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    The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

    This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model takes into account many of the key elements that constitute a realistic... View Details
    • 07 Dec 2011
    • Research & Ideas

    Are Creative People More Dishonest?

    fictional Wall Street villain Gordon Gekko, and real-life Wall Street villain Bernie Madoff, to name a few. Not only were these classic bad guys unquestionably unethical, but all were inarguably creative in carrying out their bad behavior... View Details
    Keywords: by Carmen Nobel; Advertising
    • Article

    Unconscious Bias Training That Works

    By: Francesca Gino and Katherine Coffman
    To become more diverse, equitable, and inclusive, many companies have turned to unconscious bias (UB) training. By raising awareness of the mental shortcuts that lead to snap judgments—often based on race and gender—about people’s talents or character, it strives to... View Details
    Keywords: Implicit Bias; Social Integration; Empathy; Prejudice and Bias; Employees; Training; Attitudes; Behavior; Organizational Change and Adaptation
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      Thomas J. DeLong

      Thomas J. DeLong is a Baker Foundation Professor of Management Practice and the former Philip J. Stomberg Professor of Management Practice in the Organizational Behavior Department at the Harvard Business School. He is an expert in leader development, organizational... View Details

      • December 1999 (Revised March 2000)
      • Case

      Workplace Safety at Alcoa (B)

      At the May 1996 annual shareholders meeting, Alcoa CEO Paul O'Neill reported that Alcoa was making great progress toward becoming a world-class leader, both in terms of workplace safety and profitability. This validated of O'Neill's decade-long emphasis on safety as... View Details
      Keywords: Safety; Working Conditions; Quality; Cost; Profit; Management Systems
      Related
      • March–April 2013
      • Article

      Language Matters: Status Loss & Achieved Status Distinctions in Global Organizations

      By: Tsedal Neeley
      How workers experience and express status loss in organizations has received little scholarly attention. I conducted a qualitative study of a French high-tech company that had instituted English as a lingua franca, or common language, as a context for examining this... View Details
      Keywords: Organizations; Status and Position; Loss; Spoken Communication; Emotions; Attitudes; Behavior; Globalization
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      • 26 Aug 2014
      • First Look

      First Look: August 26

      Abstract—To create social ties to support their professional or personal goals, people actively engage in instrumental networking. Drawing from moral psychology research, we posit that this intentional behavior has unintended consequences... View Details
      Keywords: Sean Silverthorne
      • 28 Apr 2015
      • First Look

      First Look: April 28

      organization from outside can work less well than having managers develop their own, potentially inferior, performance measures. In this sense, it is the creation of a balanced scorecard, more than actual use, that can change an organization's culture. April 2015... View Details
      Keywords: Sean Silverthorne
      • Research Summary

      Overview

      The Information Age has introduced well-received opportunities to track performance. Fitbits and Fuelbands allow individuals to track their own performance; companies like Uber and leading hospitals help you choose a driver or a doctor based on how others rated... View Details

      Keywords: Management Accounting; Disclosure; Performance Measurement; Incentives; Control; Education; Education Industry; Health Industry; Transportation Industry; Energy Industry; Auto Industry; United States; Japan; India
      • 04 Apr 2005
      • What Do You Think?

      Can an Organization’s “Deep Smarts” Be Preserved?

      but only by the firms that have employee longevity and a valued ... way of life." This may not mean retaining everyone, however, as Horacio Cavallero suggests in commenting that "I have always thought that it was very important... View Details
      Keywords: by James Heskett

        BUSINESS ETHICS: WHAT EVERYONE NEEDS TO KNOW

        View Details

        • 23 Dec 2002
        • Research & Ideas

        Partnering and the Balanced Scorecard

        intranet. The personal behavior of executives reinforces the message. Employees become truly empowered by understanding what the organization wishes to accomplish, and how they can contribute to these... View Details
        Keywords: by Robert S. Kaplan & David P. Norton
        • 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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        • 09 Jul 2013
        • Research & Ideas

        Catching Up With Boards--Jay Lorsch

        couple of decades, however, there's been growing pressure to separate the two jobs in the interest of more effective checks and balances. This comes mostly from the big state employee pension funds like CalPERS, some of the big union... View Details
        Keywords: by Jim Aisner
        • March–April 2019
        • Article

        The Future of Leadership Development

        By: Das Narayandas and Mihnea Moldoveanu
        The need for leadership development has never been more urgent. Companies of all sorts realize that to survive in today’s volatile, uncertain, complex, and ambiguous environment, they need different leadership skills and organizational capabilities from those that... View Details
        Keywords: Talent Management; Executive Education; Leadership Development; Business Education; Management Skills; Learning; Online Technology
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        • March 2025
        • Article

        Differentiating on Diversity: How Disclosing Workforce Diversity Influences Consumer Choice

        By: Maya Balakrishnan, Jimin Nam and Ryan W. Buell
        Companies are facing increased pressure to “walk the talk” on diversity, equity, and inclusion (DEI) in their operations. One specific call-to-action from stakeholders is the public disclosure of EEO-1s. Companies with 100+ employees are federally mandated to annually... View Details
        Keywords: Consumer Behavior; Corporate Disclosure; Diversity; Employees; Perception
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        • 14 Feb 2012
        • First Look

        First Look: February 14

        undeniable ethical failure, people experience ethical dissonance between their moral values and their behavioral misconduct. Our findings indicate that to reduce ethical dissonance, individuals use a double-distancing mechanism. Using an... View Details
        Keywords: Carmen Nobel
        • 12 Oct 1999
        • Research & Ideas

        A Perfect Fit: Aligning Organization & Strategy

        professor Michael Beer says companies should do on a regular basis. "Business success is a function of fit between a host of key variables within an organization," he says. "Strategy, values, culture, employees, systems, organizational design, and the... View Details
        Keywords: by Judith A. Ross
        • 28 Jul 2008
        • Research & Ideas

        Making the Decision to Franchise (or not)

        challenge of serving customers with different preferences and behaviors when that model is stretched across multiple markets." As a starting point in their research, the authors focused on the organizational decision to franchise or not... View Details
        Keywords: by Julia Hanna; Retail
        • September 2005
        • Case

        IBM Network Technology (A) (Abridged)

        By: Michael L. Tushman
        An unconventional manager within IBM leads the creation of a business unit with multibillion-dollar potential, winning over customers and nudging the organization to make the changes needed to achieve dramatic growth. Exemplifies how organizational design and... View Details
        Keywords: Organizational Design; Management Teams; Leadership Style; Growth and Development; Growth and Development Strategy; Employees; Information Technology Industry
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