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  • All HBS Web  (1,495)
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  • All HBS Web  (1,495)
    • People  (1)
    • News  (451)
    • Research  (664)
    • Events  (10)
    • Multimedia  (56)
  • Faculty Publications  (401)
← Page 17 of 1,495 Results →
  • April 2014
  • Article

The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales

By: Ian Larkin
This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage... View Details
Keywords: Incentives; Motivation; Compensation; Gaming; Sales Force Management; Motivation and Incentives; Salesforce Management; Software; Compensation and Benefits; Information Technology Industry
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Larkin, Ian. "The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales." Journal of Labor Economics 32, no. 2 (April 2014): 199–227.
  • 19 Jul 2020
  • News

Remote Work Revolution

  • 26 Jan 2020
  • News

How to Overturn Workplace Prejudice about ‘Foreign’ Accents

  • 14 Sep 2007
  • Research & Ideas

How to Profit from Scarcity

the right place at the right price. Coca-Cola's mantra always has been to be within an arm's reach of desire. To be out of stock is to lose a sale or, worse, to lose a sale to a competitor. But marketers also understand that, by using the illusion of scarcity, they can... View Details
Keywords: by John Quelch; Consumer Products; Advertising
  • September 2021
  • Case

Publicis Groupe 2021: Changing Nearly Everything

By: Rosabeth Moss Kanter, Tonia Labruyere and Vincent Dessain
After succeeding long-time CEO Maurice Levy as top leader of the world’s third largest advertising, marketing, and communications company, headquartered in France, Arthur Sadoun accelerates digital transformation through a new platform drawing on talent from any of the... View Details
Keywords: COVID-19 Pandemic; Change Management; Transition; Transformation; Leadership; Digital Transformation; Advertising Industry; France; United States
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Kanter, Rosabeth Moss, Tonia Labruyere, and Vincent Dessain. "Publicis Groupe 2021: Changing Nearly Everything." Harvard Business School Case 322-050, September 2021.
  • 05 Sep 2020
  • News

Piercing the Fog of Zoom

  • 22 Oct 2019
  • Video

The 2018-19 Blavatnik Fellows Embark on their Next Ventures

  • May 2020
  • Case

M-Lab: Enabling Innovation at Mitsubishi Corporation

By: Krishna Palepu and Allison M. Ciechanover
M-Lab’s founding goals were to infuse an innovation mindset into Mitsubishi Corporation; to catalyze new business opportunities; and to enable a dialogue between Japanese business and Silicon Valley. M-Lab housed representatives from each of Mitsubishi Corporation’s... View Details
Keywords: Business Ventures; Disruption; Transformation; Corporate Entrepreneurship; Multinational Firms and Management; Innovation and Management; Innovation Strategy; Organizational Change and Adaptation; Japan; United States
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Palepu, Krishna, and Allison M. Ciechanover. "M-Lab: Enabling Innovation at Mitsubishi Corporation." Harvard Business School Case 120-061, May 2020.
  • 14 Feb 2019
  • Video

Entrepreneurial Journeys of the 2018-19 Blavatnik Fellows

    Bigbelly

    To accelerate Bigbelly's sales growth and its "smart cities" positioning, its CEO planned to shift his company from equipment sales to a subscription service. Jack Kutner hoped to re-position Bigbelly's solar-powered trash compacting stations beyond trash and... View Details
    • 2019
    • Chapter

    Origins and Development of Global Business

    By: Geoffrey Jones
    This chapter explores how business enterprises have been powerful actors in the spread of global capitalism between 1840 and the present day. Emerging out of the industrialized Western economies, global firms created and co-created markets and ecosystems through their... View Details
    Keywords: Global Business; Multinational; Globalization; Business History; Strategy; Africa; Asia; Europe; Latin America; Middle East; North and Central America; Oceania
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    Jones, Geoffrey. "Origins and Development of Global Business." Chap. 2 in The Routledge Companion to the Makers of Global Business, edited by Teresa da Silva Lopes, Christina Lubinski, and Heidi J.S. Tworek, 17–34. New York: Routledge, 2019.
    • September 2004 (Revised January 2005)
    • Case

    IBM: Ordering Midrange Computers in Europe

    IBM Europe is trying to expand business-to-business (B2B) efforts with its large distributors of midrange systems. These efforts aim to automate many transactions and business processes, removing the need for human involvement. IBM has completed an initial project with... View Details
    Keywords: Customer Relationship Management; Information Technology; Information Infrastructure; Marketing Channels; Distribution Channels; Information Technology Industry; Computer Industry; Germany; United States
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    McAfee, Andrew P., and Michael Otten. "IBM: Ordering Midrange Computers in Europe." Harvard Business School Case 605-022, September 2004. (Revised January 2005.)
    • 23 Feb 2021
    • News

