Filter Results:
(64)
Show Results For
- All HBS Web (92)
- Faculty Publications (26)
Show Results For
- All HBS Web (92)
- Faculty Publications (26)
Sort by
- 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
Paine, Lynn S. "Managing for Integrity: Three Vignettes." Harvard Business School Case 393-154, May 1993. (Revised May 1994.)
- 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
- 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
Choudhury, Prithwiraj. "Intellectual Baggage of Ethnic Migrant Inventors: Transfer and Recombination of Knowledge Across Borders." Harvard Business School Working Paper, No. 17-069, January 2017. (Revised January 2018.)
- 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
Choudhury, Prithwiraj, and Do Yoon Kim. "The Ethnic Migrant Inventor Effect: Codification and Recombination of Knowledge Across Borders." Strategic Management Journal 40, no. 2 (February 2019): 203–229.
- 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
- 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
Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
- 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
- 21 Nov 2013
- Working Paper Summaries
Path-Breakers: How Does Women’s Political Participation Respond to Electoral Success?
- 11 Apr 2024
- In Practice
Why Progress on Immigration Might Soften Labor Pains
automated. The second scenario may be more positive for US firms. Businesses will have easier access to high-skilled workers, who often bring new ideas and increase dynamism as well as innovation. In addition, a more flexible quota... View Details
Keywords: by Rachel Layne
- 22 Oct 2019
- Research & Ideas
Use Artificial Intelligence to Set Sales Targets That Motivate
employee’s goal slightly higher than their sales for the previous year, a term known as “ratcheting the quotas.” But that, too, can have its drawbacks. “Suppose I got over the quota by 20 percent, then my View Details
Keywords: by Michael Blanding
- 09 Apr 2018
- Sharpening Your Skills
The Dark Side of Performance Bonuses
Quotas Motivate the Sales Force Best Bonus programs are effective for motivating sales people, but also costly for companies to maintain. Which compensation schemes work best? If the CEO’s High Salary Isn't Justified to Employees, Firm... View Details
Keywords: by Sean Silverthorne
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
create a method of sales management that encompassed all aspects of selling, from the calculation of quotas and commission rates to the motivation of discouraged salesmen. This excerpt looks at one aspect of the Patterson method: the... View Details
Keywords: by Walter A. Friedman
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
evaluated before his departure, and he recorded his every move in sales reports and receipts. Sales managers at large corporations assigned salesmen specific territories and gave them monthly or weekly quotas to meet. They aimed to make... View Details
Keywords: by Laura Linard
- 05 Oct 2020
- Book
Want to Be Happier? Make More Free Time
times to get their core work done said they had greater control over their workdays, were less stressed, and were happier with their jobs overall, Whillans found. Also, be aggressive about shielding your time in other ways, Whillans advises. Set a View Details
Keywords: by Dina Gerdeman
- 23 May 2012
- Research & Ideas
Five Ways to Make Your Company More Innovative
learn to silence their critical voices. The design firm IDEO, in its brainstorming sessions, tells participants to produce, for example, 150 ideas in less than 45 minutes. The impossible time limit and quota forces them to submit whatever... View Details
- 14 Jan 2013
- Research & Ideas
Few Women on Boards: Is There a Fix?
asymmetry. Should they take the lead from Norway, for example, which in 2003 mandated a 40 percent quota for female board participation? Should they use shame tactics like in Finland, which requires companies without women on their boards... View Details
Keywords: by Carmen Nobel
- 18 Jul 2018
- Research & Ideas
No More General Tso's? A Threat to 'Knowledge Recombination'
perfect natural experiment to explore. With the Y2K bubble in the early 2000s, the quota of H1-B visas first increased and then fell sharply, initially expanding and then limiting immigration by skilled workers into the United States.... View Details