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  • 27 Feb 2023
  • Research & Ideas

How One Late Employee Can Hurt Your Business: Data from 25 Million Timecards

reduce the elements of surprise and give employees certainty about expectations, the authors suggest. Managers should understand, "If they call people on Monday and say, 'hey, you gotta work on Tuesday,' there's a higher likelihood they... View Details
Keywords: by Ben Rand; Retail
  • 01 Nov 2020
  • Research & Ideas

Good Leadership Is an Act of Kindness

Decision-Making in Your Organization What the Stockdale Paradox Tells Us About Crisis Leadership The COVID Two-Step for Leaders: Protect and Pivot Keep Your Weary Workers Engaged and Motivated According to a recent Gallup survey, less... View Details
Keywords: by Boris Groysberg and Susan Seligson
  • 06 Jun 2018
  • Research & Ideas

Cut Salaries or Cut People? The Best Way to Survive a Downturn

departure led to a drop in sales of about 6 percent over the next five months, Stanton says. “When the best people left, they were on average selling more. So if you replace the best person with an average salesperson you lose the... View Details
Keywords: by Rachel Layne
  • 13 Mar 2023
  • Research & Ideas

What Would It Take to Unlock Microfinance's Full Potential?

we’re planning to run a randomized evaluation to understand the impact of these kinds of loans on livelihoods. But this is not a research-first project; it is a practice-first project. One of our principal motivations is to develop a set... View Details
Keywords: by Jen McFarland Flint; Financial Services
  • 13 Jun 2022
  • Research & Ideas

Extroverts, Your Colleagues Wish You Would Just Shut Up and Listen

When people feel heard, they tend to be less defensive, less anxious, and more relaxed. High-quality listening, research suggests, also increases creativity and improves work performance by boosting a person’s internal View Details
Keywords: by Pamela Reynolds
  • 04 Apr 2023
  • What Do You Think?

How Does Remote Work Affect Innovation?

here”? Would the result have been the same? We can at least hypothesize several notions based on early research regarding remote work. Many talented people love it. Some of the reasons they love it, such as the ability to gain more... View Details
Keywords: by James Heskett
  • 25 Nov 2019
  • Research & Ideas

When Your Passion Works Against You

has a dark side, and if employees aren’t careful about how and when they express it, it can turn off colleagues or even make them feel threatened, according to new research. “You can’t just express passion and expect it will be jolly good. It isn’t always the way to... View Details
Keywords: by Dina Gerdeman
  • 01 Jun 2000
  • News

Going Public: Margaret M. Crotty

meager supply of life jackets, neglecting to keep one for herself. When the boat sank, she used her skills as a former lifeguard to save people in the shark-infested waters, but hundreds of others drowned. Fashioning a flotation device... View Details
Keywords: Susan Young
  • 03 Jun 2002
  • Research & Ideas

How to Succeed With Your New Boss

to shape your boss's perceptions of what can and should be achieved. Aim for good marks from those whose opinions your boss respects. This is an aspect of building supportive internal coalitions. Your boss may have pre-existing relationships with View Details
Keywords: by Michael Watkins
  • Web

Building Iconic Brands and Brighter Futures: Interview with Glossier CEO, Kyle Leahy - Recruiting

an operator and she was craving more creativity. “I love working with people and I really wanted to get my hands into the business,” she says. “I also wanted to tap into my creative side and work with brands that personally inspired me.”... View Details
  • 07 Jul 2021
  • Book

Good News for Disgraced Companies: You Can Regain Trust

talk about health, given how dangerous their products are to public and personal health. However, most people don’t have a clear view into the internal motivations of a company. Instead our relationship with... View Details
Keywords: by Lane Lambert
  • 13 Dec 2022
  • Research & Ideas

The Color of Private Equity: Quantifying the Bias Black Investors Face

look at net worth and compare minorities to majority populations, particularly historically disadvantaged minorities, there's also income gaps, but the wealth gap is just really huge. And how is it that people create wealth? Certainly,... View Details
Keywords: by Pamela Reynolds; Financial Services
  • 04 Sep 2018
  • First Look

New Research and Ideas, September 4, 2018

to organizations seeking to improve creativity and innovation. Researchers and businesses want to know what factors facilitate or inhibit creativity in a variety of organizational settings. Individual Creativity in the Workplace identifies those factors, including what... View Details
Keywords: Dina Gerdeman
  • 2010
  • Working Paper

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
Related
  • February 2008
  • Case

EFI, Inc. (A)

By: David B. Godes and Lauren Barley
EFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single... View Details
Keywords: Change Management; Compensation and Benefits; Performance Evaluation; Groups and Teams; Salesforce Management; Motivation and Incentives
Related
  • Web

Curriculum - Business & Environment

Gerald Chertavian and Brian Trelstad This course looks at social entrepreneurship through the lens of traditional entrepreneurship, but asks how people motivated by disrupting entrenched and often... View Details
  • 01 Dec 2023
  • News

Drop Everything, Read This

is transferable to life on campus and a career beyond HBS. —Kartik Varma (MBA 2002) In Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect, Will Guidara describes a mindset around customer service and... View Details
Keywords: Publishing Industries (except Internet); Information
  • 06 Sep 2011
  • Research & Ideas

Cheese Moving: Effecting Change Rather Than Accepting It

leaders that instead of wasting their time wondering why things are the way they are, they should simply accept their world as given. But even in situations where things are beyond our control and adapting is the only viable option—that is, even for those whom you... View Details
Keywords: by Carmen Nobel

    Publications

    2000-2005 Selected

     

    Chiu, C-y, Morris, M.W., Hong, Y-y, & Menon, T. (2000).  Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of Need for Closure.... View Details

    • 01 Mar 2023
    • What Do You Think?

    How Much Does 'Deep Purpose' Matter to the Bottom Line?

    culture, shifting its mission from a product-oriented “computer on every desk and in every home” to “empower every person and every organization on the planet to achieve more.” The assumption is that “to be the best” just doesn’t measure up to “change the world” when... View Details
    Keywords: by James Heskett