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  • 2022
  • Working Paper

Developing a Sustainable High Commitment, High Performance System of Organizing, Managing, and Leading: An Actionable Systems Theory of Change and Development

By: Michael Beer
This paper presents a theory for developing an adaptive high commitment, high performance system of organizing, managing, and leading. It is a synthesis of my 50 years of action and field research presented in my books and articles. It operationalized and makes... View Details
Keywords: Organizational Learning; Organizational Change and Adaptation; Leadership; Management Practices and Processes
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Beer, Michael. "Developing a Sustainable High Commitment, High Performance System of Organizing, Managing, and Leading: An Actionable Systems Theory of Change and Development." Harvard Business School Working Paper, No. 23-016, September 2022.
  • March 2006
  • Background Note

Business, Law, and Society: The Systems Approach to Law and Management

Presents the systems approach to law and management, a construct for understanding how public law affects the competitive environment and a firm's resources. Describes how the legally astute manager can use legal tools to assess opportunities, develop the firm's value... View Details
Keywords: Business or Company Management; Law; Corporate Social Responsibility and Impact
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Bagley, Constance E. "Business, Law, and Society: The Systems Approach to Law and Management." Harvard Business School Background Note 806-086, March 2006.
  • 02 Aug 2021
  • What Do You Think?

Can Companies with Remote Management Succeed?

(Image credit: iStockphoto/SDI Productions) Despite reams of material written about remote work in recent months, we know very little about the impact of remote management on performance. Perhaps it’s too soon. Until we can assess... View Details
Keywords: by James Heskett
  • December 2023
  • Case

Robert McNamara: Changing the World

By: Robert Simons and Shirley Sun
This case traces the life of Robert McNamara from Harvard Business School to Ford Motor Company to the U.S. Department of Defense. McNamara excelled in every job along the way: becoming the youngest-ever professor at Harvard Business School, the first non-family... View Details
Keywords: Performance Measurement; Military; Leadership Development; Values and Beliefs; Personal Characteristics; Leadership Style; Success; Business and Government Relations; Power and Influence; Business Education; War
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Simons, Robert, and Shirley Sun. "Robert McNamara: Changing the World." Harvard Business School Case 124-036, December 2023.
  • January 2021
  • Article

Machine Learning for Pattern Discovery in Management Research

By: Prithwiraj Choudhury, Ryan Allen and Michael G. Endres
Supervised machine learning (ML) methods are a powerful toolkit for discovering robust patterns in quantitative data. The patterns identified by ML could be used for exploratory inductive or abductive research, or for post-hoc analysis of regression results to detect... View Details
Keywords: Machine Learning; Supervised Machine Learning; Induction; Abduction; Exploratory Data Analysis; Pattern Discovery; Decision Trees; Random Forests; Neural Networks; ROC Curve; Confusion Matrix; Partial Dependence Plots; AI and Machine Learning
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Choudhury, Prithwiraj, Ryan Allen, and Michael G. Endres. "Machine Learning for Pattern Discovery in Management Research." Strategic Management Journal 42, no. 1 (January 2021): 30–57.
  • 2021
  • Book

Sales Management That Works: How to Sell in a World That Never Stops Changing

By: Frank V. Cespedes
Selling is changing, but the impact on sales of megatrends like ecommerce, big data, and AI is often misunderstood and not supported by empirical data. Managers who fail to separate fact from hype will make decisions based on bad assumptions and, in a competitive... View Details
Keywords: Sales; Strategy; Salesforce Management; Change; Adaptation
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Cespedes, Frank V. Sales Management That Works: How to Sell in a World That Never Stops Changing. Boston, MA: Harvard Business Review Press, 2021.
  • 2008
  • Working Paper

An Investigation of Earnings Management through Marketing Actions

By: Craig James Chapman and Thomas J. Steenburgh

Prior research hypothesizes managers use "real actions," including the reduction of discretionary expenditures, to manage earnings to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used... View Details

Keywords: Performance Expectations; Earnings Management; Marketing Strategy; Financial Reporting; Brands and Branding; Food and Beverage Industry
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Chapman, Craig James, and Thomas J. Steenburgh. "An Investigation of Earnings Management through Marketing Actions." Harvard Business School Working Paper, No. 08-073, February 2008. (Revised February 2009, December 2009, June 2010, July 2010.)
  • 03 Feb 2014
  • Research & Ideas

