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- All HBS Web (632)
- Faculty Publications (255)
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- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
until they hit the right formula. In reality, that’s problematic, says Chung. “If you want to know if a compensation plan is working or not, you need to change the compensation plan and observe and measure... View Details
Keywords: by Michael Blanding
- 16 Apr 2001
- Research & Ideas
Breaking the Code of Change
reorganized itself around a market by function matrix structure intended to focus on customers. Compensation systems were aligned with culture change objectives. A skill-based pay system was installed in all production facilities to... View Details
Keywords: by Michael Beer & Nitin Nohria
- 23 Oct 2000
- Research & Ideas
The Strategy-Focused Organization
compensation systems linked to the scorecard and revising the planning and budgeting processes to support the strategy. They also reinforced the strategy and the scorecard at every opportunity, especially in their face-to-face meetings... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 12 Aug 2019
- Research & Ideas
How Scale Changes a Manager's Responsibilities
recalibrate everyone’s compensation down the road. The recalibration process is PAINFUL. Employees are driven by three major motivators: The work they do, the people they do it with, and fair View Details
Keywords: by Julia Austin
- 03 Oct 2017
- First Look
First Look at Research and Ideas, October 3, 2017
Tatiana Sandino Abstract—Using retail chain data, we study the effects of a tournament incentive plan incorporating objective and subjective criteria. In principle, such plans could motivate employees to perform both at a high level,... View Details
Keywords: by Sean Silverthorne
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
especially since many supervisors treat them as an afterthought, Cespedes says. “They’ll begin to pay attention to someone a few days before the performance review, and then it becomes mainly a compensation discussion about whether the... View Details
Keywords: by Dina Gerdeman
- 09 Apr 2019
- First Look
New Research and Ideas, April 9, 2019
Abstract—Understanding why employees go the extra mile at work is a key problem for many organizations. We conduct a field experiment at a medical organization to study motivations for employees to submit... View Details
Keywords: Dina Gerdeman
- Teaching Interest
Managing Human Capital: Keeping Hope Alive in Organizations (Not offered 2013-2014)
Managing Human Capital has been specifically designed to teach practical skills for the general manager who seeks to manage both other people and his or her own career with optimal effectiveness. Any and all students who believe they will need to effectively manage... View Details
- 28 Sep 2011
- Research & Ideas
The Profit Power of Corporate Culture
real wages have not been increasing, although compensation often falls rather low on the list of things that employees seek out of the employment "deal." Q: What is the culture cycle? A: The... View Details
Keywords: by Sean Silverthorne
- 20 Apr 2021
- Book
A Simple Question That Can Guide Companies to Epic Success
confer. At the bottom of the value stick, employee WTS is the lowest compensation a person is willing to accept for performing a particular type of work. Pay an employee less... View Details
Keywords: by Danielle Kost
- 24 Jan 2005
- Research & Ideas
Rethinking Activity-Based Costing
per time unit of supplying capacity. For example, if employees receive an 8 percent compensation increase, the resource cost rate in our example increases from $0.80 per supplied minute to $0.864 per minute.... View Details
Keywords: by Robert S. Kaplan & Steven R. Anderson
- 22 Jun 2010
- First Look
First Look: June 22
self-sorting, and manager-directed joint learning. It shows that such culture will be stronger among more important employees and in older and more successful firms where employees make important decisions... View Details
Keywords: Martha Lagace
- 14 Aug 2006
- HBS Case
On Managing with Bobby Knight and “Coach K”
experiences as managers when a stern approach helped set an employee on a more productive course. Soon, many students are rethinking their position. "The ones that say they couldn't imagine learning from someone like a Coach Knight,... View Details
- 25 Oct 2011
- First Look
First Look: October 25
the case also provides detail on salesforce's 1-1-1 business model, whereby the company contributes 1% of product, 1% of equity, and 1% of employee hours back to the communities it serves. Purchase this... View Details
Keywords: Sean Silverthorne
- 03 Jun 2022
- Research & Ideas
In a Work-from-Anywhere World, How Remote Will Workers Go?
the benefits of the “work-from-anywhere” movement for both companies and workers. “There’s been brain drain from small towns into large urban clusters, but I don't think we have seen the spatial redistribution that we could potentially see because of work from... View Details
Keywords: by Kara Baskin
- 16 Jul 2020
- Research & Ideas
Restaurant Revolution: How the Industry Is Fighting to Stay Alive
and 8 million employees out of work—three times the job losses seen by any other industry. While some restaurants began reopening in May and June, most featured only takeout, delivery, or outdoor dining options due to local restrictions.... View Details
- 28 Apr 2015
- First Look
First Look: April 28
financial and nonfinancial measures, some envisioned its role only in formulaic compensation contracts. We describe an alternative view, in which the scorecard's formal measures are created and used for informal management, with... View Details
Keywords: Sean Silverthorne
- 02 Jul 2018
- Research & Ideas
Corporate Tax Cuts Don't Increase Middle Class Incomes
Halfpoint In the worlds of economic theory and conservative political orthodoxy, corporate tax cuts, such as the 2017 tax reform in the United States, should create benefits beyond businesses. As the thinking goes, middle class workers will see their View Details
Keywords: by Roberta Holland
- 06 Jan 2016
- What Do You Think?
Why Do Leaders Get Their Timing Wrong?
suggested. They included such things as Fizzinnf’s suggestion that we merely ask employees whether their needs are being met, a factor contributing to a leader’s “exercise of judgment and discretion.” Mauro Ghilardi commented that “The... View Details
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
higher-ups. 3. Create transparency surrounding compensation and benefits. To encourage gender equity regarding compensation and career development, your company should codify and publish opportunities and... View Details