Sales Force Compensation - Publications - Faculty & Research

06 Aug 2019
Cold Call Podcast

Super Bowl Ads Sell Products, but Do They Sell Brands?

surprisingly then, the day after the Super Bowl, the sales of antacids are higher by about 20 percent. Sixteen million people call in sick to work. The week leading up to the game there's a Super Bowl lift in categories like condiments,... View Details

Keywords: Advertising; Sports; Entertainment & Recreation; Media & Broadcasting

13 Apr 2021
Book

How Inclusive Managers Create Glass-Shattering Organizations

self-confidence. Add in a devastating pandemic that has forced many mothers to scale back professional duties to support children at home, and deeply embedded stereotypes about women as caregivers and men as breadwinners start to... View Details

Keywords: by Kristen Senz

12 Nov 2021
News

Alumni Business Leaders on Confronting the Climate Change Challenge

buying bioplastics, and more and more airlines are doing the same with Sustainable Aviation Fuel. New regulations and financial reporting rules are being drafted to force companies to disclose climate risks they face. The investment... View Details

20 Jan 2023
News

Free Spirits

January 2022, Tilden stepped into an increasingly popular party. The rise of non-alcoholic (NA) beverages has been one of the big headlines in the industry, where sales of beer grew almost 70 percent from 2016 to 2021, according to... View Details

Keywords: Jen McFarland Flint; Food Services and Drinking Places; Hospitality

Person Page

Press / Media

By: Karim R. Lakhani

Can America Invent Its Way Back?

BusinessWeek, by Michael Mandel, 12 Sept. 2008

Today, researchers are focusing on ways to make those... View Details

01 Feb 2002
News

It's academic. (Not!)

compensation dynamics, board evolution, entrepreneurial finance, and founder-CEO succession. He's also turning the spotlight on venture capital firms. "VC firms have an interesting organizational structure compared with other... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

22 Jun 2011
Sharpening Your Skills

Sharpening Your Skills: Motivation

Dynamic Structural Analysis of Bonus-Based Compensation Plans Companies generally pay their sales staff with some combination of salary, commissions, and bonuses for meeting quotas—with View Details

Keywords: Re: Multiple Faculty

01 Sep 2009
News

Executive Pay: Onward & Upward

1994 Under intense pressure from industry, regulators decide stock options should not be reported as a compensation expense but as footnotes in financial statements. 2002 Following the collapse of Enron and WorldCom, Congress enacts... View Details

Keywords: Corporate Services; Management, Scientific, and Technical Consulting Services; Professional Services

09 Jul 2018
Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

of whom could benefit from using 3-D printing technology in different ways. In order to reach them, the company faced three options, which Cespedes spells out in a Teaching Note accompanying the case: (1) developing an outbound sales... View Details

Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail

01 Dec 2015
First Look

December 1, 2015

vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model View Details

Keywords: Sean Silverthorne

04 May 2020
Research & Ideas

Predictions, Prophets, and Restarting Your Business

hard decisions about returning to the market. Here’s a common prediction: Social distancing forces people to do more buying online and communicating through social media, thus accelerating a permanent, big shift after the crisis to more... View Details

Keywords: by Frank V. Cespedes

21 Sep 2009
Research & Ideas

Excessive Executive Pay: What’s the Solution?

boards have improved in recent years, the speed at which they were improving lagged behind the speed at which solutions should have been implemented." -Rakesh Khurana That culture, critics maintain, spawned executive compensation... View Details

Keywords: by Roger Thompson

22 Oct 2013
First Look

First Look: October 22

incentive programs. The case forces students to address principles of compensation system design, as well as more fundamental issues around what they believe motivates this "volunteer" (i.e.,... View Details

Keywords: Sean Silverthorne

30 Aug 2016
First Look

August 30, 2016

forthcoming Journal of Marketing Research Incentives versus Reciprocity: Insights from a Field Experiment By: Chung, Doug J., and Das Narayandas Abstract—We conduct a field experiment in which we vary the sales View Details

Keywords: Carmen Nobel

Student-Profile

Byungyeon Kim

important Harvard’s worldwide research centers would be to his work. His second year research project involved a study of sales force compensation that resulted from a... View Details

January 2005 (Revised March 2005)
Case

Parisian: productivity and selling cost

By: Rajiv Lal and Arar Han

Presents the dilemma facing George Jones with respect to the high selling cost at Parisian Department Stores. The challenges to be considered reflect issues at different levels of the organization, including individual salespeople, the store itself, and the merchandise... View Details

Keywords: Cost; Executive Compensation; Production; Sales; Salesforce Management; Motivation and Incentives; Retail Industry

Citation

Educators

Purchase

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

19 May 2003
Research & Ideas

Expensing Options Won’t Hurt High Tech

companies' market prices. More seriously, however, the claim simply ignores the fact that a lack of cash need not be a barrier to compensating executives. Rather than issuing options directly to employees, companies can always issue them... View Details

Keywords: by Zvi Bodie, Robert S. Kaplan & Robert C. Merton

Mary Kay Ash

Ash created a successful cosmetics company by and for women by utilizing a direct sales force and creative motivational sales techniques. At the end of its first year, Mary Kay... View Details

Keywords: Personal Care & Home Products

01 Dec 2009
News

Hope for Reform Dims

for claw-backs when investments go sour, and give executives significant equity stakes in their companies. “Two firms with compensation plans like I just described, Bear Stearns and Lehman Brothers, both failed. So having the right View Details

Keywords: Securities, Commodities, and Other Financial Investments; Finance; Administration of Economic Programs; Government

Publications