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  • 22 Mar 2017
  • Research & Ideas

What's the Ideal Frequency for a Sales Quota?

spend more than $800 billion annually on those efforts. Sales compensation plans are at the center of all this activity, the primary tool managers use to motivate and incentivize salespeople. Sales reps feed on two forms of compensation:... View Details
Keywords: by Carmen Nobel
  • April 2025
  • Technical Note

Skills-First Talent Management: Engagement and Retention

By: Boris Groysberg, Nicole Zelazko, Robin Abrahams and Katherine Connolly Baden
The third in a series, this note describes the significance of employee engagement and retention, explores the relationship between these two pillars and skills-first talent management, and covers the major drivers of engagement and retention. The other two notes are:... View Details
Keywords: Talent and Talent Management; Employee Relationship Management; Retention; United States
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Groysberg, Boris, Nicole Zelazko, Robin Abrahams, and Katherine Connolly Baden. "Skills-First Talent Management: Engagement and Retention." Harvard Business School Technical Note 425-021, April 2025.
  • March 1985 (Revised July 1986)
  • Case

Springs Industries: Textile Manufacturing--1983 (B)

By: Kim B. Clark
Keywords: Buildings and Facilities; Planning; Human Resources; Management
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Clark, Kim B. "Springs Industries: Textile Manufacturing--1983 (B)." Harvard Business School Case 685-064, March 1985. (Revised July 1986.)
  • May 2004
  • Article

Underwater Options and the Dynamics of Executive Pay-to-Performance Sensitivities

By: Brian J. Hall and Thomas A. Knox
Keywords: Management; Compensation and Benefits; Performance
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Hall, Brian J., and Thomas A. Knox. "Underwater Options and the Dynamics of Executive Pay-to-Performance Sensitivities." Journal of Accounting Research 42, no. 2 (May 2004).
  • Article

See No Evil, Hear No Evil, Speak No Evil" - Leaders Must Respond to Employee Concerns About Wrongdoing

By: Bob Gandossy and Rosabeth M. Kanter
Keywords: Employee Relationship Management
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Gandossy, Bob, and Rosabeth M. Kanter. See No Evil, Hear No Evil, Speak No Evil" - Leaders Must Respond to Employee Concerns About Wrongdoing." Business and Society Review 107, no. 4 (Winter 2002): 415–422.
  • August 1996
  • Case

ThermoLase

By: William A. Sahlman and Andrew S. Janower
John Hansen, CEO of ThermoLase, must develop a plan of action to exploit the company's new development-stage revolutionary hair removal technology with negligible revenues and a $500 million market capitalization. This nascent public Thermo Electron spin out company... View Details
Keywords: Business or Company Management; Corporate Entrepreneurship; Venture Capital; Business Strategy; Growth and Development Strategy; Business Plan; Beauty and Cosmetics Industry
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Sahlman, William A., and Andrew S. Janower. "ThermoLase." Harvard Business School Case 897-002, August 1996.
  • October 1993 (Revised December 1998)
  • Supplement

Erik Peterson (D)

By: John J. Gabarro
Implicitly raises the question of what Peterson should do to extricate himself from his difficulties. Should he consider resignation, go directly to the company's president to seek relief, or clarify the situation within the company? A redisguised version of an earlier... View Details
Keywords: Employee Relationship Management; Resignation and Termination; Leadership
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Gabarro, John J. "Erik Peterson (D)." Harvard Business School Supplement 494-008, October 1993. (Revised December 1998.)
  • 09 Nov 2015
  • Working Paper Summaries

Toxic Workers

Keywords: by Dylan Minor
  • 11 Jul 2011
  • Research & Ideas

Non-competes Push Talent Away

disturbed that nobody had mentioned the non-compete before he accepted the job, Marx signed willingly, assuming such documents were commonplace. “It's clear that that inventors are leaving states that enforce non-competes for states that don't." Fast-forward a few... View Details
Keywords: by Carmen Nobel; Technology
  • 03 Jun 2014
  • First Look

First Look: June 3

quite limited. The best path forward involves extensive experimentation and careful evaluation. Publisher's link: http://press.uchicago.edu/ucp/books/book/distributed/I/bo18508109.html August 2013 Advances in Strategic Management The... View Details
Keywords: Sean Silverthorne
  • November 2020 (Revised November 2020)
  • Case

Daily Table

By: José B. Alvarez, Zeynep Ton and Annelena Lobb
Daily Table is a case about a grocery chain with two outposts in Boston neighborhoods Dorchester and Roxbury. Its mission is to provide healthy food at lower prices to people in lower-income neighborhoods. The case explores Daily Table’s responsibility to its employees... View Details
Keywords: Grocery; COVID-19 Pandemic; Food; Nonprofit Organizations; Employees; Wages; Employee Relationship Management; Boston
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Alvarez, José B., Zeynep Ton, and Annelena Lobb. "Daily Table." Harvard Business School Case 521-025, November 2020. (Revised November 2020.)
  • January 2020
  • Case

