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All HBS Web
(8,853)
- People (21)
- News (1,708)
- Research (5,511)
- Events (57)
- Multimedia (75)
- Faculty Publications (3,842)
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- November 1992 (Revised October 1993)
- Teaching Note
R.J. Reynolds Tobacco Company (TN)
By: William J. Bruns Jr. and Charles A Nichols, III
Teaching Note for (9-191-038).
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Keywords:
Consumer Products Industry
- January 2017 (Revised April 2018)
- Background Note
Introduction to Incentive-based Sales Compensation Systems
By: Willy Shih
This background note explains the structure of incentive-based sales compensation systems.
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Keywords:
Sales Compensation;
Sales Force Compensation;
Sales Force Management;
Sales;
Salesforce Management;
Compensation and Benefits;
Motivation and Incentives;
Consumer Products Industry;
Consumer Products Industry;
Consumer Products Industry;
United States
Shih, Willy. "Introduction to Incentive-based Sales Compensation Systems." Harvard Business School Background Note 617-037, January 2017. (Revised April 2018.)
- 04 Jan 2021
- What Do You Think?
How Do We Sustain Organization Diversity?
the benefit of others.” Profit is what remains after market forces for factors of production have done their work. My words, not Wittenberg’s. As Wittenberg points out, in an unregulated market for labor or other resources, “supply and...
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by James Heskett
- June 1988
- Case
Holiday Greetings, Inc. (Abridged)
By: William E. Fruhan Jr., Dwight B. Crane and Jonathan Tiemann
Keywords:
Consumer Products Industry
Fruhan, William E., Jr., Dwight B. Crane, and Jonathan Tiemann. "Holiday Greetings, Inc. (Abridged)." Harvard Business School Case 288-063, June 1988.
- 24 Jul 2000
- Research & Ideas
Something Ventured, Something Gained: A European View of Venture Capital
"that's where we have a distinct advantage." For Tazartes and his colleagues, in fact, the demand for the services they render has never been greater, as governments privatize state-run operations...
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- 07 Jan 2015
- What Do You Think?
SUMMING UP: What Are the Limits On Workplace Transparency?
a way to do it," with some cautions and advice about how to make such information available to all. For example, Praveen pointed out that, "It is essential to have a culture of mutual trust but we also need to have mutual...
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by James Heskett
- 28 Aug 2017
- Research & Ideas
Should Industry Competitors Cooperate More to Solve World Problems?
Source: Cecilie_Arcurs George Serafeim has a startling suggestion to fix the world’s biggest environmental, social, and governance (ESG) problems such as water pollution, deforestation, and wealth inequality: encourage companies within industries to do less competing...
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- 31 Mar 2002
- What Do You Think?
Is This the Decade of the Investor?
influx of foreign capital helped finance investments in new technology, one might also conclude that U.S. employees and consumers benefited to a significant degree at the expense of foreign investors. This...
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by James Heskett
- 02 Aug 2004
- What Do You Think?
For Greater Transparency, Is Section 404 an Effective Response?
transparency for shareholders and other stakeholders. The primary argument is that, without high standards of personal integrity posed from within, Section 404 will be of limited value. As John Louk put it, "I personally believe that...
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by James Heskett
- 17 Jul 2000
- What Do You Think?
Where Is the Microsoft Board?
because of other demands on her time. Now comes the government's anti-trust suit against Microsoft, a suit that we are told was decided on both its merit as well as the behavior of Microsoft's management, its lack of contrition, View Details
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by James Heskett
- 23 Aug 2019
- Sharpening Your Skills
Has the Corporate Mission Just Been Disrupted?
study how consumers react to vocal chief executives. Why JPMorgan Chase Is Investing Millions in Detroit JPMorgan Chase is making extensive investments into the revitalization of Detroit. What does it expect in return? Professor Joseph...
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- 09 Jun 2003
- Research & Ideas
Around the World of Entrepreneurial Ventures
elective: International Entrepreneurial Finance. As he explained in a presentation to other HBS professors during the Faculty Research Symposium on May 20, the research project has led him to examine in detail twenty-nine sites that cover twenty countries. Yet many...
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by Martha Lagace
- 30 Jun 2020
- What Do You Think?
Is a Business School-Industry Collaboration Needed to Attract Black Talent to Campus?
co-op program for potential MBA students? How about greater sharing of teaching or administrative talent, similar to what IBM and other organizations have done in the past—in this case, sabbaticals with the potential of career change?...
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- 03 Feb 2016
- What Do You Think?
How Do You Hire an 'Impostor'?
employees. And several identified personally with the phenomenon. Desirable qualities of imposters were described in different ways. Julie Cohen said, “The balance of competency and occasional self-doubt...
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by James Heskett
- 09 Jan 2014
- Research & Ideas
Excerpt: ’Fortune Tellers’
early twentieth century. It is a story, in part, about how fortune telling was professionalized. Unlike Adams, whose insights into the future rested on her purported ability to read the stars, the entrepreneurs profiled here were statisticians View Details
Keywords:
by Walter A. Friedman
- 08 Dec 2014
- Research & Ideas
A Manager’s Guide to International Strategy
the product? In Europe, consumers in 13 different countries have 13 different preferences for the texture and taste of tomato soup. In addition, a company may decide to offer a product completely outside its...
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by Julia Hanna
- 22 Aug 2011
- Research & Ideas
Getting to Eureka!: How Companies Can Promote Creativity
We tend to think of the moment of insight and creativity in sudden and shocking terms: the bathtub overflowing (Archimedes), the apple beaning off the head (Newton), the bolt of lightning shivering the key...
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by Michael Blanding
- 02 May 2008
- What Do You Think?
What is the Future of State Capitalism?
the World Trade Organization. C. J. Cullinane comments, "We need ... global guidelines and regulations as well as transparency." Jacoline Loewen, concurs, saying that "there may not be global rules for State Capitalism yet,...
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by Jim Heskett
- 21 Feb 2005
- Research & Ideas
The VC Quandary: Too Much Money
It might be hard for the ordinary business owner or consumer to imagine having "too much" money. But that's exactly where the venture capital industry finds itself: with too much money available for the number of emerging...
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- 12 Oct 1999
- Research & Ideas
Bright Ideas: The Creative Power of Groups
and execute truly creative solutions. Perhaps the traditional image of the creative genius working alone to create great breakthroughs is not so accurate after all. To shatter conventional wisdom about group creativity is one purpose of...
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by Laurie Joan Aron