Sales Force Compensation - Publications - Faculty & Research

Truman K. Gibson

In 1943, Gibson became head of Supreme Life Insurance, which had $53.8 million in industrial insurance policies in force. Gibson ushered in a solid seven years of growth and financial stability. Gibson’s sales View Details

Keywords: Finance

Samuel M. Walton

1987, Wal-Marts numbered over 1,000 and had sales of $14 billion. Gaining momentum from the success of Wal-Mart, Walton created the highly successful bulk food store chain, Sam’s Wholesale Club, which also earned revenues in the billions.... View Details

Keywords: Retail

01 Dec 2006
News

Faculty Research Online From HBS Working Knowledge

Professor Mihir Desai explains what managers can learn from one unlucky investor’s experience. The Compensation Game Do CEOs deserve “star” compensation? The idea that their pay is driven by the invisible hand of market View Details

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

04 Nov 2002
Research & Ideas

From Lone Star to Team Player

on individual performance are prone to this problem. It is a problem in investment banking and can also be a problem in sales organizations where individuals are compensated for their own View Details

Keywords: by Mallory Stark

01 Apr 2000
News

Award-Winning Article Urges Companies to Loosen Ties that Bind

expenses associated with everyday activities such as management meetings, conferences, phone conversations, sales calls, reports, and memos. Hagel and Singer maintain that by dramatically reducing interaction costs, the Internet and other... View Details

24 Mar 2008
Research & Ideas

Reducing Risk with Online Advertising

receive a bonus in compensation for the delay). With a suitable delay, a merchant or network can deter many bad affiliates while retaining the good." "Even if you deal with suppliers indirectly, that doesn't mean you couldn't... View Details

Keywords: by Martha Lagace; Video Game; Web Services

08 May 2014
News

The Sky's the Limit

to how sheltered I was," Eaton says. After completing the PMD program, Eaton returned to the business world as international program manager for the Blackhawk helicopter at Sikorsky Aircraft, then as commercial sales manager. She also... View Details

Keywords: Jill Radsken; women's issues; avaition; Air Transportation; Transportation

15 Aug 2005
HBS Case

Classic Cases Live On at HBS

worker-management culture. However, the company was best known for its compensation system, paying its workers on a piecework basis, coupled with bonuses based on company revenues. Although this often resulted in average annual pay for... View Details

Keywords: by Garry Emmons

01 Mar 2005
News

Answering the Call

worker-management culture. However, the company was best known for its compensation system, paying its workers on a piecework basis, coupled with bonuses based on company revenues. Although this often resulted in average annual pay for... View Details

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

22 Oct 2018
Sharpening Your Skills

Motivate Me, Please

governments to get citizens to do the right thing. Hiding From Managers Can Increase Your Productivity Forget management by walking around. Decreasing workplace transparency can increase worker productivity. Money and Quotas Motivate the View Details

Keywords: by Sean Silverthorne

15 Jan 2019
First Look

New Research and Ideas, January 15, 2019

Saudi Arabia’s largest dairy producer, distributor, and marketer, with a large portfolio of branded dairy products, juices, bakery goods, and infant formula and a sales presence across the Gulf region, Jordan, and Egypt. Almarai employed... View Details

Keywords: Dina Gerdeman

Web

T. J. Dermot Dunphy | Baker Library

distribution, storage, sale, and use. He also created a first-rate R&D lab as well as a consulting-oriented sales force to continue developing packaging solutions for a wide range of firms. He recounted his... View Details

30 Oct 2005
Research & Ideas

Tuning Jobs to Fit Your Company

even though they do not control all the resources—manufacturing and service, for example—needed to achieve the desired results. There is a good reason for this discrepancy. By explicitly setting the span of accountability wider than the span of control, executives can... View Details

Keywords: by Robert Simons

01 Mar 2011
First Look

First Look: March 1

mind-set and will be expected to offer your CEO deep insights on key business decisions. This article explores those developments in more detail and explains other findings about the latest requirements in each of seven C-level jobs: CIO, chief marketing and View Details

Keywords: Sean Silverthorne

Bernard Marcus

employees that would revolutionize the home improvement market. As Home Depot grew, it surpassed competitors like Hechinger's and Lowe's, as well as forced the closing of Marcus and Blank's former employer. By the end of Marcus' tenure,... View Details

Keywords: Retail

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

healthy competition to increase patient value. Incentives versus Reciprocity: Insights from a Field Experiment (523) What are the most effective forms of sales force compensation? Findings provided by Doug... View Details

08 Sep 2015
First Look

September 8, 2015

https://www.hbs.edu/faculty/Pages/item.aspx?num=49543 Misconduct in Financial Services: Differences Across Organizations By: Brown, Jennifer, and Dylan Minor Abstract—We examine misconduct in financial services. We propose a theory in which experts extract surplus based... View Details

Keywords: Carmen Nobel

01 Dec 2003
News

An Authentic Leader

excess costs, which was a good thing. But many CEOs saw how much people were making in these takeovers and raiding attempts and thought they should be well compensated too. They started to get very large rewards for eliminating costs and... View Details

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

26 Oct 2010
First Look

First Look: October 26, 2010

set of analytic and practical challenges arises, which this article explores via three cases: 1) a cross-border, large-dollar complex sales effort requiring interlocking financial, political, and organizational negotiations among dozens... View Details