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  • 09 Feb 2016
  • First Look

February 9, 2016

most sales compensation plans (about 70%, according to surveys) incentivize volume independent of the type of sale or cost-to-serve different customers. This is ineffective deal management and, to avoid this, some firms establish a... View Details
Keywords: Sean Silverthorne
  • 28 Oct 2015
  • Research & Ideas

A Dedication to Creation: India's Ad Man Ranjan Kapur

have to start thinking about how you influence the way consumers obtain information and get influenced. The third thing that has changed is around media buying. For a long time, ad agencies were compensated 15 percent of their media buys.... View Details
Keywords: by Sean Silverthorne; Advertising
  • 20 May 2014
  • First Look

First Look: May 20

aimed at increasing female labor force participation to compensate for Japan's aging population, reforms of the electric power sector directed at reducing electricity costs, and efforts designed to promote the "health and longevity... View Details
Keywords: Sean Silverthorne
  • 21 Dec 2009
  • Research & Ideas

Good Banks, Bad Banks, and Government’s Role as Fixer

companies that are owned by private equity. They are composed of the CEO and six directors, all of whom have relevant industry expertise. The directors make the time commitment, spending several days each month at the company. And they... View Details
Keywords: by Roger Thompson; Banking; Financial Services
  • 10 Mar 2009
  • First Look

First Look: March 10, 2009

remains mysterious because of the company's obsession with secrecy. This note considers the ingredients of Apple's success and its quest to develop, in the words of CEO Steve Jobs, insanely great products. Focuses on 1) design thinking,... View Details
Keywords: Martha Lagace
  • 14 Nov 2006
  • First Look

First Look: November 14, 2006

device company selling products to physicians for use with patients suffering chronic end-stage disease, to a medical technology company providing life-long solutions for people with chronic diseases. With the new vision setting direction, the View Details
Keywords: Sean Silverthorne
  • 28 Aug 2018
  • First Look

New Research and Ideas, August 28, 2018

focus. The theory includes many realistic elements such as salespeople’s multi-dimensional effort, heterogeneity in ability, product focus, and forward-looking behavior. We test our theory through a field experiment in which we vary the sales force View Details
Keywords: Dina Gerdeman
  • 03 May 2011
  • First Look

First Look: May 3

These changes relate to: advisory notes by shareholders, refinements to board structure, non-disclosure on compensation and tightening up of certain enforcement provisions. Purchase this... View Details
Keywords: Sean Silverthorne
  • 21 Apr 2009
  • First Look

First Look: April 21, 2009

consumption fluctuations faced by individuals, households, and firms. Yet much of this promise remains unrealized. In this paper, we study the adoption of an innovative rainfall insurance product designed to compensate low-income Indian... View Details
Keywords: Martha Lagace
  • 07 Aug 2012
  • First Look

First Look: August 7

incentives on risk assessment and lending decisions. We first show that while high-powered incentives lead to greater screening effort and more profitable lending, their power is muted by both deferred compensation and the limited... View Details
Keywords: Sean Silverthorne
  • 24 Feb 2014
  • Research & Ideas

Busting Six Myths About Customer Loyalty Programs

compensating tangible benefits. (Recently they reinstalled a program in a market where all non-Every Day Low Pricing players offered them.) A lot of this uncertainty is due to a number of myths. In this paper we want to clarify the most... View Details
Keywords: by Marcel Corstjens & Rajiv Lal; Retail; Consumer Products
  • 12 May 2009
  • First Look

First Look: May 12, 2009

http://hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=709050 Relational Investors and Home Depot (A) Harvard Business School Case 409-076 In 2006, amidst shareholder upset over CEO Robert Nardelli's View Details
Keywords: Martha Lagace
  • 08 Oct 2013
  • First Look

First Look: October 8

Streamline approvals. A complicated decision process can burden the fund with too many goals and lead to ineffective investing patterns. Provide powerful incentives. Companies that don't offer adequate compensation to their venture... View Details
Keywords: Sean Silverthorne

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