Note
Integrity and Management
Describes the role that issues of personal integrity play in managers' decisions. Defines personal integrity, the factors that influence it, the situations in which it becomes particularly relevant to company decisions, and ways of overcoming the blind spots that can... View Details
- 1991
- Chapter
To See Ourselves as Others See Us: The Rewards of Classroom Observation
By: J. E. Austin, A. Sweet and C. Overholt
- June 1991 (Revised April 1993)
- Case
Acer, Inc.
By: Robert H. Hayes
Acer is undergoing two major transitions at the time of this case: from a small, entrepreneurially-run company to a large professionally-run one; and from a largely domestic company to a multinational one. After a decade of phenomenal growth, it is now facing a major... View Details
- May 1991
- Article
Presidential Commitment and the Veto
By: Daniel E. Ingberman and Dennis Yao
A president's power to veto is widely recognized as an important weapon in the struggle with Congress over legislation. In this paper we investigate the effectiveness of the veto weapon with a simple model of presidential powers that incorporates informal institutional... View Details
- April 1991 (Revised March 2017)
- Teaching Note
Mary Kay Cosmetics: Sales Force Incentives (A) and (B)
By: Robert Simons
Teaching Note for (9-190-103) and (9-190-122). View Details
- 1991
- Chapter
Reactions to Political Advertising Depend on the Nature of the Voter-Candidate Bond
By: J. A. Deighton, L. F. Alwitt and J. Grimm
- 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
- February 1991 (Revised July 1993)
- Case
Cultural Change at Nissan Motors
By: John P. Kotter
Depicts the reformation of Nissan Motor Co.'s corporate culture and the company's subsequent turnaround in market share and profits. In 1985, Yutaka Kume became president of Nissan and thereafter, he continually emphasized the need for internal change throughout the... View Details
- February 1991
- Supplement
Raymond Jackson (B)
By: Jay W. Lorsch and James E Sailer
Explains Jackson's reasons for his decision and describes the result of the proxy fight for control of the board. View Details
- January 1991 (Revised January 1992)
- Supplement
IBM-Fujitsu Settlement
Describes the decision by the arbitrators chosen to resolve the intellectual property dispute between IBM and Fujitsu. View Details
- January 1991 (Revised March 2010)
- Case
Westchester Distributing, Inc. (A)
By: Robert L. Simons and Robert Boxwell
Focuses on the three-way interaction among internal controls, employee behavior, and incentives. Salesmen are illegally providing kickbacks to customers of this beer-distribution firm. In turn, salesmen are reimbursing themselves by filing fraudulent expense reports.... View Details
- January 1991 (Revised March 2010)
- Supplement
Westchester Distributing, Inc. (B)
By: Robert L. Simons and Robert Boxwell
Describes the actions taken by the owner/president to resolve the dilemma. View Details
- Article
Enfranchisement of Service Workers
By: Leonard A. Schlesinger and James Heskett
Enfranchisement is achieved through an integration of empowerment with methods of pay for performance. Evidence from Ito Yokado Group in Japan and Nordstrom in the US demonstrates the positive effects of enfranchisement. Successful efforts to enfranchise employees: 1.... View Details