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Show Results For
- All HBS Web
(6,716)
- People (8)
- News (1,393)
- Research (4,349)
- Events (39)
- Multimedia (81)
- Faculty Publications (2,647)
- 13 Jan 2022
Top Business Schools Discuss: Benefits of Deferred MBA Programs for Undergraduates
Join Columbia Business School, Chicago Booth School of Business, Harvard Business School, Kellogg School of Management, MIT Sloan School of Management, Stanford Graduate School of Business, University of Virginia Darden School of Business, View Details
- November 2013
- Supplement
Larry Steffen: Valuing Stock Options in a Compensation Package, Spreadsheet for Instructors (Brief Case)
By: William E. Fruhan and Craig Stephenson
- 25 Apr 2014
- News
Fostering a synergy at work that benefits associates as well as customers
Ganesh Natarajan (AMP 169, 2005), CEO of Zensar Technologies, is cultivating a collaborative management philosophy and innovative HR policies to ensure its 7,000 associates help customers achieve their business needs. At the core of the... View Details
- 23 Aug 2006
- Working Paper Summaries
Capturing Benefits from Tomorrow’s Technology in Today’s Products: The Effect of Absorptive Capacity
- November 2013
- Supplement
Larry Steffen: Valuing Stock Options in a Compensation Package, Spreadsheet for Students (Brief Case)
By: William E. Fruhan and Craig Stephenson
- December 2006
- Article
Europe vs America: Institutional Hysteresis in a Simple Normative Model
By: Rafael Di Tella and Robert MacCulloch
We show how the differences in US and European institutions can arise in a normative model. The paper focuses on the labor market and the government's decision to set unemployment benefits in response to an unemployment shock. The government balances insurance... View Details
Keywords: Optimal Unemployment Benefits; Labor Market Institutions; Hysteresis; Europe; United States
Di Tella, Rafael, and Robert MacCulloch. "Europe vs America: Institutional Hysteresis in a Simple Normative Model." Journal of Public Economics 90, no. 12 (December 2006): 2161–86.
- October 2017 (Revised March 2020)
- Case
Medicetra Medtech Company, Inc.
By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
Chung, Doug J. "Medicetra Medtech Company, Inc." Harvard Business School Case 518-049, October 2017. (Revised March 2020.)
- 2014
- Other Teaching and Training Material
Marketing Reading: Sales Force Design and Management
By: Doug J. Chung and Das Narayandas
This Core Curriculum Reading introduces students to (1) the importance of sales force design in implementing organizational strategy, and (2) the role of sales force management in linking structures and processes to behaviors. The material combines theoretical... View Details
Keywords: Sales Budget; Sales Compensation; Sales Cycle; Sales Force Management; Sales Forces; Sales Management; Sales Operations; Sales Organization; Sales Planning; Sales Strategy
Chung, Doug J., and Das Narayandas. "Marketing Reading: Sales Force Design and Management." Core Curriculum Readings Series. Boston: Harvard Business Publishing 8213, 2014.
- January 2006 (Revised October 2009)
- Supplement
Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager." Harvard Business School Supplement 906-027, January 2006. (Revised October 2009.)
- March 2022 (Revised October 2022)
- Case
Transforming Kimball International, Inc. (A)
By: Lynn S. Paine and Will Hurwitz
Kimball International, Inc. (KII), led by CEO Kristie Juster, and its board of directors, chaired by Kim Ryan, faced critical questions about KII’s future in the spring of 2021. Two years earlier, the board had appointed Juster as the new CEO of KII, a publicly traded,... View Details
Keywords: Board Of Directors; Board Committees; Board Decisions; Board Dynamics; CEO Compensation; CEO Succession; Compensation Committee; Compensation Consultants; Compensation Design; Compensation Mix; Corporate Purpose; COVID-19; ESG; Furniture; Furniture Industry; Manufacturing; Midwest; Pandemic; Purpose; Spin Off; Strategic Change; Strategic Decisions; Strategic Evolution; Target-setting; Executive Compensation; Family Ownership; Governance; Restructuring; Strategy; Transformation; Manufacturing Industry; United States
Paine, Lynn S., and Will Hurwitz. "Transforming Kimball International, Inc. (A)." Harvard Business School Case 322-083, March 2022. (Revised October 2022.)
- Research Summary
Monetary and Non-monetary Incentives
By: Susanna Gallani
In this line of research, Prof. Gallani explores the interplay between monetary and non-monetary incentives in organization. In particular, she explores the effectiveness of non-monetary motivation mechanisms, including mission statements and company values, feedback,... View Details
- October 2009
- Supplement
Negotiating Star Compensation at the USAWBL (A-4): Confidential Instructions for the Boston Sharks Chief Financial Officer
By: Ian Larkin and Nithyasri Sharma
Larkin, Ian, and Nithyasri Sharma. "Negotiating Star Compensation at the USAWBL (A-4): Confidential Instructions for the Boston Sharks Chief Financial Officer." Harvard Business School Supplement 910-019, October 2009.
- February 2019 (Revised July 2019)
- Case
Sales Force Management at Nobel Ilac
By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Chung, Doug J., and Gamze Yucaoglu. "Sales Force Management at Nobel Ilac." Harvard Business School Case 519-067, February 2019. (Revised July 2019.)
- April 2012
- Article
Beyond Individual Creativity: The Superadditive Benefits of Multicultural Experience for Collective Creativity in Culturally Diverse Teams
By: Carmit Tadmor, Patricia Satterstrom, Sujin Jang and Jeffrey Polzer
Although recent research has consistently demonstrated the benefits of multicultural experience for individual-level creativity, its potential advantages for collective creativity in culturally diverse teams have yet to be explored. We predicted that multicultural... View Details
- 2022
- Book
Deep Purpose: The Heart and Soul of High-Performance Companies
By: Ranjay Gulati
This book offers a compelling reassessment and defense of purpose as a management ethos, documenting the vast performance gains and social benefits that become possible when firms manage to get purpose right. Few business topics have aroused more skepticism in recent... View Details
Keywords: Purpose; Business And Society; Organizations; Mission and Purpose; Performance Effectiveness; Organizational Culture
Gulati, Ranjay. Deep Purpose: The Heart and Soul of High-Performance Companies. New York: Harper Business, 2022.
- October 2011 (Revised April 2017)
- Teaching Note
Raleigh & Rosse: Measures to Motivate Exceptional Service (Brief Case)
By: Robert L. Simons and Michael Mahoney
Teaching Note for 4353. View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Strategy And Execution; Motivation and Incentives; Goals and Objectives; Salesforce Management; Organizational Culture; Accounting; Performance Evaluation; Compensation and Benefits
- December 2008
- Article
Good Fences Make Good Neighbors: An Institutional Explanation of the Benefits of Industry Self-regulation
King, Andrew A., and Michael L. Barnett. "Good Fences Make Good Neighbors: An Institutional Explanation of the Benefits of Industry Self-regulation." Academy of Management Journal 51, no. 6 (December 2008): 1150 – 1170.
- 2024
- White Paper
Healthy Outcomes: How Employers' Support for Employees with Caregiving Responsibilities Can Benefit the Organization
By: Joseph B. Fuller
Fuller, Joseph B. "Healthy Outcomes: How Employers' Support for Employees with Caregiving Responsibilities Can Benefit the Organization." White Paper, Harvard Business School Project on Managing the Future of Work, January 2024.
- 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
Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)