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  • 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
Keywords: by Sean Silverthorne; Sports
  • 22 May 2007
  • First Look

First Look: May 22, 2007

evaluate their theory by looking at the design evolution of two software product platforms through the modeling lens of design structure matrices (DSMs) and design rule theory. Our analysis shows that DSM models and options theory can... View Details
Keywords: Martha Lagace
  • 12 Aug 2019
  • Research & Ideas

How Scale Changes a Manager's Responsibilities

to one of your managers, bring it up with the manager and put yourself in their shoes as you help them with this employee. Be empathetic and manage your power carefully. Product If you’re a product-centered CEO/founder (versus, say,... View Details
Keywords: by Julia Austin
  • 16 Jun 2020
  • Research & Ideas

Your Customers Have Changed. Here's How to Engage Them Again.

environment has resulted in volatility in purchases and productivity across idiosyncratic product categories, resulting in a net economic crisis of a type that has not been witnessed by anyone alive today.... View Details
Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service
  • 2010
  • Working Paper

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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  • 16 Dec 2014
  • First Look

First Look: December 16

technologies compete in production and innovation, in the sense that research can be directed to either clean or dirty technologies. If dirty technologies are more advanced to start with, the potential transition to clean technology can... View Details
Keywords: Sean Silverthorne
  • 28 Oct 2014
  • First Look

First Look: October 28

exchange for taking on the risk of young companies in uncertain environments, venture capitalists receive board level oversight privileges, which range from approval of budgets and advice on product development to the right to replace the... View Details
Keywords: Carmen Nobel
  • 20 Aug 2013
  • First Look

First Look: August 20

compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity across all segments; (2) overachievement... View Details
Keywords: Anna Secino
  • July 2012
  • Case

Performance Management at Vitality Health Enterprises, Inc.

By: John Bingham and Michael Beer
Vitality Health Enterprises, a medium-sized firm that manufactures health and personal care products, has experienced six straight quarters of strong revenue growth. James Hoffman, the new Senior Vice President of Human Resources, fears that the chain of success is... View Details
Keywords: Performance Evaluation; Motivation and Incentives; Compensation and Benefits; Talent and Talent Management; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; United States
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  • 25 Nov 2019
  • Research & Ideas

When Your Passion Works Against You

setting, the team collected data from the Canadian television show Dragons’ Den, where 177 entrepreneurs pitched their business ideas and products to a panel of five investors, called dragons, to solicit support. Would high-passion... View Details
Keywords: by Dina Gerdeman
  • May 2011
  • Article

The Power of Small Wins

By: Teresa M. Amabile and Steven J. Kramer
What is the best way to motivate employees to do creative work? Help them take a step forward every day. In an analysis of knowledge workers' diaries, the authors found that nothing contributed more to a positive inner work life (the mix of emotions, motivations, and... View Details
Keywords: Creativity; Interpersonal Communication; Employee Relationship Management; Leadership; Performance Effectiveness; Emotions; Motivation and Incentives; Groups and Teams; Collaborative Innovation and Invention; Innovation Leadership; Working Conditions; Management Practices and Processes; Management Skills; Mission and Purpose; Organizational Culture; Performance Productivity; Attitudes; Behavior; Happiness; Perception; Trust; Time Management; Resource Allocation; Business or Company Management; Goals and Objectives; Managerial Roles
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  • February 2016 (Revised February 2017)
  • Case

Greening Walmart: Progress and Controversy

By: Rebecca Henderson and James Weber
In 2005, Walmart, the world’s largest retailer, launched a sustainability initiative aimed at reducing waste and making the company more environmentally and socially conscious. By 2015, the company had made progress on multiple dimensions: energy efficiency in its... View Details
Keywords: Sustainability; Organizational Change and Adaptation; Business or Company Management; Motivation and Incentives; Reputation; Environmental Sustainability; Retail Industry; United States
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  • 16 Sep 2019
  • Research & Ideas

Crowdsourcing Is Helping Hollywood Reduce the Risk of Movie-Making

Wahlen of MIT Sloan—examine whether such “wisdom of the crowd” can beat the odds in predicting a blockbuster at a higher rate than the gut of an individual producer. "While some companies have used crowdsourcing as a way to make decisions on View Details
Keywords: by Michael Blanding; Motion Pictures & Video
  • 14 Jul 2009
  • First Look

First Look: July 14

incentives to invent the research inputs in the first place. We study the effects of increases in the number of required inputs on innovation activity and optimal patent policy. We find that the probability of introducing the final... View Details
Keywords: Martha Lagace
  • July 1990 (Revised October 1999)
  • Case

Nordstrom: Dissension in the Ranks? (A)

By: Robert L. Simons and Hilary Weston
In 1989, the performance measurement systems and compensation policies of Nordstrom Department Stores unexpectedly came under attack by employees, unions, and government regulators. The case describes the "sales-per-hour" monitoring and compensation system that many... View Details
Keywords: Performance Consistency; Performance Evaluation; Compensation and Benefits; Motivation and Incentives; Labor Unions; Salesforce Management; Retention; Growth and Development; Industrial Products Industry; Industrial Products Industry
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  • May 2013
  • Article

Sweatshop Labor Is Wrong Unless the Shoes Are Cute: Cognition Can Both Hurt and Help Motivated Moral Reasoning

By: Neeru Paharia, Kathleen Vohs and Rohit Deshpandé
The present research investigated the dual role of cognition as either an enabler of moral reasoning or self-interested motivated reasoning for endorsing sweatshop labor. Experiment 1A showed motivated reasoning: participants were more likely to endorse the use of... View Details
Keywords: Moral Sensibility; Motivation and Incentives; Working Conditions; Cognition and Thinking
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  • 22 Jul 2002
  • Research & Ideas

Is Performance-Based Pricing the Right Price for You?

game between buyer and seller in which one's gain is the other's loss. Pricing is at the center of this part. But, there is a second, win-win part of most buyer-seller relationships, including almost all business-to-business relationships. The win-win part often... View Details
Keywords: by Benson Shapiro; Manufacturing
  • 22 Mar 2011
  • First Look

First Look: March 22

the paper: http://www.hbs.edu/research/pdf/11-028.pdf Do Not Trash the Incentive! Monetary Incentives and Waste Sorting Authors:Alessandro Bucciol, Natalia Montinari, and Marco Piovesan Abstract This paper examines whether monetary View Details
Keywords: Sean Silverthorne
  • 16 Apr 2018
  • Research & Ideas

Can Consumers Be Saved From Their Misguided Decisions?

health, career—that an industry is evolving around motivating people to be smarter about their choices. The problem: solutions created by these researchers and other behavioral scientists, such as incentives to remind health care shoppers... View Details
Keywords: by Rachel Layne; Consulting; Retail
  • 23 Aug 2011
  • First Look

First Look: August 23

http://www.amacad.org/publications/Challenges.aspx Advertising, the Matchmaker Authors:Bharat N. Anand and Ron Shachar Publication:RAND Journal of Economics 42, no. 2 (summer 2011) Abstract We empirically study the informational role of advertising in matching... View Details
Keywords: Sean Silverthorne

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