Publications

July 2010 (Revised September 2011)
Background Note

Hiring Professionals in China: A Practitioner's Guide

By: Heidi K. Gardner

This note outlines how leading professional service firms operating in China revise their standard hiring practices to fit local challenges and customs. Based on interviews with professionals in a number of established accounting, strategy consulting, and executive... View Details

Keywords: Talent and Talent Management; Globalized Firms and Management; Employees; Selection and Staffing; Service Industry; China

Educators

Web

Private Equity Finance - Course Catalog

“home-run” deals to troubled investments. (The course does not cover venture capital or real estate segments of PE.) Through these case studies, the goal of the class is to understand when and how private equity firms consistently add... View Details

31 Jan 2011
Research & Ideas

Taking the Fear out of Diversity Policies

often, then, companies will adopt diversity policies more out of fear than anything else, the researchers argue. And this can lead to nonproductive situations. For example, a manager may shy away from constructively criticizing a minority... View Details

Keywords: by Carmen Nobel

Web

What Google, Lego, and Other Brands Know About the Promise and Peril of AI | Working Knowledge

letter to an Olympic athlete , prompting criticism that the company was promoting AI to replace personal expression and human creativity. While Google has aimed to be an AI leader, these displays showed the company fundamentally... View Details

Article

The Role of Lockups in Initial Public Offerings

By: Alon Brav and Paul A. Gompers

In a sample of 2,794 initial public offerings (IPOs), we test three potential explanations for the existence of IPO lockups: lockups serve as (i) a signal of firm quality, (ii) a commitment device to alleviate moral hazard problems, or (iii) a mechanism for... View Details

Keywords: Initial Public Offering; Quality; Moral Sensibility; Compensation and Benefits; Venture Capital; Problems and Challenges; Stock Shares; Going Public

28 Mar 2016
Working Paper Summaries

Do Incentive Plans for Exemplary Employees Lead to Productive or Counterproductive Outcomes?

Keywords: by Carolyn Deller and Tatiana Sandino; Telecommunications

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

Read Now

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

Keywords: Negotiation; Compensation and Benefits; Information; Management

October 2006
Article

Stewards, Agents, and the Founder Discount: Executive Compensation in New Ventures

By: Noam Wasserman

Keywords: Management; Compensation and Benefits; Business Ventures

Read Now

25 Aug 2024
News

Your Next Career Coach Could Be A Chatbot

2014
Working Paper

Cleaning House: The Impact of Information Technology on Employee Corruption and Performance

By: Lamar Pierce, Daniel Snow and Andrew McAfee

This paper examines how firm investments in technology-based employee monitoring impact both misconduct and productivity. We use unique and detailed theft and sales data from 392 restaurant locations from five firms that adopt a theft monitoring information technology... View Details

Keywords: Management Practices and Processes; Information Technology; Ethics; Performance Productivity; Employees

SSRN

January 2015
Case

Burberry in 2014

By: Anita Elberse

In February 2014, Burberry's chief executive officer Angela Ahrendts is preparing to hand the reins of the English luxury fashion company to chief creative officer Christopher Bailey. Under their partnership, in place since 2006, Burberry's revenues have tripled to... View Details

Keywords: Management Succession; Luxury; Product Marketing; Brands and Branding; Manufacturing Industry; Fashion Industry; Great Britain

Educators

August 1983 (Revised June 1985)
Supplement

Milford Industries (B)

By: Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series. View Details

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation

16 Dec 2021
News

Avoid a One-Size-Fits-All Approach to Sales Coaching

Web

Bibliography - Option Pricing in Theory & Practice: The Nobel Prize Research of Robert C. Merton - Exhibits - Historical Collections

Control Theory as Applied to Stochastic and Non-Stochastic Economics." Ph.D. diss., MIT, 1970. Merton, Robert C. "A Dynamic General Equilibrium Model of the Asset Market and its Application to the Pricing of the Capital Structure of the... View Details

November 2010
Article

Beyond the Deal: Wage a 'Negotiation Campaign'

By: James K. Sebenius

While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details

Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital