Publications

March 2020 (Revised October 2020)
Module Note

Sales Force Compensation

By: Doug J. Chung

The author developed this note for scholars, educators, and practitioners that are interested in sales force compensation. It is based on the author’s investigations across a variety of organizations in multiple industries and provides a conceptual framework for the... View Details

Keywords: Sales Strategy; Sales Force Management; Sales Compensation; Salary; Commissions; Bonuses; Quota Setting/updating; Quota Frequency; Extrinsic Vs Intrinsic Motivation; Salesforce Management; Compensation and Benefits; Strategy

2004
Article

Do Firms Change Capabilities by Hiring New People? A Study of the Adoption of Science-based Drug Discovery

By: Rebecca M. Henderson, Nicola Lacetera and Iain Cockburn

Keywords: Selection and Staffing; Change; Science; Health; Information

Read Now

June 2008 (Revised January 2010)
Supplement

Name Your Price: Compensation Negotiation at Whole Health Management (C)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett

Supplements the (A) and (B) cases. View Details

Keywords: Compensation and Benefits; Negotiation; Health; Price; Health Industry

06 Nov 2008
Conference Presentation

Quality Management & Job Quality: How ISO 9001 Affects Employees & Employers

By: Michael W. Toffel

Keywords: Management; Employees; Quality; Standards

February 2009
Article

Getting Known by the Company You Keep: Publicizing the Qualifications and Former Associations of Skilled Employees

By: Peter Roberts and Mukti Khaire

When product quality cannot be ascertained in advance of purchase, producers must convince relevant audiences that they are worthy of consideration as quality players. We propose that quality-oriented producers will selectively publicize information about their skilled... View Details

Keywords: Competency and Skills; Employees; Product; Quality; Food and Beverage Industry; Australia

October 2005 (Revised June 2006)
Case

The Turnaround of Chris-Craft

By: William A. Sahlman, Geremy Connor, Brian Doherty, Andrew Murphy and Taylor Smith

Describes a set of issues confronting the owners of Chris-Craft, a manufacturer of high-end boats. The company can invest in new monobrand stores, new boat designs, and brand extensions (e.g., apparel). The owners have also recently purchased Indian Head Motorcycle out... View Details

Keywords: Entrepreneurship; Luxury; Brands and Branding; Manufacturing Industry; Motorcycle Industry; Entertainment and Recreation Industry; United States

November 2004
Article

Unemployment Benefits As a Substitute for a Conservative Central Banker

By: Rafael Di Tella and Robert MacCulloch

In the many years since their introduction, positive theories of inflation have rarely been tested. This paper documents a negative relationship between inflation and the welfare state (proxied by the parameters of the unemployment benefit program) that is to be... View Details

Keywords: Unemployment; Welfare State; Compensation and Benefits; Inflation and Deflation

Read Now

January 1990 (Revised March 1994)
Case

Accountants and Business Advisors, Inc.: City Office

Over the past several years both the share of women receiving accounting degrees and the share of women entering public accounting have risen substantially. However, the number of women holding senior positions, such as partner, remains low. This case provides data on... View Details

Keywords: Equality and Inequality; Retention; Gender; Accounting Industry

01 Nov 2022
News

Making Pay Equity Work for All

28 Jun 2021
News

4 Imperatives for Managing in a Hybrid World

14 May 2021
News

A Data-Driven Approach to Identifying — and Retaining — Top Employees

19 Jan 2021
News

How to Support an Employee with a Chronic Health Condition

19 Aug 2020
News

Are Your D&I Efforts Helping Employees Feel Like They Belong?

01 Sep 2020
News

How to Promote Racial Equity in the Workplace

Keywords: racism

September 2019
Exercise

Difficult Conversations (A)

By: Shikhar Ghosh and Shweta Bagai

The exercises can be used as a follow-up to the Yesware (A) case (#816-039), or in conjunction with any case that involves replacing a founding team member (and/or providing feedback to a top executive). This is a role-playing exercise, and has been carried out in the... View Details

Keywords: Firing; Feedback; Founders; Culture; Values; Neuroscience; Business Startups; Organizational Culture; Resignation and Termination; Communication; Emotions; Trust; Human Resources; Entrepreneurship

December 2010 (Revised November 2013)
Case

Talent Recruitment at frog design Shanghai

By: Robert G. Eccles, Amy C. Edmondson and Yi Kwan Chu

This case illustrates the complexity and importance of hiring decisions in the Chinese operation of a global design and innovation firm. View Details

Keywords: Selection and Staffing; Recruitment; Talent and Talent Management; Decision Making; Complexity; Innovation and Invention; Shanghai

Educators

January 2009 (Revised February 2009)
Case

Pitney Bowes: Employer Health Strategy

By: Michael E. Porter and Jennifer F Baron

Pitney Bowes, a Fortune 500 mail and document management firm, offered its first health plans in the years following World War II. Over the ensuing decades, Pitney Bowes adapted its approach to employee health amid rising health care costs, shifting employer attitudes... View Details

Keywords: Cost; Insurance; Policy; Health Care and Treatment; Compensation and Benefits; Employees; Corporate Strategy

Educators

September 2008
Case

Israeli Special Forces: Selection Strategy

By: Boris Groysberg, Tal Riesenfeld and Eliot Sherman

Ron Guntz, commander of recruiting for Israel's Special Forces, had been instructed by his superiors to evaluate the process by which he selected solders for a 20-month-long training program. Was the Army conducting this process in an ideal manner? The case examines... View Details

Keywords: Talent and Talent Management; Training; National Security; Recruitment; Selection and Staffing; Public Administration Industry; Israel

Educators

March 2008 (Revised October 2008)
Supplement

Lisa Sherman (B)

By: Bill George and Jens Audenaert

The case of Lisa Sherman (B) describes a highly successful executive at Verizon, who decides to leave the company because of the negative views of gays and lesbians expressed at a diversity training workshop, and her final meeting with Verizon CEO Ray Smith to describe... View Details

Keywords: Business or Company Management; Personal Development and Career; Retention; Resignation and Termination; Diversity; Government and Politics