The Tricky Business of Managing Web Advertising Affiliates

approach is more effective at keeping rogue affiliates out of a program. That's because the internal employee who selects and manages affiliates, and is paid a base salary, has different motivations than an... View Details
Keywords: by Kim Girard; Advertising; Publishing
  • 12 Oct 1999
  • Research & Ideas

The Intellectual Underpinnings of Entrepreneurial Management

As noted, each of the classical definitions of entrepreneurship—risk bearing, innovation, and starting new ventures—focuses on the economic functions performed by entrepreneurial activity. In the 1950's, following the work of Arthur Cole,... View Details
Keywords: by Howard H. Stevenson & Teresa M. Amabile
  • 2015
  • Case

Fine Harvest Restaurant Group (cases A and B)

By: Clara (Xiaoling) Chen, Kenneth A. Merchant, Tatiana Sandino and Wim A. Van der Stede
The Fine Harvest Restaurant Group cases A and B examine a company's design of a new system to evaluate the performance (and determine the bonuses) for its restaurant managers. Fine Harvest had traditionally evaluated restaurant managers based on store margins and had... View Details
Keywords: Incentive Systems; Relative Performance Evaluation; Restaurant Industry; Accounting; Economics; Human Resources; Measurement and Metrics; Labor; Performance; Salesforce Management; Retail Industry; North and Central America
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Chen, Clara (Xiaoling), Kenneth A. Merchant, Tatiana Sandino, and Wim A. Van der Stede. "Fine Harvest Restaurant Group (cases A and B)." University of Southern California, Marshall School of Business Case, 2015.
  • July 2008
  • Case

Hilton Hotels: Brand Differentiation through Customer Relationship Management

By: Lynda M. Applegate, Gabriele Piccoli and Chekitan Dev
This case analyzes the Hilton Hotels Corporation's CRM strategy at a key juncture in its history, immediately after the firm has been taken private by Blackstone. The case provides students with a comprehensive history of the evolution and IT enablers of Hilton's CRM... View Details
Keywords: Customer Relationship Management; Marketing Strategy; Privatization; Performance Evaluation; Information Technology; Accommodations Industry
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Applegate, Lynda M., Gabriele Piccoli, and Chekitan Dev. "Hilton Hotels: Brand Differentiation through Customer Relationship Management." Harvard Business School Case 809-029, July 2008.
  • 2011
  • Case

The Haidilao Company

By: F. Warren McFarlan, Zheng Xiaoming and Ziqian Zhao
Haidilao Hot Pot brings customers delightful dining experiences. Like most restaurants, its workforce is mostly composed of young employees born in underdeveloped suburban areas. Instilled with the founder's unique entrepreneurial values, they are enthused and... View Details
Keywords: Competitive Strategy; Customer Service; Employee Empowerment; Global Corporate Cultures; Organizational Values; Transformations; China; Restaurants; China
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McFarlan, F. Warren, Zheng Xiaoming, and Ziqian Zhao. "The Haidilao Company." Tsinghua University Case, 2011.
  • May 2017
  • Supplement

ATH Technologies (C)

By: Robert Simons and Jennifer Packard
Supplements the (A) case. Designed as an in-class handout. View Details
Keywords: Strategy And Execution; Management Control Systems; Performance Management; Balancing Innovation And Control; Management Systems; Performance; Health Industry
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Simons, Robert, and Jennifer Packard. "ATH Technologies (C)." Harvard Business School Supplement 117-015, May 2017.
  • June 2001
  • Teaching Note

Coordinating + Managing Supply Chains: Course Overview Note TN

By: Ananth Raman
Describes the MBA elective course on supply chain management at HBS. Coordinating and Managing Supply Chains focuses on the managerial aspects of supply chains. Acquaints students with practical issues in a variety of supply chains and then identifies barriers to, and... View Details
Keywords: Finance; Framework; Knowledge Use and Leverage; Management Practices and Processes; Managerial Roles; Marketing; Supply Chain Management; Performance Improvement; Planning; Behavior; Integration
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Raman, Ananth. "Coordinating + Managing Supply Chains: Course Overview Note TN." Harvard Business School Teaching Note 601-159, June 2001.
  • October 2016 (Revised October 2020)
  • Case

