Publications

July – August 2010
Column

Powerlessness Corrupts

By: Rosabeth M. Kanter

Powerlessness damages organizations--especially in the middle ranks, says HBR columnist Rosabeth Moss Kanter. Hemmed in by rules and treated as unimportant, people get even with management by overcontrolling their own turf. Kanter urges leaders to give employees... View Details

Keywords: Employee Relationship Management; Opportunities; Behavior; Motivation and Incentives; Power and Influence

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06 Jul 2009
What Do You Think?

Are You Ready to Manage in an Irrational World?

world of irrationality. Much of traditional economics becomes outmoded when complex relationships based on often counter-intuitive behaviors are taken into account. Instead of a management philosophy centered around the manager as the play-caller, assigning tasks View Details

Keywords: by Jim Heskett

23 Jan 2007
First Look

First Look: January 23, 2007

these periods of uncertainty as motivation to innovate, taking digital technology into new territory. Pixar Studios, MSNBC, the Xbox, and the phenomena of "infotainment" all arose from the ashes of... View Details

Keywords: Martha Lagace

22 Apr 2014
First Look

First Look: April 22

account for secular changes in how payouts are made over the last 30 years, during which repurchases have replaced dividends as the prime vehicle for corporate payouts. Other payout motives such as changes in compensation practices View Details

Keywords: Sean Silverthorne

03 Jan 2017
First Look

January 3, 2017

Performance Goals and Incentives This module explains how managers use performance goals and incentives to ensure that employee actions align... View Details

Keywords: Carmen Nobel

October 2001 (Revised February 2002)
Case

Acme Investment Trust: January 2001

By: Josh Lerner

The managers of a large corporate pension fund must decide whether to invest in a private equity fund that is offering a guaranteed rate of return of 20% on part of its portfolio. The background behind and implications of the guarantee are explored. View Details

Keywords: Decisions; Private Equity; Motivation and Incentives; Asset Management; Investment Funds; Financial Strategy; Financial Services Industry

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

February 2008 (Revised November 2008)
Case

Global Talent Management at Novartis

By: Jordan Siegel

This case tackles the topic of global talent management. It can be used to analyze the performance measurement, incentive, and talent development system used at a major multinational company. This case can also be used to analyze the extent to which this system should... View Details

Keywords: Talent and Talent Management; Developing Countries and Economies; Multinational Firms and Management; Performance Evaluation; Motivation and Incentives; Adaptation

11 Nov 2013
Research & Ideas

A Smarter Way to Reduce Customer Defections

Companies spend significant sums to acquire customers. Once hooked, marketers protect those investments by attempting to keep patrons happy, engaged, and most of all, loyal. Reducing customer attrition, or "churn" in marketing parlance,... View Details

Keywords: by Dina Gerdeman; Retail; Service

September 2011 (Revised October 2012)
Case

Ganging Up on Cancer: Integrative Research Centers at the Dana-Farber Cancer Institute (A)

By: Heidi K. Gardner, Edo Bedzra and Shereef M. Elnahal

Dr. Barrett Rollins, Chief Scientific Officer of the Dana Farber Cancer Institute, attempts to engender cross-scientist collaboration by applying project management principles to medical research. The resulting innovation, Integrative Research Centers, are novel in... View Details

Keywords: Problems and Challenges; Organizational Change and Adaptation; Change Management; Motivation and Incentives; Employees; Performance Evaluation; Leadership Style; Leadership; Collaborative Innovation and Invention; Innovation and Management

September 2010
Teaching Note

"Plugging In" the Consumer: The Adoption of Electrically Powered Vehicles in the U.S. (TN)

By: Elie Ofek and Natalie Kindred

Teaching Note for 510076. View Details

Keywords: Customers; Adoption; Non-Renewable Energy; Fluctuation; Price; Innovation and Invention; Marketing; Motivation and Incentives; United States

27 Feb 2013
Research & Ideas

Sidetracked: Why Can’t We Stick to the Plan?

plans to improve their relationships but fail to follow them due to their inability to put themselves in their partners' shoes. I have watched thoughtful managers planning new incentive schemes to motivate... View Details

05 Apr 2004
What Do You Think?

Should We Brace Ourselves for Another Era of M&A Value Destruction?

Jean-Marc Frion opined that, "Only in certain circles, such as family…where both parties sincerely want the good of the other and are not motivated by greed, can there be deals in which neither of... View Details

Keywords: by James Heskett

December 1999
Article

Changes in the Work Environment for Creativity during Downsizing

By: T. M. Amabile and Regina Conti

This study examined the work environment for creativity at a large high-technology firm before, during, and after a major downsizing. Creativity and most creativity-supporting aspects of the perceived work environment declined significantly during the downsizing but... View Details

Keywords: Organizational Culture; Situation or Environment; Creativity; Resignation and Termination; Employees; Business or Company Management; Motivation and Incentives; Management Practices and Processes; Crisis Management; Groups and Teams; Communication; Announcements; Interpersonal Communication

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November 2001 (Revised December 2002)
Case

Tracking Stocks at Genzyme (A)

By: Malcolm S. Salter

Genzyme, a tracking stock pioneer, has used its innovative capital structure as a way to frame and grow its R&D-intensive business. Facing the question of how best to integrate a new acquisition into its tracking stock structure, Genzyme's top management is forced to... View Details

Keywords: Integration; Value Creation; Motivation and Incentives; Conflict of Interests; Stocks; Capital Structure; Research and Development; Corporate Governance; Biotechnology Industry

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02 Aug 2016
First Look

August 2, 2016

families and in the asset management industry in general, as well as decline in capital of issuers borrowing from money funds. Incentives for Prosocial Behavior: The Role of Reputations By: Exley, Christine... View Details

Keywords: Sean Silverthorne

July 2005 (Revised January 2011)
Case

Understanding Customer Profitability at Charles Schwab

By: Francisco de Asis Martinez-Jerez

Charles Schwab is transforming into a customer-centric organization. Central to this cultural and organizational change is the utilization of customer profitability at different decision-making levels. Examines several technical aspects of the ABC cost system, as well... View Details

Keywords: Organizational Change and Adaptation; Motivation and Incentives; Customer Relationship Management; Customer Value and Value Chain; Activity Based Costing and Management; Decision Making; Organizational Culture; Profit; Performance Evaluation; Budgets and Budgeting