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Show Results For
- All HBS Web
(1,177)
- People (1)
- News (436)
- Research (627)
- Events (3)
- Multimedia (10)
- Faculty Publications (172)
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
- 28 Jan 2019
- Research & Ideas
Forget Cash. Here Are Better Ways to Motivate Employees
motivators that will entice greater effort and loyalty out of workers. Turns out, using cash as a carrot isn’t always the best answer, according to new research by Harvard Business School Assistant Professor Ashley V. Whillans. More than... View Details
Keywords: by Dina Gerdeman
- 24 Apr 2006
- Research & Ideas
Managing Alignment as a Process
men's outdoor shoes and clothing had become saturated. A comprehensive strategy review revealed that the Sport-Man brand could be extended to other apparel lines. Furthermore, its retail footprint in major malls throughout the United States provided an excellent... View Details
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
Online, consumers are more likely to buy when a product grouping display contains like items. Source: Mik22 In online retail displays, items pictured next to your product may make or break a decision to buy that product, according to results of a View Details
- Web
General Merchants to Commodities Brokers | Baker Library | Bloomberg Center | Harvard Business School
from general merchandisers to cotton commodity brokers, they opened an office in New York in 1858, the center of the commodities trading business. The firm served as brokers between farmers selling cotton and industrialists and exporters... View Details
- 01 Jun 2023
- News
Pet Project
simple-ingredient, raw-food diet. Spies couldn’t find such a thing in the pet aisle, so she started making it herself and quickly maxed out the freezer of her San Francisco kitchen with dog food. Within a month, George’s energy and health had rebounded. “He was like a... View Details
- 07 Jul 2019
- HBS Case
Walmart's Workforce of the Future
Any discussion of the future of retail—or how we work—has to include Walmart. As of 2017, 90 percent of the US population lived within 10 miles of a Walmart store; with 11,766 locations worldwide and $514 billion in annual revenues, the discount View Details
- 01 Sep 2023
- News
Money Does Grow on (Family) Trees
For 17 years, Andre Kearns (MBA 1999) has been tracing his family tree. One by one, he has added branches, grounding himself in a long and sometimes complicated lineage. Through family stories, forgotten heirlooms, and vital records, Kearns has traveled back through... View Details
- 19 Dec 2022
- Research & Ideas
The 10 Most Popular Articles of 2022
course, new COVID-19 variants, rampant inflation, a labor shortage, and the sometimes awkward adjustment to new work arrangements didn’t help the mood. And yet, despite all these challenges, many leaders... View Details
Keywords: by Danielle Kost
- 26 Apr 2016
- First Look
April 26
its stores and its supply chain, lower levels of greenhouse gas emissions, safer products for customers and manufacturers, and better treatment of its workers. The company promoted the idea that its size gave it significant influence in... View Details
Keywords: Sean Silverthorne
- 26 Jun 2020
- Research & Ideas
Why Japanese Businesses Are So Good at Surviving Crises
crying, thanking us for opening,” one store manager said. In addition, Yanai wanted to set an example by making the first major individual cash donation to the relief effort, “so that other rich people like me will follow suit.” He also... View Details
Keywords: by Dina Gerdeman
- 24 Apr 2018
- Op-Ed
Op-Ed: What Mark Zuckerberg Can Learn About Crisis Leadership from Starbucks
crisis. Now, we have a new exemplar: Starbucks CEO Kevin Johnson. His response to the eviction of two African American men from a Starbucks store in Philadelphia will define for today’s leaders how to... View Details
- 21 Feb 2012
- Research & Ideas
Leadership Program for Women Targets Subtle Promotion Biases
understanding of second-generation bias into a new approach to women's leadership development, moving beyond traditional programs developed for men. "Most leadership development for women is 'add women and stir'—basically, delivering... View Details
Keywords: by Maggie Starvish
- 08 Nov 2016
- First Look
November 8, 2016
presents a set of guidelines for excellence in the pursuit of transformational policy reforms. It includes detailed case studies from Australia, China, Europe, New Zealand, Southeast Asia, and the United States. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 06 Jun 2016
- Research & Ideas
Skills and Behaviors that Make Entrepreneurs Successful
that increase confidence in a person’s entrepreneurial abilities. Like the conviction of Marla Malcolm Beck and husband Barry Beck that high-end beauty retail stores and spas, tightly coupled with online stores, was the business model of... View Details
Keywords: by HBS Working Knowledge
- 11 Jun 2001
- Research & Ideas
E-Commerce Unplugged
technology will not be fully realized, however, if companies simply make their existing online services available through wireless devices. Successful players in the m-commerce market space will take a much broader view of the technology, the market and consumers.... View Details
Keywords: by Nitin Nohria & Marty Leestma
- 12 Jul 2016
- First Look
July 12, 2016
Stick to the Strategy or Make the Sale? A Manufacturer of High-tech Streetlights Considers an Exception to Its New Subscription Model By: Weiss, Mitchell Abstract—A manufacturer of high-tech streetlights considers an exception to its... View Details
Keywords: Sean Silverthorne
- 03 Sep 2013
- First Look
First Look: September 3
educate women and men about second-generation gender bias, create safe "identity workspaces" to support transitions to bigger roles, and anchor women's development efforts in their sense of leadership purpose rather than in how... View Details
Keywords: Sean Silverthorne
- 06 Dec 2016
- First Look
December 6, 2016
https://cb.hbsp.harvard.edu/cbmp/product/817042-PDF-ENG Harvard Business School Case 117-020 Accounting for the iPhone Upgrade Program On September 9, 2015, Apple Inc. announced the “iPhone Upgrade Program,” a new way to purchase iPhone... View Details
Keywords: Sean Silverthorne
- 23 Apr 2014
- HBS Case
Are Electronic Cigarettes a Public Good or Health Hazard?
for young people to start smoking tobacco cigarettes, or even lure ex-smokers back to the habit. This has created a dilemma for health regulators, says Quelch, interviewed before the FDA's action. Do they regulate e-cigarettes in order to decrease the number of View Details