Motivation And Incentives - Publications - Faculty & Research - Harvard Business School

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2017
Chapter

Are Founder CEOs Good Managers?

By: Victor Manuel Bennett, Megan Lawrence and Raffaella Sadun

We investigate the management practices adopted by firms where the founders are also the CEOs using data from the World Management Survey. We find that founder CEO firms have the lowest management scores of any owner-manager pair type and that this difference is... View Details

Keywords: Management Practices and Processes; Performance

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2017
Working Paper

Biased Beliefs About Random Samples: Evidence from Two Integrated Experiments

By: Daniel J. Benjamin, Don A. Moore and Matthew Rabin

This paper describes results of a pair of incentivized experiments on biases in judgments about random samples. Consistent with the Law of Small Numbers (LSN), participants exaggerated the likelihood that short sequences and random subsets of coin flips would be... View Details

Keywords: Probability; Economic Theory; Analysis; Incentives

Article

Pseudo-Set Framing

By: Kate Barasz, Leslie John, Elizabeth A. Keenan and Michael I. Norton

Pseudo-set framing—arbitrarily grouping items or tasks together as part of an apparent “set”—motivates people to reach perceived completion points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study... View Details

Keywords: Framing Effects; Gestalt Psychology; Judgment; Judgments; Decision Making; Perception; Behavior

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2017
Working Paper

Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks

By: Paul Green Jr., Francesca Gino and Bradley Staats

Many organizations employ interpersonal feedback processes as a structured means of informing and motivating employee improvement. Ample evidence suggests that these feedback processes are largely ineffective, and despite a wealth of prescriptive literature, these... View Details

Keywords: Developmental Feedback; Self-concept; Positive Illusions; Social Network; Threat; Identity; Social and Collaborative Networks; Behavior; Performance; Social Media

September 2017 (Revised April 2022)
Supplement

Tempur Sealy International (A)

By: Benjamin C. Esty

This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details

2019
Working Paper

Compensation Consultants and the Level, Composition, and Complexity of CEO Pay

By: Kevin J. Murphy and Tatiana Sandino

We provide fresh evidence regarding the relation between compensation consultants and CEO pay. First, firms that employ consultants have higher-paid CEOs—this result is robust to firm fixed effects and matching on economic and governance variables. Second, while this... View Details

Keywords: Consultants; Benchmarking; Incentive Pay; Executive Compensation; Complexity; Motivation and Incentives; Governance

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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September 2017 (Revised April 2022)
Case

Tempur Sealy International (A)

By: Benjamin C. Esty and Lauren G. Pickle

This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details

September 2017
Article

Winning the War for Talent: Modern Motivational Methods for Attracting and Retaining Employees

By: Anais Thibault-Landry, Allan Schweyer and Ashley V. Whillans

Given the struggle that many organizations face hiring and retaining talent in today's tight labor market, it is critical to understand how to effectively reward employees. To address this question, we review relevant evidence that explains the importance of workplace... View Details

Keywords: Rewards; Total Reward Strategies; Incentives; Recognition; Motivation; Psychological Needs; Employees; Retention; Motivation and Incentives; Working Conditions

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August 2017 (Revised November 2017)
Case

VTS

By: Mark Roberge and Michael Roberts

The case raises issues around sales force deployment and management issues in the SaaS industry. Specifically, VTS sells a software product to the real estate industry and has designed a Go-to-Market strategy for what the founders perceive to be the unique... View Details

Keywords: Salesforce Management; Compensation and Benefits; Managerial Roles; New York (city, NY)

August 2017
Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas

We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details

Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits

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August 2017
Article

Should Governments Invest More in Nudging?