Ureed.com: The Marketplace for Language

By: Ashley V. Whillans, Esel Çekin and Alpana Thapar
Jordanian entrepreneur, Nour Al Hassan, founded Tarjama in 2008, tapping into an underserved and high demand need: Arabic translation service. Its lean model comprised of hiring full-time employees, mainly women, who worked from home. It steadily grew over the... View Details
Keywords: Language Translation; Freelancers; Entrepreneurship; Human Resources; Management; Expansion; Quality; Growth and Development Strategy
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Whillans, Ashley V., Esel Çekin, and Alpana Thapar. "Ureed.com: The Marketplace for Language." Harvard Business School Case 920-038, January 2020.
  • February 1994 (Revised July 2007)
  • Case

Richard Jenkins

By: John J. Gabarro and Andrew P. Burtis
Written from the point of view of Richard Jenkins, the president of CelluComm. Presents his reflections on the series of events leading to the firing of one of CelluComm's general managers, Erik Peterson. A rewritten version of an earlier case. View Details
Keywords: Resignation and Termination; Management Teams; Rank and Position; Communications Industry
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Gabarro, John J., and Andrew P. Burtis. "Richard Jenkins." Harvard Business School Case 494-113, February 1994. (Revised July 2007.)
  • 17 Dec 2001
  • Research & Ideas

Becoming the Next Real Estate Mogul

saw—that's a ton of fun," he said. There was general agreement on this point, but land and buildings aren't always part of the equation when it comes to calculating the industry's appeal, added Vincent J. Constantini, founder and View Details
Keywords: by Julia Hanna; Construction; Real Estate
  • December 2002 (Revised October 2013)
  • Case

Williams, 2002

By: Joshua Coval, Robin Greenwood and Peter Tufano
Williams, a Tulsa, Oklahoma-based firm in various energy businesses, must decide whether to accept a financing package offered by Berkshire Hathaway and Lehman Brothers. The proposed one-year credit facility would provide the firm with financial resources in a... View Details
Keywords: Financial Management; Crisis Management; Credit; Capital Structure; Financial Strategy; Financing and Loans; Financial Instruments; Energy Industry; United States
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Coval, Joshua, Robin Greenwood, and Peter Tufano. "Williams, 2002." Harvard Business School Case 203-068, December 2002. (Revised October 2013.)
  • 04 Oct 2024
  • In Practice

Research-Based Advice for the Seasonally Overwhelmed and Schedule Challenged

ambition. “Hubris and the ubiquity of devices configured to interrupt us make focused work a near impossibility for many.” Time management principles at work are well understood, just terribly hard to implement. View Details
Keywords: by Rachel Layne
  • October 2015
  • Article

The Value of Bosses

By: Edward P. Lazear, Kathryn L. Shaw and Christopher Stanton
How and by how much do supervisors enhance worker productivity? Using a company-based data set on the productivity of technology-based services workers, supervisor effects are estimated and found to be large. Replacing a boss who is in the lower 10% of boss quality... View Details
Keywords: Supervisors; Management Skills; Employees; Performance Productivity
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Lazear, Edward P., Kathryn L. Shaw, and Christopher Stanton. "The Value of Bosses." Journal of Labor Economics 33, no. 4 (October 2015): 823–861.
  • 03 Nov 2022
  • Op-Ed

Feeling Separation Anxiety at Your Startup? 5 Tips to Soothe These Growing Pains

early employees often find themselves with managers between them and the founders. This can create separation anxiety that manifests in different ways—from temper tantrums in meetings to disengagement and generally bad behavior—and can be... View Details
Keywords: by Julia Austin
  • 2013
  • Chapter

The Welfare State as an Investment Strategy: Denmark’s Flexicurity Policies

By: Arthur Daemmrich and Thomas Bredgaard
This chapter examines how the welfare state can serve as a national strategy to invest in economic competitiveness and sustainable national prosperity, as well as the significant challenges associated with operating an open economy in a period of increased labor... View Details
Keywords: Open Economy; Welfare; Competitive Advantage; Economic Growth; Human Capital; Government and Politics; Denmark
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Daemmrich, Arthur, and Thomas Bredgaard. "The Welfare State as an Investment Strategy: Denmark’s Flexicurity Policies." Chap. 7 in The Oxford Handbook of Offshoring and Global Employment, by Ashok Bardhan, Dwight M. Jaffee, and Cynthia A. Kroll, 159–179. Oxford University Press, 2013.
  • 2022
  • Book

Decision Leadership: Empowering Others to Make Better Choices

By: Don A. Moore and Max H. Bazerman
When we think of leaders, we often imagine lone, inspirational figures lauded for their behaviors, attributes, and personal decisions, and leadership books often reinforce that view. However, this approach ignores a leader’s mission to empower others. Applying decades... View Details
Keywords: Empowerment Leadership; Leadership; Employees; Decision Making; Management Style
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Moore, Don A., and Max H. Bazerman. Decision Leadership: Empowering Others to Make Better Choices. New Haven: Yale University Press, 2022.
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