    Why remote workers are moving to small towns and cities

    • 04 May 2021
    • News

    Best Buy Savior Hubert Joly Details a New Approach to Leadership

    • April 2022
    • Teaching Note

    CVS Health: Prescription for Transformation

    By: Rosabeth Moss Kanter and Catarina Martinez
    In 2021, new CEO Karen Lynch (named the most powerful woman in business) considered the next transformation phase for CVS Health (a Fortune 5 corporate giant). The 2018 acquisition of Aetna insurance brought her to the company as part of its long evolution from a... View Details
    Keywords: Health; COVID-19 Pandemic; Primary Care; Leadership; Change Management; Women Executives; Retail; Pharmacy; Pharmacy Benefit Manager; Clinical Trials; Vaccination; Acquisition; Innovation and Invention; Transformation; Retail Industry; Pharmaceutical Industry; Health Industry; United States
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    Kanter, Rosabeth Moss, and Catarina Martinez. "CVS Health: Prescription for Transformation." Harvard Business School Teaching Note 322-122, April 2022.
    • September 2020
    • Teaching Note

    Miami's Tech Future (B): Building the Entrepreneurial Ecosystem

    By: Rosabeth Moss Kanter and Joyce J. Kim
    In 2017, Miami was rated #1 among U.S. cities for startups, but about 40th for “scale-ups” – growth companies. This case shows how leaders of incubators and accelerators supported startups and a culture of entrepreneurship, but also describes some factors limiting... View Details
    Keywords: Scaling; Growth; Startup; Community Impact; Community Relations; Business Startups; Entrepreneurship; Information Technology; Growth and Development Strategy; Business and Community Relations; Miami; Florida
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    Kanter, Rosabeth Moss, and Joyce J. Kim. "Miami's Tech Future (B): Building the Entrepreneurial Ecosystem." Harvard Business School Teaching Note 321-045, September 2020.
    • October 2024 (Revised April 2025)
    • Case

    Nvidia

    By: Andy Wu and Matt Higgins
    This case study examines Nvidia's strategic pivot from gaming GPUs to becoming a leader in general-purpose computing and AI. It explores how Nvidia leveraged its GPU architecture to dominate the growing fields of data center acceleration and AI training, outpacing... View Details
    Keywords: Strategy; Technological Innovation; AI and Machine Learning; Product Development; Manufacturing Industry; Technology Industry; Electronics Industry; United States; China; Taiwan
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    Wu, Andy, and Matt Higgins. "Nvidia." Harvard Business School Case 725-383, October 2024. (Revised April 2025.)
    • November 2017 (Revised September 2020)
    • Supplement

    Miami's Tech Future (B): Building the Entrepreneurial Ecosystem

    By: Rosabeth Moss Kanter
    In 2017, Miami was rated #1 among U.S. cities for startups, but about 40th for “scale-ups” – growth companies. This case shows how leaders of incubators and accelerators supported startups and a culture of entrepreneurship, but also describes some factors limiting... View Details
    Keywords: Scaling; Growth; Startup; Community Engagement; Community Impact; Community Relations; Business Startups; Entrepreneurship; Information Technology; Growth and Development Strategy; Business and Community Relations; Miami; Florida
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    Kanter, Rosabeth Moss. "Miami's Tech Future (B): Building the Entrepreneurial Ecosystem." Harvard Business School Supplement 318-034, November 2017. (Revised September 2020.)
    • 04 Apr 2016
    • News

    Tom Tierney, Cofounder and Chairman of The Bridgespan Group, to Address Graduating Students on Class Day

    • September 2018 (Revised August 2019)
    • Case

    The Progressive Corporation, 2018

    By: John R. Wells and Benjamin Weinstock
    In early 2019, The Progressive Corporation (Progressive), the USA’s third-largest auto insurance writer, reported earned premiums were up 20% in 2018 compared to the previous year, and net income was up 64%. Direct sales of personal auto policies rose 21%, while agent... View Details
    Keywords: Insurance Companies; Strategic Analysis; Strategic Decisions; Customer Acquisition; Customer Experience; Customer Lifetime Value; Policy Implementation; Competitors; Auto Insurance; Vehicle; Progressive; Allstate; State Farm; GEICO; Implementation; Insurance; Customer Value and Value Chain; Growth Management; Competitive Strategy; Insurance Industry
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    Wells, John R., and Benjamin Weinstock. "The Progressive Corporation, 2019." Harvard Business School Case 719-413, September 2018. (Revised August 2019.)
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