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  • August 2017
  • Article

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; Salesforce Management; Compensation and Benefits
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  • 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
Related
  • 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
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  • 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
  • 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
  • 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
  • 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
  • Web

2024 Reunion Presentations - Alumni

large tech companies and retailers are making bold moves into the industry. These health care “entrants” aim to leverage their general skills in serving consumers to address barriers in health care delivery. Will these new entrants be... View Details