Essent: From a State-Owned Utility to a Commercial Company

By: Ananth Raman and Elena Corsi
Patrick Lammers, Chief Commercial Officer (CCO) for the Dutch energy company Essent NV, once a state-owned company, was pleased with the progress Essent’s consumer (“B2C”) business had made: Earnings Before Income Tax (EBIT) for B2C had gone from a loss of €18 million... View Details
Keywords: Lean Management; Operation Management; Service Management; Commercialization; Operations; Management; Energy; Organizational Change and Adaptation; Service Operations; Performance; Energy Industry; Europe
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Raman, Ananth, and Elena Corsi. "Essent: From a State-Owned Utility to a Commercial Company." Harvard Business School Case 617-026, October 2016. (Revised October 2020.)
  • October 2011
  • Case

Raleigh & Rosse: Measures to Motivate Exceptional Service

By: Robert Simons and Michael Mahoney
In January 2010, U.S. luxury goods retailer Raleigh & Rosse is being sued by its employees for encouraging "off the clock" hours. At the center of the class action lawsuit is the famous Raleigh & Rosse performance measurement system previously thought to be the core of... View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Motivation and Incentives; Goals and Objectives; Growth Management; Lawsuits and Litigation; Organizational Culture; Management Systems; Customer Focus and Relationships; Employees; Performance Evaluation; Compensation and Benefits; Retail Industry; United States
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Simons, Robert, and Michael Mahoney. "Raleigh & Rosse: Measures to Motivate Exceptional Service." Harvard Business School Brief Case 114-353, October 2011.
  • 12 Mar 2012
  • Research & Ideas

Crowded at the Top: The Rise of the Functional Manager

number of administrative functional managers in the C-suite. One possible explanation is that prior to the onset of electronic communication, it would have been too costly for employees to communicate... View Details
Keywords: by Carmen Nobel
  • November 2020
  • Article

When the Boss Comes to Town: The Effects of Headquarters' Visits on Facility-Level Misconduct

By: Jonas Heese and Gerardo Pérez Cavazos
We study the effects of headquarters’ visits on facility-level misconduct. We use the staggered introduction of airline routes to identify exogenous travel-time reductions between headquarters and facilities and test whether such reductions affect facility-level... View Details
Keywords: Corporate Misconduct; Visits By Management; Flight Routes; Control Systems; Compliance Programs; Performance Pressure; Business or Company Management; Management Systems; Governance Controls; Governance Compliance; Performance Expectations
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Heese, Jonas, and Gerardo Pérez Cavazos. "When the Boss Comes to Town: The Effects of Headquarters' Visits on Facility-Level Misconduct." Accounting Review 95, no. 6 (November 2020): 235–261.
  • 26 Jan 2015
  • Research & Ideas

National Health Costs Could Decrease if Managers Reduce Work Stress

pressure, alcoholism, mental illness. Even so, the connections between job pressures and health—and what management can do to address the problem—have been little studied. “We have not placed a lot of emphasis on the role of workplace... View Details
Keywords: by Michael Blanding; Health
  • April 2023 (Revised July 2023)
  • Case

Dena Almansoori at e&: Fostering Culture Change at a UAE Telco Transforming to a Global Techco

By: Emily Truelove, Michelle Zhang and Alpana Thapar
Dena Almansoori, the first female and one of the youngest members of the United Arab Emirates-based e&’s leadership team, joined in 2020 just before e& began a strategic transition from being a regional telecommunications company to becoming a global technology... View Details
Keywords: Leadership; Culture; Transformation; Technology; Telecommunications; Employee Mobility; Talent; Leading Change; Human Resources; Telecommunications Industry; Technology Industry; Middle East; United Arab Emirates
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Truelove, Emily, Michelle Zhang, and Alpana Thapar. "Dena Almansoori at e&: Fostering Culture Change at a UAE Telco Transforming to a Global Techco." Harvard Business School Case 423-040, April 2023. (Revised July 2023.)
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