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  • May 2019
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (C)

By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details
Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
Related
  • 11 Mar 2008
  • First Look

First Look: March 11, 2008

investigated the influence of outcome information on ethical judgment. Participants read a series of vignettes describing ethically-questionable behaviors. We manipulated whether those behaviors were followed by a negative or positive... View Details
Keywords: Martha Lagace
  • Research Summary

Overview

Patient Portals: The Provider Role
Patient portals are widespread, but evidence of impact is limited. In this study, we use a large dataset spanning 2 years and >1 million patients across 650 primary care practices to explore the "other side" of portals: health... View Details
Keywords: Healthcare Technology; Electronic Health Records; Health Care Delivery
  • 05 Dec 2023
  • Research & Ideas

Lessons in Decision-Making: Confident People Aren't Always Correct (Except When They Are)

Sometimes, the loudest, most confident voice in the room might indeed be the best decision-maker. Other times, the person who understands that they don’t know the answer—and therefore holds back in a discussion—may be wiser. Whether groups and View Details
Keywords: by Kara Baskin

    Rosabeth M. Kanter

    Rosabeth Moss Kanter holds the Ernest L. Arbuckle Professorship at Harvard Business School, specializing in strategy, innovation, and leadership for change. Her strategic and practical insights guide leaders worldwide through teaching, writing, and direct... View Details

    Keywords: accounting industry; advertising; airline; apparel; arts; automobiles; banking; beauty products; beverage; biotechnology; broadcasting; chemical; clothing; communications; computer; consulting; consumer products; e-commerce industry; education industry; electrical equipment; electronics; entertainment; fashion; fast food; federal government; financial services; food; food processing; grocery; health care; high technology; hotels ＆ motels; industrial goods; information; information technology industry; insurance industry; internet; legal services; management consulting; manufacturing; medical supplies; nonprofit industry; oil ＆ gas; petroleum; pharmaceuticals; professional services; publishing industry; real estate; recreation; restaurant; retail financial services; retailing; semiconductor; soft drink; software; sports; state government; telecommunications; textiles; tourism; toy; transportation; travel; utilities; wine
    • 16 Jun 2014
    • Blog Post

    Recruiting Millennials in a Global Market

    talent. Organizations need to be nimble and stay ahead of the curve to effectively target the right candidates through methods that appeal to them. As an international educator who has worked with college-aged students and young... View Details
    • March 2023
    • Case

    Ransomware Attack at Colonial Pipeline Company

    By: Suraj Srinivasan and Li-Kuan Ni
    On the morning of May 7, 2021, Colonial Pipeline Company became aware that the company had been the victim of a malicious ransomware attack that had stolen and locked up company data. The extortionists demanded 75 bitcoins (worth about $4.4 million at the time) in... View Details
    Keywords: Disruption; Communication; Communication Strategy; Decision Making; Decision Choices and Conditions; Judgments; Corporate Accountability; Corporate Disclosure; Corporate Governance; Governance Controls; Policy; Employees; News; Cybersecurity; Digital Strategy; Information Infrastructure; Information Management; Internet and the Web; Crisis Management; Business or Company Management; Resource Allocation; Risk Management; Negotiation Tactics; Failure; Business and Stakeholder Relations; Attitudes; Behavior; Perception; Reputation; Trust; Public Opinion; Social Issues; Infrastructure; Distribution Industry; United States; Alabama
    Related
    • 11 Jun 2021
    • Blog Post

    Saying “Race” Out Loud: Leading Conversations on Diversity in HBS Classrooms

    As an organizational behavior scholar, diversity and identity expert, and an assistant professor of management at University of Pennsylvania’s Wharton School, Dr. Stephanie Creary has become a recognized thought leader in navigating the... View Details
    • Program

    Leading and Building a Culture of Innovation

    practice to encourage behaviors that drive creative thinking and a new level of collaborative learning across your team and organization Create a culture that promotes both incremental and breakthrough... View Details
    • 12 Feb 2020
    • News

