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  • November 1993 (Revised March 1997)
  • Case

Romeo Engine Plant

By: Amy P. Hutton and Robert S. Kaplan
A newly reopened automobile engine plant has been organized along total quality and teamwork principles. Employees now is to solve problems and ensure quality, rather than watch parts being produced. New operating and financial systems have been installed to promote... View Details
Keywords: Organizational Change and Adaptation; Motivation and Incentives; Management Practices and Processes; Groups and Teams; Performance Efficiency; Performance Improvement; Manufacturing Industry; Auto Industry
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  • 02 Feb 2010
  • First Look

First Look: Feb. 2

Incentives, and Explicit Incentives Authors:Romana L. Autrey, Shane S. Dikolli, and D. Paul Newman Publication:Journal of Management Accounting Research (forthcoming) Abstract We examine a setting in which managers have differential... View Details
Keywords: Martha Lagace
  • 05 Jun 2014
  • Research & Ideas

Fixing the ‘I Hate Work’ Blues

solution to this dilemma? I believe we need to restructure large organizations by giving much more responsibility and authority to first-line workers and paying them accordingly—with appropriate performance incentives. We need to trust... View Details
Keywords: by Bill George
  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business Administration, explain what kind of bump managers can expect from different bonus plans in their... View Details
Keywords: by Roberta Holland; Retail
  • January 2021 (Revised March 2022)
  • Teaching Note

Maritz Automotive

By: Ashley V. Whillans and Lamar Pierce
This case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the... View Details
Keywords: Loss-framing; Sales; Performance Improvement; Compensation and Benefits; Motivation and Incentives; Behavior; Theory; Auto Industry
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  • 2004
  • Working Paper

Are Perks Purely Managerial Excess?

By: Raghuram G. Rajan and Julie Wulf
Why do some firms tend to offer executives a variety of perks while others offer none at all? A widespread view in the corporate finance literature is that executive perks are a form of agency or private benefit and a way for managers to misappropriate some of the... View Details
Keywords: Motivation and Incentives; Performance Productivity; Executive Compensation; Corporate Finance
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  • 22 Aug 2011
  • Research & Ideas

Getting to Eureka!: How Companies Can Promote Creativity

into round holes. Employers have commonly sought to solve that motivation problem in one way: money. By using "pay-for-performance" schemes that reward workers for hitting targets in a project, they seek to provide that extra View Details
Keywords: by Michael Blanding
  • 18 Mar 2001
  • Research & Ideas

The Essentials for Enlightened Experimentation

incentives to encourage rapid experimentation. Consider using small development groups that contain key people (designers, test engineers, manufacturing engineers) with all the knowledge required to iterate rapidly. Determine what... View Details
Keywords: by Stefan Thomke
  • 04 Aug 2003
  • What Do You Think?

Are We Facing an Attitude Shortage?

Summing Up "Good attitudes supercharge organizational performance beyond what the skill/talent level would indicate," according to Perry Miles. "Attitude is one of the strongest determinants of performance," added... View Details
Keywords: by James Heskett
  • 21 May 2001
  • Research & Ideas

From Tigers to Kaleidoscopes: Thinking About Future Leadership

differences as well as their collective identity and goals, she advises. Encourage mutual support as well as confrontation within the group. Focus on the performance at hand in addition to opportunities for future learning and growth. And... View Details
Keywords: by Martha Lagace
  • 02 Feb 2007
  • What Do You Think?

Is There Too Little “Know Why” In Business?

can be found in: (1) discovery, the challenge of adventure and innovation characterized by dot-com entrepreneurs willing to work 24/7 in search of the new or unknown, (2) excellence, in which high standards are not compromised for short-term View Details
Keywords: by Jim Heskett
  • 02 May 2011
  • Research & Ideas

Casino Payoff: Hands-Off Management Works Best

across the United States. Host Controls The job performances of casino hosts are subject to various degrees of monitoring, even within the same MGM-Mirage organization. The enterprise comprises a number of individual properties that were... View Details
Keywords: by Dennis Fisher; Entertainment & Recreation
  • 03 Oct 2017
  • First Look

First Look at Research and Ideas, October 3, 2017

Tatiana Sandino Abstract—Using retail chain data, we study the effects of a tournament incentive plan incorporating objective and subjective criteria. In principle, such plans could motivate employees to View Details
Keywords: by Sean Silverthorne
  • August 1991 (Revised February 1992)
  • Case

Gain Sharing at Star Cablevision Group

By: Leonard A. Schlesinger and Sarah Ann Greene
Describes Star's experiment with gain sharing over a three-year period. Background on the industry and company's history are provided to establish the context for the shift to pay-for-performance. Describes the three different gain sharing programs, the resulting... View Details
Keywords: Motivation and Incentives; Service Delivery; Performance Productivity; Television Entertainment; Compensation and Benefits; Media and Broadcasting Industry
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  • 03 Jan 2017
  • First Look

January 3, 2017

Performance Goals and Incentives This module explains how managers use performance goals and incentives to ensure that employee actions align... View Details
Keywords: Carmen Nobel
  • 05 Sep 2012
  • What Do You Think?

Will Business Management Save US Health Care?

era of a medical star system is about over. Outstanding medical institutions like Mayo Clinic and Cleveland Clinic have long avoided it. They opt instead for hiring practitioners as employees who are paid incentives for providing better... View Details
Keywords: by Jim Heskett; Health
  • 16 Aug 2011
  • First Look

First Look: August 16

incentive scheme over a linear one, even though this reduces pay for many subjects and despite the presence of clear feedback. Additionally, the linear scheme attracts demotivated, underconfident workers who View Details
Keywords: Sean Silverthorne
  • 14 May 2013
  • First Look

First Look: May 14

proxy for incentive conflict) impact the use of a subset of available performance measures. Consistent with a signaling model of the allocation of contingent control rights, we find that contracts involve... View Details
Keywords: Sean Silverthorne
  • 06 Sep 2011
  • Research & Ideas

How Small Wins Unleash Creativity

nourishers. "You don't need a lot of resources to do any of those things," she says. "We're not talking about hiring fancy comics to perform at lunchtime. You just need to make people feel supported as people. And it's... View Details
Keywords: by Carmen Nobel
  • 17 Sep 2013
  • First Look

First Look: September 17

selection and recommendation incentives than their sell-side peers. We examine the selection and performance of stocks recommended by analysts at a large investment firm relative to those of sell-side... View Details
Keywords: Sean Silverthorne

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