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  • 30 Apr 2024
  • Book

When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

introduced, and the hourly wage system was replaced by a system of base pay with productivity incentives for meeting targets. Service advisers were given product-specific sales quotas—sell so many brake jobs, shock absorbers, alignments,... View Details
Keywords: by Dina Gerdeman
  • 16 May 2023
  • HBS Case

How KKR Got More by Giving Ownership to the Factory Floor: ‘My Kids Are Going to College!’

One thing that stuck with Pete Stavros from the dinner-table conversations of his youth was that capitalism seemed fundamentally broken for his father, who earned an hourly wage working construction. The incentive was not there for... View Details
Keywords: by Avery Forman
  • 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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  • 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
  • 17 Jan 2024
  • Research & Ideas

Are Companies Getting Away with 'Cheap Talk' on Climate Goals?

Companies regularly set ambitious climate goals, but these plans often end up like many people’s New Year’s resolutions: unmet aspirations that quietly fizzle out. While companies often gain positive media attention by trumpeting plans for reducing greenhouse gas... View Details
Keywords: by Tim Gray
  • February 1979
  • Article

Effects of External Evaluation on Artistic Creativity

By: T. M. Amabile
Examined the conditions under which the imposition of an extrinsic constraint upon performance of an activity can lead to decrements in creativity. 95 female undergraduates worked on an art activity either with or without the expectation of external evaluation. In... View Details
Keywords: Creativity; Social Psychology; Performance Evaluation; Motivation and Incentives; Situation or Environment
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  • Research Summary

Corporate Governance

By: Charles C.Y. Wang

The characteristics and structure of boards of directors have important implications for firm performance. Professor Wang has found that firms with well-connected boards whose members have strong network connections provide economic benefits that are not immediately... View Details

  • 10 Dec 2013
  • First Look

First Look: December 10

from "real work." But when Google's people analytics team examined the value of managers, applying the same rigorous research methods the company uses in its operations, it proved the skeptics wrong. Mining data from employee surveys, View Details
Keywords: Sean Silverthorne
  • June 2000 (Revised July 2000)
  • Case

ORIX KK

By: Malcolm S. Salter and Andrew Eggers
Describes the challenges facing a Japanese financial services company as it attempts to maintain its ability to attract and retain talented employees. The CEO's ideas of corporate governance and evidence from the competitive labor environment suggest the need for more... View Details
Keywords: Corporate Governance; Compensation and Benefits; Motivation and Incentives; Management Analysis, Tools, and Techniques; Geographic Location; Financial Services Industry; Japan
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  • 24 Jun 2008
  • First Look

First Look: June 24, 2008

education networks. We find that portfolio managers place larger bets on firms they are connected to through their network, and perform significantly better on these holdings relative to their non-connected holdings. A replicating... View Details
Keywords: Martha Lagace
  • 08 Oct 2020
  • Research & Ideas

Keep Your Weary Workers Engaged and Motivated

by allocating rewards and resources for both traditional performance and for learning activities. What has changed and what hasn’t? The four drives themselves, fundamental to human psychology, have not changed. The COVID-19 pandemic has... View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 18 Feb 2015
  • First Look

First Look: February 18

power. Publisher's link: http://www.hachettebookgroup.com/titles/amy-cuddy/presence/9780316256575/ February 2015 Prentice Hall Managerial Accounting: Making Decisions and Evaluating Performance By: Datar, Srikant M., and Madhav V. Rajan... View Details
Keywords: Sean Silverthorne
  • January 2011 (Revised March 2011)
  • Case

Development and Promotion at North Atlantic Hospital

By: Boris Groysberg, Lisa Leffert, Kerry Herman and Libby Williams
Dr. Elizabeth Harris, Chair of the Department of Anesthesiology (DA) at North Atlantic Hospital (NAH), faces several significant challenges. Staff satisfaction surveys confirmed her assessment that department faculty morale was low, the tenure and promotion system was... View Details
Keywords: Training; Employees; Retention; Performance Evaluation; Personal Development and Career; Motivation and Incentives; Health Industry
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  • 22 Aug 2007
  • Research & Ideas

The Hedge Fund as Activist

Managers of public corporations sometimes need to be reminded that they work for shareholders. Without proper monitoring, managers may receive excess compensation or perks, or misuse free cash flow. Historically, poorly performing... View Details
Keywords: by Robin Greenwood; Financial Services
  • 28 Sep 2009
  • Research & Ideas

Improving Accountability at the World Bank

public participation, supported by improved staff incentives and performance appraisals. Systematically incorporate public participation in decision-making at each stage of its project/policy cycles. Improve... View Details
Keywords: by Alnoor Ebrahim
  • June 2001
  • Teaching Note

Coordinating + Managing Supply Chains: Course Overview Note TN

By: Ananth Raman
Describes the MBA elective course on supply chain management at HBS. Coordinating and Managing Supply Chains focuses on the managerial aspects of supply chains. Acquaints students with practical issues in a variety of supply chains and then identifies barriers to, and... View Details
Keywords: Finance; Framework; Knowledge Use and Leverage; Management Practices and Processes; Managerial Roles; Marketing; Supply Chain Management; Performance Improvement; Planning; Behavior; Integration
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  • 2010
  • Working Paper

Making the Numbers? 'Short Termism' and the Puzzle of Only Occasional Disaster

By: Nelson P. Repenning and Rebecca Henderson
Much recent work in strategy and popular discussion suggests that an excessive focus on "managing the numbers"—delivering quarterly earnings at the expense of longer-term investments—makes it difficult for firms to make the investments necessary to build competitive... View Details
Keywords: Investment; Performance Improvement; Competitive Advantage; Earnings Management; Management Practices and Processes; Revenue; Quality; Competency and Skills; Motivation and Incentives; Auto Industry; United States
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  • 31 Jan 2012
  • First Look

First Look: Jan. 31

duties in firms incorporated in that state. This change limited managers' incentives to take actions favoring equity over debt for firms in the vicinity of financial distress. We show that this ruling increased the likelihood of equity... View Details
Keywords: Sean Silverthorne & Carmen Nobel
  • 29 Oct 2013
  • Research & Ideas

Do Employees Work Harder for Higher Pay?

know of the existence of the other groups. One group was given a lower starting pay rate ($3 per hour) and another a higher one ($4 per hour). Evaluating the work effort and performance of the low-pay versus the high-pay group, Malhotra... View Details
Keywords: by Chuck Leddy & Harvard Gazette
  • 28 Jul 2009
  • First Look

First Look: July 28

report, new CEO Hank McKinnell discusses Pfizer's performance goals and its acquisition of Pharmacia, which gave it control of the anti-arthritis drug Celebrex. In the 2005 report, McKinnell discusses his decision to keep Celebrex on the... View Details
Keywords: Martha Lagace

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