Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (67) Arrow Down
Filter Results: (67) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (67)
    • News  (6)
    • Research  (47)
    • Events  (1)
  • Faculty Publications  (26)

Show Results For

  • All HBS Web  (67)
    • News  (6)
    • Research  (47)
    • Events  (1)
  • Faculty Publications  (26)
← Page 2 of 67 Results →

    Incentives versus Reciprocity: Insights from a Field Experiment

    We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

    • 2015
    • Working Paper

    Incentives versus Reciprocity: Insights from a Field Experiment

    By: Doug J. Chung and Das Narayandas
    We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
    Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
    Citation
    Read Now
    Related
    Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
    • 09 Sep 2015
    • HBS Seminar

    Judith A. Chevalier, Yale University

    • 02 Sep 2008
    • Research & Ideas

    Indulgence vs. Regret: Investing in Future Memories

    being toovirtuous and hard-working. She also presents a strategy to correct this behavior. Aside from influencing how people choose to live their lives, Keinan's findings have implications for marketers hoping to convince consumers to... View Details
    Keywords: by Julia Hanna
    • 03 Mar 2008
    • Research & Ideas

    Marketing Your Way Through a Recession

    need to know more than ever how consumers are redefining value and responding to the recession. Price elasticity curves are changing. Consumers take more time searching for View Details
    Keywords: by John Quelch
    • 01 Dec 2015
    • First Look

    December 1, 2015

    vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the... View Details
    Keywords: Sean Silverthorne
    • 2008
    • Working Paper

    An Investigation of Earnings Management through Marketing Actions

    By: Craig James Chapman and Thomas J. Steenburgh

    Prior research hypothesizes managers use "real actions," including the reduction of discretionary expenditures, to manage earnings to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used... View Details

    Keywords: Performance Expectations; Earnings Management; Marketing Strategy; Financial Reporting; Brands and Branding; Food and Beverage Industry
    Citation
    SSRN
    Read Now
    Related
    Chapman, Craig James, and Thomas J. Steenburgh. "An Investigation of Earnings Management through Marketing Actions." Harvard Business School Working Paper, No. 08-073, February 2008. (Revised February 2009, December 2009, June 2010, July 2010.)
    • 10 Jan 2011
    • Research & Ideas

    Is Groupon Good for Retailers?

    may file for an initial public offering by the end of 2011, according to the New York Times. "Groupon has attracted remarkable interest," says Harvard Business School professor Benjamin G. Edelman. "With the economy lagging, View Details
    Keywords: by Carmen Nobel; Advertising; Technology
    • 29 Oct 2008
    • Research & Ideas

    The Next Marketing Challenge: Selling to ’Simplifiers’

    Editor's Note: Harvard Business School professor John Quelch writes a blog on marketing issues, called Marketing Know: How, for Harvard Business Online. It is reprinted on HBS Working Knowledge. Watch out for a new brand of consumer in... View Details
    Keywords: by John Quelch; Consumer Products; Consumer Products; Consumer Products
    • 01 Apr 2024
    • In Practice

    Navigating the Mood of Customers Weary of Price Hikes

    outings, and becoming more strategic about their purchases. There's a renewed focus on investing in durable goods from reputable brands, seen as a long-term saving strategy despite the upfront cost. Slower rise, no return to pre-pandemic... View Details
    Keywords: by Rachel Layne; Consumer Products; Consumer Products
    • Web

    Faculty & Advisors | MBA

    all. Paul Clancy MBA, Columbia University; BS, Babson College Paul has worked in the biotech industry for the last twenty-three years and spent fourteen years in the consumer products industry. He served as the Chief Financial Officer for... View Details
    • 12 Mar 2024
    • HBS Case

    How Used Products Can Unlock New Markets: Lessons from Apple's Refurbished iPhones

    Some of Apple’s most loyal customers think nothing of upgrading to the latest iPhone every time one comes out. But what about consumers who can’t splurge on a $1,000 iPhone 15 Pro? And what about the electronic waste that would accrue if people threw away functional... View Details
    Keywords: by Rachel Layne; Electronics; Information Technology
    • 14 May 2008
    • Research & Ideas

    Getting Down to the Business of Creativity

    a three-year study of 238 professionals from seven companies in the high-tech, consumer products, and chemicals industries. Without revealing the focus of their study, they asked the subjects (all of whom were working on projects... View Details
    Keywords: by Julia Hanna; Retail; Apparel & Accessories; Fashion; Entertainment & Recreation
    • Web

    Technology & Innovation - Faculty & Research

    inserting themselves at every juncture in the customer's consumption chain. By decoupling—the act of separating activities that people are used to co-consuming—new digital businesses are disrupting retailing, telecom and other industries. Decoupling allows View Details
    • Web

    Behavioral Finance & Financial Stability

    is associated with a decline in total compensation, especially in variable pay. They also construct a new county-level uncertainty shock and find that local uncertainty shocks reduce county-level durable consumption. See Marco’s other... View Details
    • Web

    Buy Now, Pay Later &mdash Easy Payments: The Rise of Installment Selling

    in installments is an ancient one. In 1641, when the Pilgrims consolidated the “heavy burthens” they owed London creditors, they arranged to pay their debts in four annual “estallments.” 18 But it was mechanization and the mass production of View Details
    • 04 Feb 2002
    • Research & Ideas

    How a Juicy Brand Came Back to Life

    Quaker's hands, sold the brand to Cadbury Schweppes for about $1 billion. The turnaround would be astonishing in any industry, but especially in the beverage-marketing business, where short-lived brands are depressingly common. Snapple's View Details
    Keywords: by John Deighton; Food & Beverage
    • 12 Mar 2013
    • First Look

    First Look: March 12

    But there's a growing consensus that ads don't work on mobile devices; consumers just don't like them. Instead of creating tiny banner ads, smart marketers will turn to apps to reach customers and engage them. Effective apps will do one... View Details
    Keywords: Sean Silverthorne
    • Web

    Research - Behavioral Finance & Financial Stability

    that local uncertainty shocks reduce county-level durable consumption. See Marco’s other research here , Amir’s other research here , Rodney’s other research here , Vincent’s other research here , and Edison’s other research here . More... View Details

      Best-selling and New Cases by Ben Esty

      Best-Selling Cases:  

        1) Eaton: Portfolio Transformation & Cost of... View Details

      • ←
      • 1
      • 2
      • 3
      • 4
      • →
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Accessibility
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College.