Publications

Publications

Filter Results: (659) Arrow Down

Show Results For

← Page 2 of 659 Results →
Sort by

Are you looking for?

→Search All HBS Web
  • April 2014
  • Article

The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales

By: Ian Larkin
This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage... View Details
Keywords: Incentives; Motivation; Compensation; Gaming; Sales Force Management; Motivation and Incentives; Salesforce Management; Software; Compensation and Benefits; Information Technology Industry
Related
  • November 2009 (Revised December 2009)
  • Case

RL Wolfe: Implementing Self-Directed Teams

By: David A. Garvin and Elizabeth Collins
Key topics include team design, team management, job design, employee empowerment, implementing change, and high performance workforces. In 2004, John Amasi, the director of production for a manufacturer of plastic pipe, introduced the concept of self-directed teams... View Details
Keywords: Work Force Management; Employee Empowerment; Motivation; Motivation and Incentives; Leading Change; Employee Relationship Management; Performance Productivity; Groups and Teams; Labor Unions; Labor and Management Relations; Manufacturing Industry; Texas
Related
  • November 2020 (Revised March 2022)
  • Teaching Note

Social Salary Setting at Spiber

By: Ashley Whillans and John Beshears
Teaching Note for HBS Case No. 920-050. The case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their... View Details
Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation and Benefits; Fairness; Motivation and Incentives; Management; Happiness; Negotiation; Cross-Cultural and Cross-Border Issues; Japan
Related
  • 06 Jan 2020
  • Research & Ideas

Motivate Your High Performers to Share Their Knowledge

Many employees fall into a rut. They do their jobs and respond to challenges in a set way to deliver stable results. But consistency can give way to performance gaps between a company’s high achievers and its weakest links. Fortunately,... View Details
Keywords: by Michael Blanding
  • 1 Dec 2021
  • Interview

Hubert Joly on Humanizing the Profit Motive

By: Hubert Joly, William Kerr and Joseph Fuller
Can businesses afford to see employees in terms other than unit labor cost? How do you factor the Golden Rule into a profit and loss statement? Former Best Buy CEO Hubert Joly explains how unlearning business orthodoxies helped him prove that a human-centered approach... View Details
Related
  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

It's well understood that cash bonuses often motivate a sales force to step up its game, but they don't work in every scenario and in some cases can backfire, a new study from Harvard Business School has found. The key variable? Whether... View Details
Keywords: by Roberta Holland; Retail
  • May 1994
  • Article

The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations

By: T. M. Amabile, K. G. Hill, B. A. Hennessey and E. M. Tighe
The Work Preference Inventory (WPI) is designed to assess individual differences in intrinsic and extrinsic motivational orientations. Both the college student and the working adult versions aim to capture the major elements of intrinsic motivation (self-determination,... View Details
Keywords: Creativity; Motivation and Incentives; Measurement and Metrics; Higher Education; Employees; Personal Characteristics
Related
  • 01 Jun 2016
  • Working Paper Summaries

Motivating Effort in Contributing to Public Goods Inside Organizations: Field Experimental Evidence

Keywords: by Andrea Blasco, Olivia S. Jung, Karim R. Lakhani, and Michael E. Menietti
  • 19 Jul 2017
  • Research & Ideas

Why Government 'Nudges' Motivate Good Citizen Behavior

A tiny nudge can motivate big change. (Source: dziewul) Most governments aren’t subtle when they want citizens to do something. The United States spends close to $1 billion annually on advertising--trying to convince citizens to do... View Details
Keywords: by Michael Blanding
  • November 2009
  • Teaching Note

RL Wolfe: Implementing Self-Directed Teams (Brief Case)

By: David A. Garvin and Elizabeth Collins
Teaching Note for 4063 View Details
Keywords: Work Force Management; Employee Empowerment; Motivation; Motivation and Incentives; Employee Relationship Management
Related
  • 21 Feb 2023
  • Research & Ideas

Are Your Employees Passing Up Incentives? Try Promoting the Programs More

Motivating employees takes more than carrots and sticks—it hangs on making them aware of those incentives and deterrents, according to new research. Companies, governments, and institutions across the globe... View Details
Keywords: by Scott Van Voorhis
  • August 8, 2003
  • Comment

A Better Way to Motivate Staff

By: Roberto G. Mendoza, Peter Hancock and Robert C. Merton
Keywords: Motivation and Incentives; Employees
Related
  • June 2010 (Revised April 2014)
  • Course Overview Note

Corporate Social Responsibility and Employee Engagement

By: Christopher Marquis, Bobbi Thomason and Jennifer Tydlaska
Analyzes the link between corporate social responsibility (CSR) activities and employee engagement, including CSR effects on employee commitment and motivation, new skills and training, and motivation. Also discusses best practices in employee engagement through CSR. View Details
Keywords: Competency and Skills; Training; Employees; Retention; Corporate Social Responsibility and Impact; Organizational Culture; Practice; Motivation and Incentives
Related
  • 13 Aug 2020
  • Research & Ideas

6 Ways to Support COVID-Weary Employees

motivated by the positive reputational effects of making what is morally the right choice, and the potential negative effects of turning a blind eye. Practical steps employers can take to shield high-risk View Details
Keywords: by Dina Gerdeman
  • 27 Apr 2022
  • Book

Empower Your Employees to Make Better Decisions

Keywords: by Pamela Reynolds
  • 29 Oct 2013
  • Research & Ideas

Do Employees Work Harder for Higher Pay?

Harvard Business School Professor Deepak Malhotra set out to answer a basic question: "Do employees work harder when they are paid more?" As Malhotra, the Eli Goldston Professor of Business Administration, said in an interview, "Previous... View Details
Keywords: by Chuck Leddy & Harvard Gazette
  • 24 Jul 2019
  • Lessons from the Classroom

Can These Business Students Motivate Londoners to Do the Right Thing?

millions of extra pounds in tax revenue collected. "I’ve seen behavioral economics come into play in a variety of contexts, ranging from employee compensation and investment decisions to corporate strategy." The letter is an... View Details
Keywords: by Dina Gerdeman
  • Article

Employee Selection as a Control System

By: Dennis Campbell
Theories from the economics, management control, and organizational behavior literatures predict that when it is difficult to align incentives by contracting on output, aligning preferences via employee selection may provide a useful alternative. This study... View Details
Keywords: Management Systems; Governance Controls; Employees; Selection and Staffing; Motivation and Incentives; Decision Making; Business Model
Related
  • 04 Jun 2013
  • Working Paper Summaries

Prosocial Bonuses Increase Employee Satisfaction and Team Performance

Keywords: by Lalin Anik, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn & Jordi Quoidbach
  • June 2014
  • Supplement

Chung and Dasgupta: Information for Jordan Ramirez

By: Ian Larkin and Karen Huang
The "Promotion Process at Chung and Dasgupta, LLP" set of cases explores the roles of general and firm-specific human capital in employee performance measurement, feedback, and promotion/compensation decisions. In the cases, a leading law firm must decide whether to... View Details
Keywords: Performance Appraisal; Performance Measurement; Employee Feedback; Motivation; Promotions; Human Capital; Performance Evaluation; Management Systems; Compensation and Benefits; Retention; Legal Services Industry; United States; Massachusetts
Related

Are you looking for?

→Search All HBS Web