By: Shlomo Benartzi, John Beshears, Katherine L. Milkman, Cass R. Sunstein, Richard H. Thaler, Maya Shankar, Will Tucker-Ray, William J. Congdon and Steven Galing

Governments are increasingly adopting behavioral science techniques for changing individual behavior in pursuit of policy objectives. The types of “nudge” interventions that governments are now adopting alter people’s decisions without coercion or significant changes... View Details

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July 31, 2017
Article

A Commitment Contract to Achieve Virologic Suppression in Poorly Adherent Patients with HIV/AIDS

By: Marcella Alsan, John Beshears, Wendy S. Armstrong, James J. Choi, Brigitte C. Madrian, Minh Ly T. Nguyen, Carlos Del Rio, David Laibson and Vincent C. Marconi

Objective: Assess whether a commitment contract informed by behavioral economics leads to persistent virologic suppression among HIV-positive patients with poor antiretroviral therapy (ART) adherence. Design: Single-center pilot randomized clinical trial and a... View Details

Keywords: Adherence; Antiretroviral Therapy; Behavioral Economics; Commitment Contract; Financial Incentives; HIV-1 Virologic Suppression; Health Disorders; Motivation and Incentives

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July 2017
Article

Intellectual Property Rights Protection, Ownership, and Innovation: Evidence from China

By: Lily Fang, Josh Lerner and Chaopeng Wu

Using a difference-in-difference approach, we study how intellectual property right (IPR) protection affects innovation in China in the years around the privatizations of state-owned enterprises (SOEs). Innovation increases after SOE privatizations, and this increase... View Details

Keywords: Patents; Privatization; State Ownership; Trademarks; Copyright; Innovation and Invention; China

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July 2017
Article

What Do Measures of Real-Time Corporate Sales Tell Us About Earnings Surprises and Post-announcement Returns?

By: Kenneth A. Froot, Namho Kang, Gideon Ozik and Ronnie Sadka

We develop real-time proxies of retail corporate sales from multiple sources, including approximately 50 million mobile devices. These measures contain information from both the earnings quarter (within quarter) and the period between that quarter's end and the... View Details

Keywords: Announcements; Business Earnings; Sales; Retail Industry

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June 2017
Teaching Note

Google to Alphabet: Two Job Opportunities

By: Robert Simons and Jennifer Packard

This is the teaching note for "Google to Alphabet: Two Job Opportunities" HBS No.116-046 The case describes two job postings for positions at Google. The first job posting is for a Software Engineer in the Google Maps unit and the second job posting is for an Account... View Details

Keywords: Strategy And Execution; Span Of Control; Span Of Accountability; Span Of Support; Management Control Systems; Entrepreneurial Gap; Motivation; Job Design; Strategy; Information Technology; Organizational Design; Jobs and Positions; Technology Industry

June 2017
Teaching Note

The De Beers Group: Exploring the Diamond Reselling Opportunity

By: Benjamin C. Esty, Daniel P. Gross and Lauren G. Pickle

In September 2014, Tom Montgomery (SVP of strategic initiatives at the De Beers Group) and his team launched a pilot program in the United States to explore $1 billion diamond market for pre-owned (recycled) diamonds. According to Montgomery, the motivation for the... View Details

June 2017
Article

The Political Economy of Financial Innovation: Evidence from Local Governments

By: Christophe Pérignon and Boris Vallée

We examine the toxic loans sold by investment banks to local governments. Using proprietary data, we show that politicians strategically use these products to increase chances of being re-elected. Consistent with greater incentives to hide the cost of debt, toxic loans... View Details

Keywords: Financial Innovation; Political Elections; Financing and Loans; Innovation and Invention

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Article

Third-Party Punishment as a Costly Signal of High Continuation Probabilities in Repeated Games

By: Jillian J. Jordan and David G. Rand

Why do individuals pay costs to punish selfish behavior, even as third-party observers? A large body of research suggests that reputation plays an important role in motivating such third-party punishment (TPP). Here we focus on a recently proposed reputation-based... View Details

Keywords: Direct Reciprocity; Evolution; Dispersal; Cooperation; Trust; Reputation; Game Theory

May 2017
Case

Pho Hoa Dorchester

By: Leonard A. Schlesinger, Michael Raiche and Roger Zhu

Pho Hoa is a traditional, family-owned Vietnamese restaurant in Dorchester, Massachusetts that opened in 1992. As he approached retirement in recent years, the founder/owner has scaled down his involvement in the day-to-day operations, leading to a number of... View Details

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