Sales Effectiveness - Publications - Faculty & Research

11 Nov 2014
First Look

First Look: November 11

to lead to improvements in dealing with the problem of economic benchmarking. Download working paper: http://ssrn.com/abstract=2517496 The Decoupling Effect of Digital Disruptors By: Teixeira, Thales S., and Peter Jamieson Abstract—While... View Details

Keywords: Sean Silverthorne

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?... View Details

Keywords: by Sean Silverthorne

20 Nov 2012
First Look

First Look: November 20

the U.S. Department of Agriculture's approval of genetically modified organisms (GMOs), we find that product assessments by powerful stakeholders and peer agencies influence product approval and that their effects vary under different... View Details

Keywords: Sean Silverthorne

16 Dec 2014
First Look

First Look: December 16

compare those clicks with users' subsequent purchases. Ever-cheaper IT makes this tracking cost effective and routine. In addition, a web of interlocking ad networks trades inventory and offers to show the right ad to the right person at... View Details

Keywords: Sean Silverthorne

Web

Student Research - Doctoral

Dynamic Personalization with Multiple Customer Signals: Multi-Response State Representation in Reinforcement Learning By: Liangzong Ma, Ta-Wei Huang , Eva Ascarza and Ayelet Israeli 05 FEB 2025 | Faculty & Research Sale of Private... View Details

22 Apr 2008
First Look

First Look: April 22, 2008

it. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=708044 EFI, Inc. (A) Harvard Business School Case 508-044 EFI has a unique sales compensation challenge. They cannot allocate View Details

Keywords: Martha Lagace

28 Sep 2011
Research & Ideas

The Profit Power of Corporate Culture

concept," he says. "Its impact on profit can be measured and quantified." Heskett finds that as much as half of the difference in operating profit between organizations can be attributed to effective cultures. Why? "We... View Details

Keywords: by Sean Silverthorne

16 Jul 2020
Research & Ideas

Restaurant Revolution: How the Industry Is Fighting to Stay Alive

percent year over year, and the National Restaurant Association projected an industry revenue shortfall of $240 billion for the year. Second-order effects of restaurant closures ripple through the American economy, bringing economic pain... View Details

Keywords: by Michael S. Kaufman, Lena G. Goldberg, and Jill Avery; Food & Beverage

18 Nov 2008
First Look

First Look: November 18, 2008

internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management... View Details

Keywords: Martha Lagace

28 May 2008
First Look

First Look: May 28, 2008

confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details

Keywords: Martha Lagace

Web

Health Care - Faculty & Research

Bandiera and B. Kelsey Jack A substantial body of research investigates the effect of pay for performance in firms, yet less is known about the effect of non-financial rewards, especially in organizations... View Details

10 Jan 2011
Research & Ideas

Is Groupon Good for Retailers?

potentially building buzz among consumers above and beyond sales to the consumers who actually buy the vouchers. This effect is more difficult to measure, but many merchants perceive it to be real. Where it... View Details

Keywords: by Carmen Nobel; Advertising; Technology

08 Jul 2019
Research & Ideas

Are Paywalls Saving Newspapers?

Media outlets large and small have adopted digital paywalls to augment dramatic declines in print revenues, but given their negative effect on website traffic (and, in turn, online advertising), are paywalls an View Details

Keywords: by Kristen Senz; Journalism & News; Media & Broadcasting

22 Jun 2010
First Look

First Look: June 22

innovation outcomes as well as the ongoing performance of existing products. We find that ambidextrous organization designs are relatively more effective in executing innovation streams than functional, cross-functional, and spinout... View Details

Keywords: Martha Lagace

07 Sep 2011
First Look

First Look: Sept. 7

achievement by the athlete. However, whereas stock-return effects are relatively constant, sales effects exhibit decreasing returns over time. We outline implications for... View Details

Keywords: Sean Silverthorne

Web

Faculty & Researchers - Managing the Future of Work

related to the workforce, including the skills gap, degree inflation, care economics, the role of artificial intelligence in employment outcomes, the effectiveness of social entrepreneurs in improving education to employment outcomes,... View Details

Web

Research - Behavioral Finance & Financial Stability

of the Comptroller of the Currency (OCC) as a quasi-experiment to study the effect of deregulation and its interaction with competition on the supply of complex mortgages. See Marco’s other research here , Amir’s other research here , and... View Details

26 Jun 2018
First Look

New Research and Ideas, June 26, 2018

Shi, Thales S. Teixeira, and Michel Wedel Abstract—Consumers have an increasingly wide variety of options available to entertain themselves. This poses a challenge for content aggregators who want to effectively promote their video... View Details

Keywords: Dina Gerdeman

30 Apr 2013
First Look

First Look: April 30

(fence-sitters) provide the change agent with an affective basis to coopt them. This cooptation increases the probability that the organization will adopt the change. By contrast, strong ties to potentially influential organization members who disapprove of a change... View Details

Keywords: Sean Silverthorne

February 2014 (Revised January 2024)
Case

Go Mobile: Aligning District Managers and Store Teams

By: Tatiana Sandino

Indian cell phone retailer Go Mobile had implemented high-powered incentives to motivate its store employees to behave as owners and provide exceptional service. As the company scaled up, it faced multiple challenges in building a layer of district managers that were... View Details

Keywords: Employee Relationship Management; Mobile and Wireless Technology; Growth Management; Organizational Design; Salesforce Management; Motivation and Incentives; Management Practices and Processes; Telecommunications Industry; India

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