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  • 02 Apr 2019
  • First Look

New Research and Ideas, April 2, 2019

the company’s policy for awarding sales incentive compensation on HMM, as well as how they communicated with employees and the firm’s sole shareholder, the Harvard Business School. Purchase this... View Details
Keywords: Dina Gerdeman
  • 02 Feb 2010
  • First Look

First Look: Feb. 2

foster a culture that aligns all employees around the shared goals of customer solutions. 3) Clout: redistribute power to "bridge builders" and customer champions. 4) Capability: develop employees' skills at tackling changing... View Details
Keywords: Martha Lagace
  • 09 Feb 2016
  • First Look

February 9, 2016

turnover in sales is 25% to 30%, while direct replacement costs for a telesales employee ranges from $75,000 to $90,000 and other sales positions cost as much as $300,000. Moreover, these figures do not reflect the lost sales while a... View Details
Keywords: Sean Silverthorne
  • 29 Jun 2007
  • First Look

First Look: June 29, 2007

under severe economic conditions. We show that many structured finance instruments can be characterized as economic catastrophe bonds, but offer far less compensation than alternatives with comparable payoff profiles. We argue that this... View Details
Keywords: Martha Lagace
  • 15 Mar 2011
  • First Look

First Look: March 15

Piovesan Abstract To encourage worker productivity, offices prohibit Internet use. Consequently, many employees delay Internet activity to the end of the workday. Recent work in social psychology, however, suggests that using willpower to... View Details
Keywords: Sean Silverthorne
  • 01 Mar 2011
  • First Look

First Look: March 1

of power, power-devaluation theory, and organizational research on the antecedents of employee voice, we argue that a leader's experience of heightened power produces verbal dominance, which reduces perceptions of leader openness and team... View Details
Keywords: Sean Silverthorne
  • 21 Jun 2010
  • Research & Ideas

Strategy and Execution for Emerging Markets

might, with sellers of talent (such as graduates of business schools). For managers, if their business growth is predicated on hiring appropriate amounts of talent—as it invariably is—what do they do to compensate for the absence of... View Details
Keywords: by Martha Lagace
  • 09 May 2005
  • Research & Ideas

Hold or Fold? Sizing Up Business Risk

senior executive, age sixty-something plus or minus, who has loved being at the top. You know that if you retire, you will never again have a position like this one in terms of financial compensation and business power. What do you do?... View Details
Keywords: by Eileen C. Shapiro & Howard H. Stevenson
  • 14 Nov 2006
  • First Look

First Look: November 14, 2006

different capabilities, make varying degrees of effort, and have different personal preferences. Should companies accommodate variability or reduce it? Accommodation often involves asking employees to View Details
Keywords: Sean Silverthorne
  • 12 Aug 2008
  • First Look

First Look: August 12, 2008

Unilever, and its renewal, catapulted Coty into the position of the world's largest fragrance company. The case provides an opportunity to examine the entrepreneurial, cultural, and organizational factors which enable acquired brands and View Details
Keywords: Sean Silverthorne
  • 12 Feb 2008
  • First Look

First Look: February 12, 2007

mutually agreed-upon transfers with compensation and are located within the task network. Placing a transaction in a particular location in turn requires work to define, count (or measure), and pay for the transacted objects. The costs of... View Details
Keywords: Martha Lagace
  • 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
  • 04 Jun 2013
  • First Look

First Look: June 4

the venture capitalist and the entrepreneur. Since the investor-VC contract is set before the VC finds any investments, we show that it is the entrepreneur who must compensate the venture capitalist for any extra risk in the project even... View Details
Keywords: Sean Silverthorne
  • 13 Sep 2011
  • First Look

First Look: September 13

business. The book describes a conceptual framework, "the culture cycle," for managing culture that comprises setting and meeting expectations; establishing trust, engagement, and ownership among employees and customers that... View Details
Keywords: Sean Silverthorne
  • 08 Jul 2008
  • First Look

First Look: July 8, 2008

informal organization arising from reorganization can help create ambidextrous organizations. We argue that under some conditions, the informal organization can compensate for the formal organization by motivating a distinct but valuable... View Details
Keywords: Martha Lagace
  • 26 Feb 2008
  • First Look

First Look: February 26, 2008

I test for learning vs. effort allocation effects of promotion-based incentives. I find that promotion and demotion decisions for store managers of a major U.S.-based fast-food retailer (QSR) are sensitive to nonfinancial performance measures of service quality and... View Details
Keywords: Martha Lagace
  • July 2024
  • Case

Knowledge-Enabled Financial Advice: Digital Transformation at Edward Jones

By: Lauren Cohen, Richard Ryffel, Grace Headinger and Sophia Pan
Edward Jones, a wealth management advisory firm that prided itself on its interpersonal connections and face-to-face interactions, was eager to augment their services with AI capabilities. Built on 1-to-1 close-knit relationships, the firm had more than 15,000 offices... View Details
Keywords: Fintech; Innovation And Strategy; Financial Advisors; Big Data; Artificial Intelligence; Digitization; Financial Institutions; Business Strategy; Competitive Advantage; Technology Adoption; Business Plan; Technological Innovation; Interpersonal Communication; Communication Intention and Meaning; Communication Strategy; Transformation; Employee Stock Ownership Plan; Disruptive Innovation; Innovation Strategy; Innovation and Management; Innovation Leadership; Knowledge Acquisition; Knowledge Use and Leverage; Customer Relationship Management; AI and Machine Learning; Digital Strategy; Financial Services Industry; St. Louis; Missouri; United States; Canada
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  • 23 Oct 2018
  • First Look

New Research and Ideas, October 23, 2018

By: Deller, Carolyn, and Tatiana Sandino Abstract—Using retail chain data, we study the effects of a tournament incentive plan based primarily on objective performance, but incorporating managerial discretion in the selection of winners. In principle, such plans could... View Details
Keywords: Dina Gerdeman
  • 12 May 2009
  • First Look

First Look: May 12, 2009

Authors:Eric J. Van den Steen Publication:American Economic Review (forthcoming) Abstract This paper develops a theory of the firm in which a firm's centralized asset ownership and low-powered incentives give the manager, as an equilibrium outcome, interpersonal... View Details
Keywords: Martha Lagace
  • 28 Apr 2009
  • First Look

First Look: April 28, 2009

the conception, development, and implementation of the Corporate Services Corps (CSC), an international community service assignment for high-potential IBM employees. The year 2008 was the pilot year of the CSC program, and 100 of IBM's best global View Details
Keywords: Martha Lagace

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