Publications

Publications

Filter Results: (2,540) Arrow Down
Filter Results: (2,540) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 32 of 2,540 Results →
  • February 2019 (Revised July 2019)
  • Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu
Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details
Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey
Related

    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

    • Research Summary

    Emotional Experience, Expression, and Regulation

    By: Alison Wood Brooks

    Once considered irrational, emotions often exert a more profound influence on decision-making and workplace outcomes than logic or reason. Professor Brooks studies emotional experience, emotional expression, and how individuals can regulate their emotions... View Details

    • 26 Jul 2010
    • Research & Ideas

    Yes, You Can Raise Prices in a Downturn

    effect, subsidizing others. Sooner or later, your competitors will tell them. Ben Shapiro: Performance pricers identify and deliver value effectively because they bring together the "cost counters"... View Details
    Keywords: by Sean Silverthorne; Retail; Consumer Products
    • 2011
    • Book

    The Progress Principle: Using Small Wins to Ignite Joy, Engagement, and Creativity at Work

    By: Teresa M. Amabile and Steve J. Kramer
    The most effective managers have the ability to build a cadre of employees who have great inner work lives-consistently positive emotions; strong motivation; and favorable perceptions of the organization, their work, and their colleagues. The worst managers undermine... View Details
    Keywords: Creativity; Interpersonal Communication; Employee Relationship Management; Leadership; Performance Effectiveness; Emotions; Motivation and Incentives; Groups and Teams; Collaborative Innovation and Invention; Innovation Leadership; Working Conditions; Management Practices and Processes; Management Skills; Mission and Purpose; Organizational Culture; Performance Productivity; Attitudes; Behavior; Happiness; Perception; Trust; Time Management; Resource Allocation; Business or Company Management; Goals and Objectives; Managerial Roles
    Related
    • July 2021
    • Article

    Outsourcing Tasks Online: Matching Supply and Demand on Peer-to-Peer Internet Platforms

    By: Zoë Cullen and Chiara Farronato
    We study the growth of online peer-to-peer markets. Using data from TaskRabbit, an expanding marketplace for domestic tasks at the time of our study, we show that growth varies considerably across cities. To disentangle the potential drivers of growth, we look... View Details
    Keywords: Two-sided Market; Two-sided Platforms; Peer-to-peer Markets; Platform Strategy; Sharing Economy; Platform Growth; Internet and the Web; Digital Platforms; Strategy; Market Design; Network Effects
    Related
    • 2012
    • Article

    Specialization and Variety in Repetitive Tasks: Evidence from a Japanese Bank

    By: B. Staats and F. Gino
    Sustaining operational productivity in the completion of repetitive tasks is critical to many organizations' success. Yet research points to two different work-design-related strategies for accomplishing this goal: specialization to capture the benefits of repetition... View Details
    Keywords: Motivation; Productivity; Specialization; Variety; Work Fragmentation; Boundaries; Performance Productivity; Organizations; Research; Strategy; Motivation and Incentives; Opportunities; Market Transactions; Resource Allocation; Performance; Goals and Objectives; Learning
    Related
    • May 2020
    • Article

    Inventory Auditing and Replenishment Using Point-of-Sales Data

    By: Achal Bassamboo, Antonio Moreno and Ioannis Stamatopoulos
    Spoilage, expiration, damage due to employee/customer handling, employee theft, and customer shoplifting usually are not reflected in inventory records. As a result, records often report phantom inventory, i.e., units of good not available for sale. We derive an... View Details
    Keywords: Shelf Availability; Inventory Record Inaccuracy; Optimal Replenishment; Retail Analytics; Performance Effectiveness; Analysis; Mathematical Methods
    Related
    • January–February 2022
    • Article

    Algorithm-Augmented Work and Domain Experience: The Countervailing Forces of Ability and Aversion

    By: Ryan Allen and Prithwiraj Choudhury
    How does a knowledge worker’s level of domain experience affect their algorithm-augmented work performance? We propose and test theoretical predictions that domain experience has countervailing effects on algorithm-augmented performance: on one hand, domain experience... View Details
    Keywords: Automation; Domain Experience; Algorithmic Aversion; Experts; Algorithms; Machine Learning; Future Of Work; Employees; Experience and Expertise; Decision Making; Performance
    Related
    • 2011
    • Other Unpublished Work

