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  • August 1989 (Revised November 1994)
  • Case

Nissan Motor Co. Ltd.: Marketing Strategy for the European Market

By: John A. Quelch
Nissan executives are reviewing their European marketing strategy in light of the 1992 European Community (EC) market integration program and the likely end of bilateral import quotas on Japanese cars by some EC countries. Having recently established a manufacturing... View Details
Keywords: Marketing Strategy; Resource Allocation; Market Entry and Exit; Trade; Auto Industry; Japan; United Kingdom; Europe
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  • 02 Nov 2010
  • First Look

First Look: November 2, 2010

  PublicationsMeeting the Challenges of a Person-Centric Work Psychology Authors:Teresa M. Amabile and Steve J. Kramer Publication:Industrial and Organizational Psychology: Perspectives on Science and Practice (forthcoming) An abstract is unavailable at this time.... View Details
Keywords: Sean Silverthorne
  • August 22, 2017
  • Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh
This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details
Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management
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  • Research Summary

Current Research

Professor Chung models the effect of incentive compensation to study its impact on the sales force. Using data from a Fortune 500 company, he has developed a dynamic structural model of sales force response to a bonus-based compensation plan and examined how various... View Details

  • September 12, 2017
  • Article

What's the Right Kind of Bonus to Motivate Your Sales Force?

By: Doug J. Chung and Das Narayandas
Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details
Keywords: Compensation and Benefits; Motivation and Incentives; Salesforce Management
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  • April 2011 (Revised December 2013)
  • Case

Boardroom Change in Norway

By: Jay W. Lorsch and Melissa Barton
In 2003, the Norwegian Parliament amended the Public Limited Companies Act in order to achieve greater representation of women on corporate boards. According to the amendment, all state-owned companies and public limited companies were required to have at least 40%... View Details
Keywords: Laws and Statutes; Gender; Corporate Governance; Norway
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  • May 1993 (Revised May 1994)
  • Case

Managing for Integrity: Three Vignettes

By: Lynn S. Paine
Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation
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  • Research Summary

US-Cuban Economic Relations 1898-1959

Rich Sicotte is conducting joint research with Alan Dye (Barnard College, Columbia University) on the evolution of US-Cuban economic relations before the Revolution that brought Fidel Castro to power. Currently they are focusing on the consequences of the Hawley-Smoot... View Details
  • 19 Nov 2010
  • Working Paper Summaries

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

Keywords: by Doug J. Chung, Thomas Steenburgh & K. Sudhir

    What's the Right Kind of Bonus to Motivate Your Sales Force?

    Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation.  Should bonuses be tied to quotas or should they be given unconditionally?  Is... View Details
    • 2018
    • Working Paper

    Intellectual Baggage of Ethnic Migrant Inventors: Transfer and Recombination of Knowledge Across Borders

    By: Prithwiraj Choudhury
    Ethnic migrant inventors might differ from locals in terms of knowledge they bring to host firms. We study the role of first-generation ethnic migrant inventors in cross-border transfer of knowledge previously locked within the cultural context of their home regions.... View Details
    Keywords: Skilled Migration; Ethnic Migration; First-generation Migrant; Cultural Context; Knowledge Flows; Knowledge Reuse; Knowledge Recombination; Recombinant Creation; H1B Visas; Knowledge Sharing; Knowledge Use and Leverage; Knowledge Dissemination; Immigration; Ethnicity
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    • February 2019
    • Article

    The Ethnic Migrant Inventor Effect: Codification and Recombination of Knowledge Across Borders

    By: Prithwiraj Choudhury and Do Yoon Kim
    Ethnic migrant inventors may differ from locals in terms of the knowledge they bring to host firms. We study the role of first-generation ethnic migrant inventors in cross-border transfer of knowledge previously locked within the cultural context of their home regions.... View Details
    Keywords: Skilled Migration; Ethnic Migration; First-generation Migrant; Cultural Context; Knowledge Flows; Knowledge Reuse; Knowledge Recombination; Recombinant Creation; H1B Visas; Knowledge Sharing; Knowledge Use and Leverage; Knowledge Dissemination; Immigration; Ethnicity; Cross-Cultural and Cross-Border Issues
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      The Ethnic Migrant Inventor Effect: Codification and Recombination of Knowledge Across Borders

      Ethnic migrant inventors may differ from locals in terms of the knowledge they bring to host firms. We study the role of first-generation ethnic migrant inventors in cross-border transfer of knowledge previously locked within the cultural context of their home regions.... View Details
      • 14 Feb 2014
      • HBS Seminar

      John Van Reenen, LSE, CEPR, and NBER

      • 17 Jan 2017
      • First Look

      First Look at New Research: January 17

      that impact perceptions of leadership. These observations suggest actionable opportunities to improve team leadership behavior. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=52114 The Effects of Quota Frequency on Sales... View Details
      Keywords: Sean Silverthorne
      • 12 Sep 2007
      • Working Paper Summaries

      The Ethnic Composition of U.S. Inventors

      Keywords: by William R. Kerr

        How to Really Motivate Salespeople

        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
        • 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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        • 30 Apr 2024
        • Book

        When Managers Set Unrealistic Expectations, Employees Cut Ethical Corners

        in place by management – can corrupt the behaviour of both individuals and the organisation as a whole. At Sears, for example, management implemented a new goal-setting and compensation system to spur sales at the company’s auto repair centres across the United States.... View Details
        Keywords: by Dina Gerdeman
        • June 2015 (Revised October 2015)
        • Case

        High Liner Foods, 2015

        By: John R. Wells and Galen Danskin
        In 2015, Canadian-based High Liner Foods Ltd was one of North America's largest frozen fish processors with extensive shares of both the food service and retail channels in Canada, the USA and Mexico. With over C$1 billion in revenues, the company had grown four fold... View Details
        Keywords: Strategic Analysis; Strategic Decision Making; Family Business; Commodities; Strategic Planning; Strategy; Competitive Strategy; Food and Beverage Industry; North America; Canada
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