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  • 14 Jan 2014
  • First Look

First Look: January 14

help-friendly organization has to be actively nurtured, however, because helpfulness among colleagues does not arise automatically: competition, pride, or distrust may get in the way. The trickiness of this management challenge-to increase a discretionary behavior that... View Details
Keywords: Sean Silverthorne
  • 05 May 2009
  • First Look

First Look: May 5, 2009

Survive—Thrive: Leading Innovation in Good Times and Bad Authors:Lynda M. Applegate and Bruce Harreld Abstract Battered by contracting markets and frozen credit, many businesses today are fighting for survival. Indeed, the current global... View Details
Keywords: Martha Lagace
  • 04 Dec 2012
  • First Look

First Look: December 4

the detrimental effects of each trigger. We conclude by discussing implications and recommendations for organizational scholars to take a more integrative approach to developing and evaluating theory about unethical behavior. Learning... View Details
Keywords: Carmen Nobel
  • 30 Aug 2016
  • First Look

August 30, 2016

variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation. We account for salesperson heterogeneity View Details
Keywords: Carmen Nobel
  • 02 Nov 2010
  • First Look

First Look: November 2, 2010

http://www.hbs.edu/research/pdf/10-063.pdf Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans Authors:Doug J. Chung, Thomas Steenburgh, and K. Sudhir... View Details
Keywords: Sean Silverthorne
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

Compensation Plans Authors:Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the... View Details
Keywords: Sean Silverthorne
  • 26 Feb 2008
  • First Look

First Look: February 26, 2008

conclude by briefly reviewing two additional strategies for coping with such difficult situations: forgoing making decisions and forgetting those decisions altogether. How Well Do Social Ratings Actually Measure Corporate Social... View Details
Keywords: Martha Lagace
  • June 1991 (Revised June 1993)
  • Case

Railroads and the Beginnings of Modern Management (Abridged)

By: Thomas K. McCraw
Consists of three selections by the most innovative of the early American railroad managers describing the organizational structures and control systems they created. Questions to be asked are: why and how such managerial techniques were created, how well they worked,... View Details
Keywords: Business History; Rail Transportation; Organizational Structure; Management Systems; Rail Industry; United States
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  • 06 Nov 2012
  • First Look

First Look: November 6

http://www.amazon.com/Architecture-Innovation-Economics-Creative-Organizations/dp/1422143635/ref=sr_1_1?s=books&ie=UTF8&qid=1351005820&sr=1-1&keywords=The+Architecture+of+Innovation The Founders and Finance: How Hamilton, Gallatin, and Other Immigrants... View Details
Keywords: Sean Silverthorne
  • 22 Jun 2011
  • Sharpening Your Skills

Sharpening Your Skills: Motivation

Thomas Steenburgh and Doug J. Chung and K. Sudhir of the Yale School of Management. Can Companies Inspire Heroism In Employees? HBS Cases: Terror at the Taj Under terrorist attack, employees of the Taj Mahal... View Details
Keywords: Re: Multiple Faculty
  • 11 Sep 2012
  • First Look

First Look: September 11

they made by history, or do they make it? In Indispensable, Harvard Business School professor Gautam Mukunda offers an enticingly fresh look at how and when individual leaders really can make a difference. View Details
Keywords: Sean Silverthorne
  • March–April 2014
  • Article

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

By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
Keywords: Performance Productivity; Salesforce Management; Compensation and Benefits
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  • 13 Oct 2010
  • First Look

First Look: October 13, 2010

to each strategy. By "inviting in the lions" to critique your idea—and being prepared for them—you'll capture busy people's attention, help them grasp your proposal's value, and secure their commitment to implementing the... View Details
Keywords: Sean Silverthorne
  • 27 Oct 2009
  • First Look

First Look: October 27

Working Papers Money or Knowledge? What Drives Demand for Financial Services in Emerging Markets? (revised) Authors: Shawn Cole, Thomas Sampson, and Bilal Zia Abstract Why is demand for formal financial services low in emerging markets?... View Details
Keywords: Martha Lagace
  • June 1991 (Revised July 1992)
  • Case

Standard Oil Co.: Combination, Consolidation, and Integration (Abridged) (A)

By: Thomas K. McCraw
The rise of Standard Oil and its relation to the development of the American oil industry and new form of business organization. View Details
Keywords: Business Organization; Business History; Industry Growth; Energy Sources; Mining Industry; Energy Industry; United States
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  • June 1991 (Revised June 1993)
  • Case

Standard Oil Co.: Combination, Consolidation, and Integration (Abridged) (B)

By: Thomas K. McCraw
The rise of Standard Oil and its relation to the development of the American oil industry and new form of business organization. View Details
Keywords: Business Organization; Business History; Industry Growth; Energy Sources; Mining Industry; Energy Industry; United States
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  • 05 Nov 2013
  • First Look

First Look: November 5

Incentive Plan By: Chung, Doug J., Thomas Steenburgh, and K. Sudhir Abstract—No abstract available. Publisher's link:http://www.europeanfinancialreview.com/ August 2013 Journal of Financial Economics... View Details
Keywords: Sean Silverthorne
  • 07 Sep 2011
  • First Look

First Look: Sept. 7

http://hbr.org/2011/09/how-to-solve-the-cost-crisis-in-health-care/ar/1 The Current Crisis and the Essence of Capitalism Authors:Thomas K. McCraw Publication:The Montréal Review (August 2011) An abstract is... View Details
Keywords: Sean Silverthorne
  • 10 Aug 2010
  • First Look

First Look: August 10

recipients' actual trustworthiness. This lax approach gives rise to adverse selection: the sites that seek and obtain trust certifications are actually less trustworthy than others. Using an original dataset on web site safety, I demonstrate that sites certified View Details
Keywords: Martha Lagace
  • 2010
  • Working Paper

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

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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