    Military Ties, New Ventures, and Political Risk Management in Emerging Economies

    By: Shon R. Hiatt and Wesley Sine
    New ventures in emerging economies face a number of challenges such as political instability, corruption, and uncertain property rights that can severely hinder their ability to grow and survive, yet little is known about how startups can mitigate such risk. Using data... View Details
    Keywords: Risk Management; Business Startups; Government and Politics; Developing Countries and Economies; Latin America
    Related
    • Research Summary

    Job Market Paper

    When to Take the Leap:
    The Antecedents and Consequences of Leapfrog CEOs

    Much of the prior research on CEO successions focuses on differences between CEOs appointed from within the firm and those appointed from outside;... View Details
    • 31 May 2007
    • Working Paper Summaries

    Organizational Designs and Innovation Streams

    Keywords: by Michael Tushman, Wendy K. Smith, Robert Chapman Wood, George Westerman & Charles O'Reilly
    • Article

    Getting the Most Out of Giving: Concretely Framing a Prosocial Goal Maximizes Happiness

    By: Melanie Rudd, Jennifer Aaker and Michael I. Norton
    Across six field and laboratory experiments, participants assigned a more concretely-framed prosocial goal (e.g., making someone smile or increasing recycling) felt happier and reported creating greater personal happiness after performing a goal-directed act of... View Details
    Keywords: Prosocial Behavior; Goal Framing; Affective Forecasting; Goals and Objectives; Happiness; Philanthropy and Charitable Giving
    Related
    • 17 Feb 2003
    • Research & Ideas

    Rating Fund Managers by the Company They Keep

    Many tools for rating the performance of mutual funds and their managers rely heavily on past performance. But what about the future? Now comes a system devised by Randolph B. Cohen and Joshua D. Coval of Harvard Business School, and... View Details
    Keywords: by Ann Cullen
    • May 2019
    • Article

    The Role of Gatekeepers in Capital Markets

    By: Sugata Roychowdhury and Suraj Srinivasan
    Gatekeepers in financial markets have the power to provide the institutional stability, fortitude and direction necessary for the development and the smooth functioning of capital markets. At the same time, they are often motivated by their own private incentives.... View Details
    Keywords: Gatekeepers; Capital Markets; Governing Rules, Regulations, and Reforms; Performance Effectiveness
    Related
    • 14 May 2009
    • Sharpening Your Skills

    Sharpening Your Skills: Managing Teams

    Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions To Be Answered How does a team leader win the confidence of the group? What's the best method for developing team goals?... View Details
    Keywords: Re: Multiple Faculty
    • 2011
    • Working Paper

    The Impact of Horizontal Mergers and Acquisitions in Price Competition Models

    The question of what impact mergers and acquisitions have on key equilibrium performance measures is fundamental to our understanding of competitive dynamics in an oligopolistic industry. We address these questions in the context of price competition models with... View Details
    Keywords: Mergers and Acquisitions; Cost; Price; Profit; Duopoly and Oligopoly; Performance Efficiency; Mathematical Methods; Competition
    Related
    • Article

    The Impact of Project Portfolio Management on Information Technology Projects

    By: Bert De Reyck, Yael Grushka-Cockayne, Martin Lockett, Sergio Ricardo Calderini, Marcio Moura and Andrew Sloper
    The ever-increasing penetration of projects as a way to organise work in many organisations necessitates effective management of multiple projects. This has resulted in a greater interest in the processes of project portfolio management (PPM), with more and more... View Details
    Keywords: Project Portfolio Management; Information Technology; Projects; Management Practices and Processes; Performance Improvement
    Related
    • 19 Feb 2019
    • First Look

    New Research and Ideas, February 19, 2019

    the actual recipients of the rewards and penalties. We examine the performance effects associated with receiving actual subjective rewards/penalties (i.e., the nominal effect) and View Details
    Keywords: Sean Silverthorne
    • March 2022 (Revised May 2022)
    • Case

    Winning Business at Russell Reynolds (A)

    By: Ethan Bernstein and Cara Mazzucco
    In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting–and... View Details
    Keywords: Compensation; Collaboration; Executive Search Firms; Consulting Firms; Compensation and Benefits; Restructuring; Human Resources; Human Capital; Management Practices and Processes; Organizational Culture; Organizational Change and Adaptation; Social and Collaborative Networks; Recruitment; Selection and Staffing; Talent and Talent Management; Consulting Industry; Employment Industry; Asia; Europe; Latin America; Middle East; North and Central America; South America; Oceania
    Related