Filter Results:
(3,194)
Show Results For
- All HBS Web
(3,194)
- News (1,071)
- Research (1,928)
- Events (20)
- Multimedia (20)
- Faculty Publications (886)
Show Results For
- All HBS Web
(3,194)
- News (1,071)
- Research (1,928)
- Events (20)
- Multimedia (20)
- Faculty Publications (886)
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)
Kris Johnson Ferreira
Kris Ferreira is the Edgerley Family Associate Professor of Business Administration in the Technology and Operations Management (TOM) Unit. She teaches the Supply Chain Management course in the MBA elective curriculum and analytics in numerous Executive Education... View Details
Keywords: retailing
- 17 Aug 2020
- Research & Ideas
What the Stockdale Paradox Tells Us About Crisis Leadership
“perceptual narrowing” (hyperfocus on the task at hand with no attention to the environment), and behavioral conformity. As a leader, you can help fight these cognitive biases by being aware of them.... View Details
Keywords: by Boris Groysberg and Robin Abrahams
Erin Shirtz
Erin Shirtz is a doctoral student in the Organizational Behavior program jointly offered by Harvard Business School and the Department of Sociology at Harvard University. Her research broadly examines... View Details
- 20 Feb 2018
- First Look
First Look at New Research and Ideas, February 20, 2018
policy instruments, and defaults. On the other hand, understanding the precise mechanisms underlying consumer losses is essential to predicting the impact of mechanism policies aimed primarily at reducing specific frictions or mental gaps... View Details
Keywords: Sean Silverthorne
- Research Summary
Overview
Professor Ashraf's research applies insights from psychology, sociology, and economics to understand and affect behavior in development. Her current research interests fall into three broad categories: technology adoption, motivation and incentive design, and... View Details
- December 2023
- Article
Save More Today or Tomorrow: The Role of Urgency in Precommitment Design
By: Joseph Reiff, Hengchen Dai, John Beshears, Katherine L. Milkman and Shlomo Benartzi
To encourage farsighted behaviors, past research suggests that marketers may be wise to invite consumers to pre-commit to adopt them “later.” However, the authors propose that people will draw different inferences from different types of pre-commitment offers, and that... View Details
Reiff, Joseph, Hengchen Dai, John Beshears, Katherine L. Milkman, and Shlomo Benartzi. "Save More Today or Tomorrow: The Role of Urgency in Precommitment Design." Journal of Marketing Research (JMR) 60, no. 6 (December 2023): 1095–1113.
- April 2011 (Revised April 2011)
- Module Note
Investor Demand
By: Robin Greenwood
This conceptual note describes a series of cases on the investor demand approach to investment strategy and management. The cases demonstrate how and why securities market dislocations are driven by non-fundamental demand. I use the cases to progressively build a... View Details
Keywords: Investment
Greenwood, Robin. "Investor Demand." Harvard Business School Module Note 211-101, April 2011. (Revised April 2011.)
- Article
Enacting Rituals to Improve Self-control
By: D. A. Tian, J. Schroeder, G. Haubl, J. Risen, M. I. Norton and F. Gino
Rituals are predefined sequences of actions characterized by rigidity and repetition. We propose that enacting ritualized actions can enhance subjective feelings of self-discipline, such that rituals can be harnessed to improve behavioral self-control. We test this... View Details
Tian, D. A., J. Schroeder, G. Haubl, J. Risen, M. I. Norton, and F. Gino. "Enacting Rituals to Improve Self-control." Journal of Personality and Social Psychology 114, no. 6 (June 2018): 851–876.
- 01 Jun 2024
- News
Alumni and Faculty Books
behavioral expert Leslie Zane shatters conventional marketing wisdom, showing readers how to tap into the hidden brain where instinct prevails, creating a powerful network of connections that drive people to buy your product, company, or... View Details
- 12 PM – 1 PM EST, 05 Mar 2015
- Webinars: Trending@HBS
The Power of Noticing
This program focuses on the journey needed for leaders to become first-class noticers. The power of noticing is deeply rooted in the rapidly evolving field of behavioral decision research, now popularized through such acclaimed books as Nudge and Thinking, Fast and... View Details
- November 2009 (Revised March 2011)
- Case
New York Life and Immediate Annuities
By: Julio J. Rotemberg and John T. Gourville
By positioning Immediate Annuities as "guaranteed lifetime income," New York Life has built itself a $1.4 billion per year business by 2009. However, to make Immediate Annuities a mainstream financial product for retirees, New York Life must understand why many... View Details
Keywords: Insurance; Personal Finance; Product Marketing; Consumer Behavior; Retirement; Salesforce Management; Insurance Industry
Rotemberg, Julio J., and John T. Gourville. "New York Life and Immediate Annuities." Harvard Business School Case 510-040, November 2009. (Revised March 2011.)
Matthew Rabin
Matthew Rabin is the Pershing Square Professor of Behavioral Economics in the Harvard Economics Department and Harvard Business School.
Before that, he spent 25 years at the wonderful University of California, Berkeley Economics Department. His research... View Details
- 06 Jun 2011
- News
Why Leaders Lose Their Way
- 08 Aug 2017
- First Look
First Look at Research and Ideas, August 8, 2017
respect to fair trade policy. The issue revolves around what actions the various private and public decision makers will now take to make this ruling work while not placing too... View Details
Keywords: Sean Silverthorne
- August 2021
- Article
Improving Sales Hiring
By: Frank V. Cespedes
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,... View Details
Cespedes, Frank V. "Improving Sales Hiring." Top Sales Magazine (August 2021), 20–21.
- 17 Mar 2021
- Research & Ideas
Beyond Pajamas: Sizing Up the Pandemic Shopper
When working professionals were shifting to home offices a year ago as COVID-19 was spreading, comedians and pundits predicted that people would no longer need bras and pants that aren’t stretchy. Instead... View Details
- 11 Feb 2019
- Blog Post
John Bracaglia, MBA 2020: “I Want to Find the Machine Learning Strategy That Avoids the Pitfalls While Fulfilling the Promise.”
For John Bracaglia, his academic and professional careers have been driven by two themes: “machine learning and behavioral economics,” he says. “The two work together. Machine... View Details
- February 2018 (Revised October 2020)
- Case
The Marriott-Starwood Merger: Navigating Brand Portfolio Strategy and Brand Architecture
By: Jill Avery, Chekitan S. Dev and Laure Mougeot Stroock
In September 2016, Marriott completed its $13.3 billion acquisition of Starwood Hotels & Resorts, which added 11 brands to its already robust 19 hotel brand portfolio. Tina Edmundson, Marriott's global brand officer, was charged with making sense of the brand portfolio... View Details
Keywords: Brand Management; Brand Architecture; Brand Portfolio; Merger; Hospitality Industry; Services Marketing; Branded House; House Of Brands; Sub-branding; Marketing; Marketing Strategy; Brands and Branding; Mergers and Acquisitions; Consumer Behavior; Advertising; Travel Industry; Accommodations Industry; Tourism Industry; United States; North America; Europe; Asia
Avery, Jill, Chekitan S. Dev, and Laure Mougeot Stroock. "The Marriott-Starwood Merger: Navigating Brand Portfolio Strategy and Brand Architecture." Harvard Business School Case 518-081, February 2018. (Revised October 2020.)
- 14 Jul 2022
- Research & Ideas
When the Rubber Meets the Road, Most Commuters Text and Email While Driving
A majority of commuters admit to multitasking on the road, including texting and reading emails, according to new research that reveals the widespread extent of distracted driving. About 87 percent of commuters are engaged in at least one... View Details
Keywords: by Jay Fitzgerald