Motivation And Incentives - Publications - Faculty & Research

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

but an insufficient grasp of the details, and CMOs (chief marketing officers) often view go-to-market decisions as being tactical. What passes for channel strategy often rests with sales divisions, but their primary View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

26 Mar 2014
Research & Ideas

How Electronic Patient Records Can Slow Doctor Productivity

Digital Doctor In recent years, many physicians have put away pen-and-paper and taken up the keyboard or tablet to maintain patient health records. One motivation was the 2009 Health Information Technology... View Details

Keywords: by Dina Gerdeman; Health

08 Oct 2007
Research & Ideas

Management Education’s Unanswered Questions

motivated by the fact that many scholars in business schools had offered no real policy prescriptions for how the United States could get out of the Depression. Moreover, so many businesspeople had been seen as not necessarily following... View Details

Keywords: by Martha Lagace; Education

05 Feb 2009
What Do You Think?

Why Can’t We Figure Out How to Select Leaders?

the ones that scare me." These comments raise the question of how much theory tells us about selecting for harder to measure characteristics such as possible behaviors under fire and motives as opposed... View Details

Keywords: by Jim Heskett

27 Aug 2007
Op-Ed

Mattel: Getting a Toy Recall Right

for recalled products. Given the inconvenience caused to consumers and the need to motivate them to return the affected products, this offer may not be sufficient. The success of the recall will be... View Details

Keywords: by John Quelch; Consumer Products

11 Sep 2019
Research & Ideas

Germany May Have the Answer for Reducing Drug Prices

the Poronui Associate Professor of Business Administration. Pharmaceutical companies have long opposed efforts to regulate drug prices, arguing that prices reflect the companies’ massive research investments. But Germany’s approach shows how the right View Details

Keywords: by Danielle Kost; Health

24 Sep 2012
Research & Ideas

Why Do We Tax?

There is a mismatch between what many scholars assume is the purpose of taxes and what most people believe for themselves. That mismatch means that the advice experts offer to policymakers and citizens... View Details

Keywords: by Martha Lagace; Legal Services

07 Aug 2009
What Do You Think?

Why Can’t Americans Get Health Care Right?

Summing Up Does U.S. health care need more pull or push? There are clear symptoms that something is wrong with U.S. health care. In Edward Hare's words, "It's making us uncompetitive and turning us against each other." In this... View Details

Keywords: by Jim Heskett; Health

12 Mar 2018
Op-Ed

Op-Ed: Why BlackRock CEO Larry Fink Is Not a Socialist

shareholder value is created. Every company should start with a clear purpose and set of values that go beyond making money. It is the purpose and values that motivate View Details

Keywords: by Bill George; Banking

03 Jan 2017
Research & Ideas

5 New Year's Resolutions You Can Keep (With the Help of Behavioral Science Research)

conduct sociological and psychological studies to get a true handle on what motivates people to do what they do—and what motivates them to do better. With that, we share some... View Details

Keywords: by Carmen Nobel

10 May 2004
Research & Ideas

Rethink the Value of Joint Ventures

More generally, multinationals often create incentives to have joint ventures by penalizing the risk-taking involved in going it alone. The overall multinational entity must reevaluate its attitude toward joint ventures View Details

Keywords: by Cynthia Churchwell

09 Mar 2020
Research & Ideas

Warring Algorithms Could Be Driving Up Consumer Prices

The widespread use of pricing algorithms is reshaping the nature of competition in online markets and potentially driving up the prices of retail goods, according to recent research. These automated, price-adjusting software programs may... View Details

Keywords: by Kristen Senz; Retail

09 Nov 2015
Research & Ideas

These Employers Pay Higher Salaries than Necessary

Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out... View Details

Keywords: by Michael Blanding; Employment; Technology; Computer

25 Mar 2021
Research & Ideas

Steer Clear of the Blind Spots That Derail Experiments

critical data point and a unique leg up in thinking about the issue. CTrip is one of many companies using experiments to guide decisions, according to Harvard Business School professor Michael Luca. “Executives need to understand when... View Details

Keywords: by Danielle Kost

06 Sep 2011
Research & Ideas

The Power of Leadership Groups for Staying on Track

fundamental reassessment of leadership and leadership development. The command-and-control model so prevalent in the twentieth century has ceased to be effective because it fails to motivate people,... View Details

Keywords: by Bill George

05 Nov 2021
Op-Ed

How to Tap the Talent Automated HR Platforms Miss

As the global staffing shortage grinds on, corporate recruiters everywhere are relying on their online hiring platforms and automated systems to deliver the candidates they need. Too often, these tools will fail them, sidelining many qualified workers in the process.... View Details

Keywords: by Joseph B. Fuller

09 Apr 2020
Research & Ideas

How Social Entrepreneurs Can Increase Their Investment Impact

opportunities, and the investor can channel the profits to other productive uses. In this sense, making an investment rather than a grant can help a firm more effectively combine its profit and mission View Details

Keywords: by Rachel Layne

29 Sep 2003
Research & Ideas

Pride Goeth Before a Profit

into a very powerful motivating force. In a tough economic environment, when there is little money for bonuses and a lot of concern about layoffs, Katzenbach says it becomes even more important to... View Details

Keywords: by Theodore Kinni

17 Nov 2014
Lessons from the Classroom

Managing the Family Business: Are Optimists or Pessimists Better Leaders?

motivate people to take action-different actions, but at least action. Are You A Pessimist? If you're a pessimist, you tend to focus on safety and security. Pessimism drives you to seek View Details

01 Oct 2020
What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

be expecting too much of corporate boards and CEOs if we put primary responsibility for stakeholder capitalism in their hands. Incentives influenced by market-based competition nudge them toward short-term... View Details

Keywords: by James Heskett

Publications