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  • All HBS Web  (954)
    • News  (50)
    • Research  (839)
    • Events  (1)
    • Multimedia  (1)
  • Faculty Publications  (386)

Show Results For

  • All HBS Web  (954)
    • News  (50)
    • Research  (839)
    • Events  (1)
    • Multimedia  (1)
  • Faculty Publications  (386)
← Page 18 of 954 Results →
  • 04 Mar 2013
  • Working Paper Summaries

The Dirty Laundry of Employee Award Programs: Evidence from the Field

Keywords: by Timothy Gubler, Ian Larkin & Lamar Pierce; Service
  • February 2008
  • Supplement

EFI, Inc. (B)

By: David B. Godes and Lauren Barley
This is a follow-on case to EFI, Inc. (A). It reports on Dean Mills' decision to implement a new compensation approach that pays 25% of salespeople's bonus, based on their individual sales of software add-on products. He also recommends making public each salesperson's... View Details
Keywords: Motivation and Incentives; Salesforce Management; Compensation and Benefits; Information Technology Industry
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Godes, David B., and Lauren Barley. "EFI, Inc. (B)." Harvard Business School Supplement 508-045, February 2008.
  • 06 May 2014
  • First Look

First Look: May 6

http://www.cambridge.org/US/academic/subjects/economics/economics-general-interest/democracy-and-its-elected-enemies-american-political-capture-and-economic-decline August 2013 Journal of Marketing Research Contingent Match Incentives... View Details
Keywords: Sean Silverthorne
  • April 2019 (Revised January 2025)
  • Case

Clear Link Technologies, LLC: Driving Sales with Peer Effects

By: Christopher Stanton, Richard Saouma and Olivia Hull
The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its... View Details
Keywords: Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States
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Stanton, Christopher, Richard Saouma, and Olivia Hull. "Clear Link Technologies, LLC: Driving Sales with Peer Effects." Harvard Business School Case 819-072, April 2019. (Revised January 2025.)
  • 27 Mar 2018
  • First Look

First Look at New Research, March 27, 2018

(benefits) for firms with weak (strong) nonfinancial performance and disclosure. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54302 Government Incentives and Financial Intermediaries:... View Details
Keywords: Sean Silverthorne
  • 28 May 2008
  • First Look

First Look: May 28, 2008

institutional theory, we hypothesize that ratings are particularly likely to spur responses from firms whose legitimacy is threatened—and thus are shamed—by these ratings. We extend existing theory by drawing on the strategic choice perspective to hypothesize that the... View Details
Keywords: Martha Lagace
  • April 2014
  • Article

Awards Unbundled: Evidence from a Natural Field Experiment

By: Nava Ashraf, Oriana Bandiera and Scott S. Lee
Organizations often use non-monetary awards to incentivize performance. Awards may affect behavior through several mechanisms: by conferring employer recognition, by enhancing social visibility, and by facilitating social comparison. In a nationwide health worker... View Details
Keywords: Social Comparison; Awards; Optimal Expectactions; Zambia; Status and Position; Performance Expectations; Motivation and Incentives; Health Care and Treatment; Health Industry; Zambia
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Ashraf, Nava, Oriana Bandiera, and Scott S. Lee. "Awards Unbundled: Evidence from a Natural Field Experiment." Journal of Economic Behavior & Organization 100 (April 2014): 44–63.
  • 16 Sep 2008
  • First Look

First Look: September 16, 2008

ethical dilemma for managers: Is it appropriate to let mere social category lines interfere with profit maximization? Download the paper: http://www.hbs.edu/research/pdf/06-033.pdf Performance Persistence in Entrepreneurship Authors:Paul... View Details
  • 20 Nov 2012
  • Working Paper Summaries

Pay Harmony: Peer Comparison and Executive Compensation

Keywords: by Claudine Gartenberg & Julie Wulf
  • March 2019
  • Article

Evidence of Upcoding in Pay-for-Performance Programs

By: Hamsa Bastani, Joel Goh and Mohsen Bayati
Recent Medicare legislation seeks to improve patient care quality by financially penalizing providers for hospital-acquired infections (HAIs). However, Medicare cannot directly monitor HAI rates and instead relies on providers accurately self-reporting HAIs in claims... View Details
Keywords: Medical Coding; Health Policy; Healthcare-acquired Conditions; Medicare; Health Care and Treatment; Policy; Performance Improvement; Quality; Measurement and Metrics; Government Legislation
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Bastani, Hamsa, Joel Goh, and Mohsen Bayati. "Evidence of Upcoding in Pay-for-Performance Programs." Management Science 65, no. 3 (March 2019): 1042–1060. (2015 INFORMS Health Applications Society best student (H. Bastani) paper award.)
  • 2012
  • Other Unpublished Work

