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    Sandra J. Sucher

    Sandra Sucher, professor of management practice at Harvard Business School, is an internationally recognized trust researcher. The Power of Trust, her third book, is based on two decades of global research on how companies build stakeholder trust and how,... View Details

    Keywords: apparel; banking; brokerage; clothing; fashion; financial services; furniture; hotels ＆ motels; retail financial services; retailing; service industry
    • Web

    2023 Reunion Presentations - Alumni

    Behavioral Finance and Financial Stability Project, have made tremendous strides in predicting financial market crashes, panics, and crises. Participants left this session understanding the state of the art in identifying financial market... View Details
    • 08 Sep 2014
    • Research & Ideas

    The Strategic Way To Hire a Sales Team

    with engineering on custom applications, and up-selling or cross-selling additional services. Allocation of sales talent should change. Focus on behaviors in selection. In many firms, this means upgrading assessment skills. Managers are... View Details
    Keywords: by Carmen Nobel
    • 16 Aug 2016
    • First Look

    August 16, 2016

    https://www.hbs.edu/faculty/Pages/item.aspx?num=51481 The Value of Trading Relationships in Turbulent Times By: Di Maggio, Marco, Amir Kermani, and Zhaogang Song Abstract—This paper investigates how dealers’ trading relationships shape their trading View Details
    Keywords: Sean Silverthorne
    • March 2022 (Revised May 2022)
    • Case

    Winning Business at Russell Reynolds (A)

    By: Ethan Bernstein and Cara Mazzucco
    In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and... View Details
    Keywords: Compensation; Collaboration; Executive Search Firms; Consulting Firms; Compensation and Benefits; Restructuring; Human Resources; Human Capital; Management Practices and Processes; Organizational Culture; Organizational Change and Adaptation; Social and Collaborative Networks; Recruitment; Selection and Staffing; Talent and Talent Management; Consulting Industry; Employment Industry; Asia; Europe; Latin America; Middle East; North and Central America; South America; Oceania
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    • Web

    Our Team - Impact Investments

    her Ph.D. in sociology at Stanford University and served as a lecturer and researcher in organizational behavior and human resources management at the Stanford Graduate School of Business. Leslie Jeng... View Details
    • 2020
    • Article

    A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

    By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
    Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role... View Details
    Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives; AI and Machine Learning
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    • 04 Mar 2024
    • Research & Ideas

    Want to Make Diversity Stick? Break the Cycle of Sameness

    that diversity is good overall.” What’s driving these decisions? Chang speculates that a behavioral phenomenon known as “loss aversion,” in which people focus on avoiding losses rather than reaping potential gains, might be influencing... View Details
    Keywords: by Michael Blanding
    • 01 Nov 2020
    • News

    Good Leadership Is an Act of Kindness

    • Blog

    What Can You Do to Foster Gender Equity?

    to distributing assignments, to managing performance and promotions. Undermine stereotypes. If you're a man, model behavior that makes it safer for all men—and all people—to lean into caregiving. Take your full parental leave, for... View Details
    • 05 Jul 2012
    • What Do You Think?

    Why Is Trust So Hard to Achieve in Management?

    Summing Up Do Managers Take Trust for Granted? Trust is a big issue these days judging from the volume of responses to this month's column. Its importance in management is agreed on. There is a long list of behaviors that can damage it.... View Details
    Keywords: by James Heskett
    • 27 Jun 2005
    • Research & Ideas

    Asian and American Leadership Styles: How Are They Unique?

    Wall Street than is yet common in Asia. Wall Street has strong expectations about the behavior and performance of executives and about succession. There is less freedom of action for executives and boards in America than in Asia. In Asia,... View Details
    Keywords: by D. Quinn Mills
    • 2024
    • Working Paper

    Determinants of Top-Down Sabotage

    By: Hashim Zaman and Karim R. Lakhani
    We investigate the conditions that motivate managers to impede the growth of talented subordinates due to fears of future competition for their own positions. Our research expands on existing tournament and contest theory literature that considers peer-to-peer sabotage... View Details
    Keywords: Succession Planning; Organizational Hierarchy; Compensation; Promotions; Tournaments; Talent and Talent Management; Organizational Structure; Employee Relationship Management; Performance Evaluation; Organizational Culture; Management Skills
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    • 07 Oct 2008
    • First Look

    First Look: October 7, 2008

    30,000 megawatts of power, would change the face of European energy networks, use new technology, and help several European countries meet their Kyoto targets for reducing CO2. The issues are whether a small company like Airtricity has the View Details
    Keywords: Martha Lagace
    • 28 Apr 2015
    • First Look

    First Look: April 28

    from CEOs to frontline workers commits preventable mistakes-for example, underestimating how long it will take to finish a project or focusing too much on information that supports their current view. It is extraordinarily difficult to rewire the View Details
    Keywords: Sean Silverthorne
    • 07 Feb 2017
    • Research & Ideas

    The Right Way to Cry in Front of Your Boss

    frustration or sadness. Wolf differentiates those expressions from anger directed at others. In the paper Managing Perceptions of Distress at Work: Reframing Emotion as Passion, published in the November 2016 issue of Organizational View Details
    Keywords: by Roberta Holland
    • 04 Mar 2014
    • First Look

    First Look: March 4

    Organizational Psychology and Organizational Behavior Psychological Safety: The History, Renaissance, and Future of an Interpersonal Construct By: Edmondson, Amy C., and Zhike Lei Abstract—Psychological safety describes people's... View Details
    Keywords: Sean Silverthorne
    • 2018
    • Working Paper

    Managing Through Organizational Change: Employee Alignment in the Presence of Unexpected Career Concerns

    By: Ohchan Kwon and Jee-Eun Shin
    This study examines performance consequences due to unexpected career concerns – layoff risks due to institutional reasons. Exploiting a company-wide announcement of a merger decision by management as a trigger event for unexpected career concerns, we examine employee... View Details
    Keywords: Career Changes; Performance Measures; Incentives; M＆A; Employees; Personal Development and Career; Mergers and Acquisitions; Organizational Change and Adaptation; Performance; Motivation and Incentives
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    • 18 Jan 2016
    • Research & Ideas

    Hazard Warning: The Unacceptable Cost of Toxic Workers

    that included retail, financial services, and health care. Tip-offs to toxicity The data reveal three traits that indicate which would-be hire needs a warning label. Human resources managers should be alert to signs an applicant is... View Details
    Keywords: by Roberta Holland
    • 26 Jan 2016
    • First Look

    January 26, 2016

    disclosure. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50424 forthcoming American Economic Review: Papers and Proceedings Productivity and Selection of Human Capital with Machine Learning By: Chalfin, Aaron, Oren... View Details
    Keywords: Sean Silverthorne