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  • November 2016 (Revised December 2016)
  • Module Note

Strategy Execution Module 12: Aligning Performance Goals and Incentives

By: Robert Simons
This module reading explains how managers use performance goals and incentives to ensure that employee actions align with the overall business strategy of the organization. The module begins by discussing how managers use goals to communicate business strategy, the... View Details
Keywords: Management Control Systems; Implementing Strategy; Execution; Performance Goals; Performance Measures; Incentives; Benchmarks; Motivation; Compensation; Bonuses; Strategy
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  • March 2002
  • Background Note

Incentive Strategy Within Organizations

By: Brian J. Hall
This case serves as a supplement to any course on incentive design and implementation. The analysis first locates incentive strategy within the larger structure of organizations and markets and then helps to define the central components and difficulties of incentive... View Details
Keywords: Motivation and Incentives; Compensation and Benefits; Performance Evaluation; Strategy; Situation or Environment; Problems and Challenges
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  • February 2020
  • Article

Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

By: Rachel Gershon, Cynthia Cryder and Leslie K. John
While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial... View Details
Keywords: Incentives; Prosocial Behavior; Judgment And Decision-making; Referral Rewards; Motivation and Incentives; Consumer Behavior; Decision Making
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  • 01 Sep 2012
  • News

Compensation Practices and Incentives

  • 2014
  • Other Unpublished Work

No Margin, No Mission? A Field Experiment on Incentives for Public Services Delivery

By: Nava Ashraf, Oriana Bandiera and Kelsey Jack
A substantial body of research investigates the effect of pay for performance in firms, yet less is known about the effect of non-financial rewards, especially in organizations that hire individuals to perform tasks with positive social spillovers. We conduct a field... View Details
Keywords: Incentives; Non-monetary Rewards; Intrinsic Motivation; Mission and Purpose; Social Enterprise; Motivation and Incentives
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  • Article

New Interest in Incentive Financing

By: Samuel Hayes
The article presents the findings of a study on incentive financings as they apply to institutional investors, particularly life insurance company investors. The author made contact with investment officers in 29 insurance companies, and have collected a considerable... View Details
Keywords: Motivation and Incentives; Financing and Loans; Institutional Investing
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    Incentives for Bad Science

    Randomized controlled trials (RCTs) inform medical practice, health care delivery, follow-on research, regulation, and health policy. Yet, many RCTs are inadequately randomized, blinded, and reported. To analyze scientists' and firms' incentives to meet clinical trial... View Details
    • April 2019
    • Article

    Incentives for Public Goods Inside Organizations: Field Experimental Evidence

    By: Andrea Blasco, Olivia S. Jung, Karim R. Lakhani and Michael Menietti
    Understanding why employees go the extra mile at work is a key problem for many organizations. We conduct a field experiment at a medical organization to study motivations for employees to submit project proposals for organizational improvement. In total, we analyze... View Details
    Keywords: Field Experiment; Innovation; Contest; Incentives; Free-rider Problem; Healthcare Organizations; Employees; Motivation and Incentives; Innovation and Invention; Organizations; Performance Improvement; Perspective
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    • March 2021
    • Article

    Active Choice, Implicit Defaults, and the Incentive to Choose

    By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
    Home-delivered prescriptions have no delivery charge and lower copayments than prescriptions picked up at a pharmacy. Nevertheless, when home delivery is offered on an opt-in basis, the take-up rate is only 6%. We study a program that makes active choice of either home... View Details
    Keywords: Active Choice; Defaults; Implicit Defaults; Incentives; Consumer Behavior; Decision Choices and Conditions; Motivation and Incentives
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    • 16 Jun 2020
    • Working Paper Summaries

    Government Incentives for Entrepreneurship

    Keywords: by Josh Lerner
    • Research Summary

    Motivation and Incentive Design

    Professor Ashraf's research in motivation and incentives focuses on how to design incentives in sectors where it is important that individuals are motivated by service, such as healthcare or environmental conservation. An important lever is the... View Details

    • Research Summary

    Non-Financial Incentives

    My research shows how firms combine many facets of internal governance to motivate managers. A perspective that underlies much of my research is that managers are not motivated by financial rewards alone: “it’s not just about the... View Details

    • 2024
    • Working Paper

    Corporate Culture Homogeneity and Top Executive Incentive Design: Evidence from CEO Compensation Contracts

    By: Dennis Campbell, Ruidi Shang and Zhifang Zhang
    We examine how corporate cultures characterized by high degrees of homogeneity in the underlying values and beliefs of organizational members are related to the design of CEO incentive compensation contracts. We argue that culture homogeneity within firms lowers... View Details
    Keywords: Corporate Culture; Compensation Design; Accounting; Management Control; Incentive Systems; Organizational Culture; Job Design and Levels; Governance; Executive Compensation; Motivation and Incentives
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    • Article

    Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties

    By: Julia Hur, Alice Lee-Yoon and Ashley V. Whillans
    Most working adults report spending very little time with friends and family. The current research explores the aspects of work that encourage employees to spend less time with personal ties. We show that incentive systems play a critical role in shaping how people... View Details
    Keywords: Rewards; Performance Incentives; Social Relationships; Instrumentality; Time Allocation; Performance; Motivation and Incentives; Relationships; Time Management
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    • February 2002 (Revised December 2003)
    • Exercise

    Incentives Game, The

    By: Jason R. Barro, Brian J. Hall and Jonathan Lim
    This exercise provides an opportunity to gain insight about designing, negotiating, and responding to incentives. The setting is investment management. A class is divided into a certain number of investment firms. Each company has one CEO and begins with four portfolio... View Details
    Keywords: Motivation and Incentives; Compensation and Benefits; Investment; Management
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    • September 2022
    • Article

    The Limits of Inconspicuous Incentives

    By: Leslie K. John, Hayley Blunden, Katherine Milkman, Luca Foschini and Bradford Tuckfield
    Managers and policymakers regularly rely on incentives to encourage valued behaviors. While incentives are often successful, there are also notable and surprising examples of their ineffectiveness. Why? We propose a contributing factor may be that they are not... View Details
    Keywords: Motivation and Incentives; Behavior
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    • December 2008
    • Background Note

    Incentives in the NFL (Abridged)

    By: Brian J. Hall, Andrew Wasynczuk, Jonathan Paul Lim, Sara del Nido and Katherine Dowd
    This note briefly describes compensation and incentive issues in one of the major US professional sports leagues, the National Football League (NFL). It first provides some background information on the labor market for players and the salary cap, and then describes... View Details
    Keywords: Compensation and Benefits; Wages; Groups and Teams; Conflict of Interests; Motivation and Incentives; Sports Industry; United States
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    • Research Summary

    Monetary and Non-monetary Incentives

    By: Susanna Gallani
    In this line of research, Prof. Gallani explores the interplay between monetary and non-monetary incentives in organization. In particular, she explores the effectiveness of non-monetary motivation mechanisms, including mission statements and company values, feedback,... View Details
    Keywords: Non-monetary Rewards; Rewards And Penalties; Feedback; Span Of Support; Social Pressure
    • 1998
    • Working Paper

    CEO Incentives and Firm Size

    By: Brian Hall and George P. Baker
    What determines CEO incentives? A confusion exists among both academics and practitioners about how to measure the strength of CEO incentives, and how to reconcile the enormous differences in pay sensitivities between executives in large and small firms. We show that... View Details
    Keywords: Business Ventures; Motivation and Incentives; Executive Compensation; Size; Management Systems
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    • Mar 2012
    • Article

    The Incentive Bubble

    The past three decades have seen American capitalism quietly transformed by a single, powerful idea--that financial markets are a suitable tool for measuring performance and structuring compensation. Stock instruments for managers, high-powered View Details