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Publications

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  • Research Summary

Current Research

Professor Chung models the effect of incentive compensation to study its impact on the sales force. Using data from a Fortune 500 company, he has developed a dynamic structural model of sales force response to a bonus-based compensation plan and examined how various... View Details

    Michael Beer

    MICHAEL BEER

    Mike Beer is the Cahners-Rabb Professor of Business Administration, Emeritus at the Harvard Business School and author Fit to Compete: Why Honest Conversations About Your Company’s... View Details

    • 12 Oct 1999
    • Research & Ideas

    Building Bridges: New Dimensions in Negotiation

    Examples," Sebenius details how "3-D negotiation" provides practitioners with skills for effective dealmaking that create value on a sustainable basis. According to Sebenius, the first dimension of negotiation is by far the... View Details
    Keywords: by Anita M. Harris
    • 01 Jul 2014
    • First Look

    First Look: July 1

    increased visibility in the public arena. Yet organizational research has lagged behind in recognizing and studying this category of organizational members. This article offers a critical review of this growing body of research. More specifically, we identify and... View Details
    Keywords: Carmen Nobel
    • 05 Jun 2007
    • Working Paper Summaries

    Leading and Creating Collaboration in Decentralized Organizations

    Keywords: by Heather M. Caruso, Todd Rogers & Max Bazerman
    • 24 Feb 2010
    • Working Paper Summaries

    Accelerating Innovation In Energy: Insights from Multiple Sectors

    Keywords: by Rebecca M. Henderson & Richard G. Newell; Energy; Utilities; Technology
    • April 2006
    • Article

    Competitive Advantage and the Value Network Configuration: Making Decisions at a Swedish Life Insurance Company

    By: Øystein D. Fjeldstad and Christian H.M. Ketels
    When the Swedish Life Insurers Förenade Liv found themselves in difficulties in a rapidly changing market, their response was to call in the consultants. And one of the consultant's first suggestions was to use the Value Network, not the Value Chain, as a new... View Details
    Keywords: Competitive Advantage; Fluctuation; Networks; Management Analysis, Tools, and Techniques; Value; Quality; Decision Making; Market Transactions; Performance Effectiveness; Customers; Insurance Industry; Sweden
    Related
    • 2022
    • Book

    Democratize Work: The Case for Reorganizing the Economy

    By: Isabelle Ferreras, Julie Battilana and Dominique Méda
    What happens to a society—and a planet—when capitalism outgrows democracy? The tensions between democracy and capitalism are longstanding, and they have been laid bare by the social effects of COVID-19. The narrative of “essential workers” has provided thin cover for... View Details
    Keywords: Democratic Capitalism; Essential Workers; Sustainability; Equality and Inequality; Climate Change; Social Issues
    Related
    • 04 Jun 2012
    • Research & Ideas

    The Business of Life

    Review), the book shows the value of applying scholarly business theories to major life decisions. The key idea is that the same causal mechanisms that drive big businesses can be just as effective in driving our personal lives. Religion... View Details
    Keywords: by Carmen Nobel
    • 2012
    • Other Unpublished Work

    Strategic responses to collective activism in the U.S. biomass sector

    By: Shon R. Hiatt
    Almost all companies face constraints and pressure from collective activists. Using tactics such as protests, boycotts, and lobbying, social movement organizations and collective actors can draw significant media attention to issues facing industries and organizations,... View Details
    Keywords: Environmental Sustainability; Business and Community Relations; Social and Collaborative Networks; Governing Rules, Regulations, and Reforms; Identity; Forest Products Industry; United States
    Related
    • Research Summary

    Research Summaries

    Sameer's research examines the dynamics of social networks inside organizations and their consequences for individual attainment and organizational success.  His research encompasses three broad streams of activity.


    Social Capital... View Details

    • Article

    A Persuasive Peace: Syrian Refugees' Attitudes Towards Compromise and Civil War Termination

    By: Kristin Fabbe, Chad Hazlett and Tolga Sınmazdemir
    Civilians who have fled violent conflict and settled in neighboring countries are integral to processes of civil war termination. Contingent on their attitudes, they can either back peaceful settlements or support warring groups and continued fighting. Attitudes toward... View Details
    Keywords: Refugees; War; Conflict and Resolution; Attitudes; Perspective; Syria
    Related
    • 2012
    • Chapter

    Schumpeterian Competition and Diseconomies of Scope: Illustrations from the Histories of Microsoft and IBM

    By: Timothy F. Bresnahan, Shane Greenstein and Rebecca M. Henderson
    We address a longstanding question about the causes of creative destruction. Dominant incumbent firms, long successful in an existing technology, are often much less successful in new technological eras. This is puzzling, since a cursory analysis would suggest that... View Details
    Keywords: Technological Innovation; Opportunities; Competition; Information Technology; Innovation and Management; Organizations; Relationships; Information Technology Industry
    Related
    • March 2020
    • Article

    Gender Differences in Communicative Abstraction

    By: Priyanka D. Joshi, Cheryl J. Wakslak, Gil Appel and Laura Huang
    Drawing on construal level theory, which suggests that experiencing a communicative audience as proximal rather than distal leads speakers to frame messages more concretely, we examine gender difference in linguistic abstraction. In a meta-analysis of prior studies... View Details
    Keywords: Construal Level Theory; Psychological Distance; Gender; Communication; Leadership
    Related
    • December 2018
    • Case

    Bata versus Relaxo—Analyzing Performance

    By: Suraj Srinivasan, Iris Leung and Quinn Pitcher
    Set in 2016, “Bata India versus Relaxo—Analyzing Performance” compares the strategies and financial performance of two Indian footwear companies. Bata India had long been the market leader in footwear in India, but its leading market position was being challenged by... View Details
    Keywords: Finance; Strategy; Operations; Performance Evaluation; Financial Statements; Analysis; Apparel and Accessories Industry
    Related
    • 12 Jan 2010
    • First Look

    First Look: Jan. 12

    engaging in real earnings management and suggest the effects on subsequent reporting periods and competitor behavior are greater than previously documented. Download the paper: http://www.hbs.edu/research/pdf/08-073.pdf Negotiating the... View Details
    Keywords: Martha Lagace
    • 01 Mar 2016
    • First Look

    March 1, 2016

    Abstract—The “net neutrality” principle has triggered a heated debate, and advocates have proposed policy interventions. In this paper, we provide perspective by framing issues in terms of the positive economic factors at work. We stress... View Details
    Keywords: Sean Silverthorne
    • Teaching Interest

    Doing Business in Africa

    By: John D. Macomber

    This course introduces frameworks and models for smart and focused investing and operations across sectors, nations, industries, and time frames in Africa.   Students will learn tools and skills to help navigate the business landscape of Africa in terms of selection... View Details

    Keywords: Africa
    • 06 Jul 2015
    • Research & Ideas

    Money and Quotas Motivate the Sales Force Best

    bonuses were equal in amount—500 rupees (about $7.80) per week, or roughly 27 percent of normal pay. Positioning a Sales Bonus The researchers set up an experiment to test the effectiveness of incentive pay based on how the extra... View Details
    Keywords: by Roberta Holland; Retail
    • 20 Apr 2016
    • Research & Ideas

    When CEOs Become Activists

    Arkansas governor Mike Huckabee responded to the protests by creating Chick-Fil-A Appreciation Day. Chick-Fil-A sales increased 12 percent in 2012 over the previous year.) Investigating the effects of CEO activism With so much CEO foment... View Details
    Keywords: by Carmen Nobel; Technology; Publishing