    Michael Norton Explains 'Boaty McBoatface,’ And The Risks Of Consumer Voting

    • May 1993 (Revised May 1994)
    • Case

    Managing for Integrity: Three Vignettes

    By: Lynn S. Paine
    Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details
    Keywords: Growth Management; Ethics; Decision Making; Organizational Culture; Financial Management; Sales; Organizational Change and Adaptation
    Related
    • 2018
    • Book

    Rebel Talent: Why It Pays to Break the Rules at Work and Life

    By: F. Gino
    The world’s best chef.
    An airline captain who brought his flight to safety in a daring water landing.
    A magician known for his sensational escape acts.
    A computer scientist who founded a world-renowned animation studio.
    What do all of these... View Details
    Keywords: Talent and Talent Management; Personal Characteristics; Success; Behavior
    Related
    • January 2009 (Revised June 2010)
    • Case

    Cisco Systems (2001): Building and Sustaining a Customer-Centric Culture

    By: Ranjay Gulati
    Customer centricity has been an important part of the culture at Cisco Systems since its inception. While part of this is attributable to values put in place by the founders and retained by subsequent management, it is also closely interwoven with its organizational... View Details
    Keywords: Customer Satisfaction; Organizational Design; Organizational Structure; Organizational Change and Adaptation; Change Management; Organizational Culture; Research and Development; Job Cuts and Outsourcing; Employees; Brands and Branding; Customer Relationship Management; Business Units
    Related
    • 14 Feb 2011
    • Research & Ideas

    Clay Christensen’s Milkshake Marketing

    usually involves analyzing existing data, and most existing data is organized by customer demographics or product category. "I've got a list of mistakes that God made in creating the world, and one of them is, dang it, he only made data... View Details
    Keywords: by Carmen Nobel; Retail; Service; Consumer Products; Food & Beverage
    • 2023
    • Working Paper

    Deep Responsibility and Irresponsibility in the Beauty Industry

    By: Geoffrey Jones
    This working paper employs the concept of deep responsibility to assess the social responsibility of the beauty industry over time. It shows that many of today’s problems with the industry have deep historical roots. Products have carried too many health hazards.... View Details
    Keywords: Corporate Social Responsibility and Impact; Corporate Accountability; Ethics; Beauty and Cosmetics Industry
    Related
    • 28 Aug 2023
    • Research & Ideas

    The Clock Is Ticking: 3 Ways to Manage Your Time Better

    even more intentional with how they use their time. It also requires teams and organizations to think collectively about how people are using their time. It matters where people are, vis-a-via others on their team; there are benefits of... View Details
    Keywords: by Kristen Senz
    • TeachingInterests

    Creating the Modern Financial System

    By: David A. Moss

    Creating the Modern Financial System offers a vital perspective on finance and the financial system by exploring the historical development of key financial instruments and institutions worldwide. The premise of the course is that students will gain a richer and... View Details

    • 31 Oct 2023
    • HBS Case

    Checking Your Ethics: Would You Speak Up in These 3 Sticky Situations?

    yourself, he says. They are best positioned to judge whether the behavior is outside the norms of the client organization and whether the behavior could impact that ability of... View Details
    Keywords: by Michael Blanding; Consulting
    • August 2017
    • Article

    Teaching Versus Living: Managerial Decision Making in the Gray

    By: Eugene F. Soltes
    Preparing students for the consequential ethical decisions that they will face in their careers is among the most difficult tasks of management education. I describe some of these challenges based on my book Why They Do It: Inside the Mind of the White-Collar... View Details
    Keywords: Ethics; Organizational Culture; Business Education
    Related
    • 25 May 2021
    • Blog Post

    The Surprising Power of Nostalgia at Work

    creative and inspired. I’ve been conducting research on the psychology of nostalgia for almost 20 years. Based on what I’ve learned, I believe managers can use the power of nostalgia to help their organizations thrive. Nostalgia Is a... View Details
    Keywords: All Industries