Towards Efficiencies in Canadian Internet Traffic Exchange

By: Benjamin Edelman and Bill Woodcock
Canadian Internet access is heavily and unnecessarily dependent upon foreign infrastructure, especially U.S. infrastructure. This dependence imposes significant burdens upon Canadian Internet users:

* Service prices are higher than would be the case if... View Details
Keywords: Networks; Canada; Privacy; Technology Networks; Rights; Communication Technology; Internet; Ethics; Telecommunications Industry; Canada
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Edelman, Benjamin, and Bill Woodcock. "Towards Efficiencies in Canadian Internet Traffic Exchange." Canadian Internet Registration Authority, September 2012.
  • February 2022 (Revised January 2024)
  • Supplement

Winning Business at Russell Reynolds (C)

By: Ethan Bernstein and Cara Mazzucco
In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting—and... View Details
Keywords: Restructuring; Talent and Talent Management; Compensation and Benefits; Growth and Development Strategy; Organizational Change and Adaptation; Organizational Culture; Performance Evaluation; Motivation and Incentives; Consulting Industry
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Bernstein, Ethan, and Cara Mazzucco. "Winning Business at Russell Reynolds (C)." Harvard Business School Spreadsheet Supplement 422-703, February 2022. (Revised January 2024.)
  • 05 Sep 2007
  • First Look

First Look: September 5, 2007

  Working PapersDesigning a Two-Sided Platform: When to Increase Search Costs? Authors:Andrei Hagiu and Bruno Jullien Abstract We propose a model for analyzing an intermediary's incentives to increase the search costs incurred by... View Details
Keywords: Martha Lagace
  • July 2005 (Revised January 2011)
  • Case

Understanding Customer Profitability at Charles Schwab

By: Francisco de Asis Martinez-Jerez
Charles Schwab is transforming into a customer-centric organization. Central to this cultural and organizational change is the utilization of customer profitability at different decision-making levels. Examines several technical aspects of the ABC cost system, as well... View Details
Keywords: Organizational Change and Adaptation; Motivation and Incentives; Customer Relationship Management; Customer Value and Value Chain; Activity Based Costing and Management; Decision Making; Organizational Culture; Profit; Performance Evaluation; Budgets and Budgeting
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Martinez-Jerez, Francisco de Asis. "Understanding Customer Profitability at Charles Schwab." Harvard Business School Case 106-002, July 2005. (Revised January 2011.)
  • April 1997
  • Case

Peoria Engine Plant (A): (Abridged)

By: Robert S. Kaplan and Amy P. Hutton
Describes the cost control system used at an automobile engine plant for labor and overhead costs. The finance staff prepares daily, weekly, and monthly variance reports against budgets. Department supervisors, finance staff, and the plant manager discuss the use and... View Details
Keywords: Motivation and Incentives; Cost Management; Financial Reporting; Performance Improvement; Budgets and Budgeting; Auto Industry
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Kaplan, Robert S., and Amy P. Hutton. "Peoria Engine Plant (A): (Abridged)." Harvard Business School Case 197-099, April 1997.
  • Article

How to Really Motivate Salespeople

By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and... View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
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Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
  • January 2025 (Revised April 2025)
  • Case

Blue Frontier: Disrupting Air Conditioning

By: Rosabeth Moss Kanter and Jacob A. Small
Serial entrepreneur Daniel Betts founded Blue Frontier in South Florida to offer a climate-friendly solution to increase air conditioning efficiency and dehumidify using new technology he developed. Backed by significant venture capital, Blue Frontier had to choose... View Details
Keywords: Entrepreneurship; Climate Change; Environmental Sustainability; Technological Innovation; Market Entry and Exit; Performance Efficiency; Business Strategy; Florida
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Kanter, Rosabeth Moss, and Jacob A. Small. "Blue Frontier: Disrupting Air Conditioning." Harvard Business School Case 325-088, January 2025. (Revised April 2025.)
  • 20 Feb 2008
  • First Look

First Look: February 20, 2008

incentives based on valuation ratios, split announcement effects, and future returns, we find empirical support for the predictions in both time-series and firm-level data. Given the strong cross-sectional relationship between... View Details
Keywords: Martha Lagace
  • 28 Jan 2019
  • Research & Ideas

Forget Cash. Here Are Better Ways to Motivate Employees

sincere handwritten note explaining why the employee deserved the bonus. “If you can find a way to imbue meaning beyond the zeros in the cash reward,” says Whillans, “that same reward will go further.” Reconsider performance View Details
Keywords: by Dina Gerdeman
  • 08 Apr 2013
  • Research & Ideas

How to Demotivate Your Best Employees

award was out of their reach, their punctual behavior slipped back downhill. Larkin says this runs counter to what some people believe—that such an award program might instill a long-term pattern of on-time performance in workers. The... View Details
Keywords: by Dina Gerdeman; Service
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