Sales Force Compensation - Publications - Faculty & Research

01 Dec 2020
News

Karmic Kickstart

up an advanced and highly aggressive cancer. Even with a hideous year of surgeries and chemotherapy, the best I could hope for was a 50 percent chance of surviving the next five years. I was forced into an abrupt fire View Details

Keywords: transitions; higher education; travel; reflection; cancer; Educational Services

01 Mar 2004
News

Reforming Company Boards

or annually? I think it will go the other way. We will get to a point where some performance measures — like sales or orders — are reported daily. Many people argue that this will increase volatility. I suggest the opposite. Once the... View Details

Keywords: Corporate Services

17 Jun 2002
Research & Ideas

Entrepreneurship in Asia and Foreign Direct Investment

Singapore and Malaysia. Capital in Taiwan and Hong Kong went to the most efficient firms, including small, start-up entrepreneurial firms, and was not based on the political or ethnic status of such firms, he said. Extremely attractive View Details

Keywords: by Martha Lagace

01 Jan 2009
News

Jorge Paulo Lemann, A.B. 1961; Carlos A. Sicupira, OPM 9, 1984; Marcel H. Telles, OPM 10, 1985

those at home. Jorge Paulo Lemann, A.B. 1961 Board Member, Fundação Estudar Chairman, Lemann Foundation Jorge Paulo Lemann is the leading force behind Banco Garantia, Brazil’s most prestigious investment bank. His own commitment to hard... View Details

01 Jul 2014
First Look

First Look: July 1

force. Students must analyze the factors contributing to turnover as well as the role of the field sales force in Clef's profitable business strategy. Among other things, the Clef case illustrates that... View Details

Keywords: Carmen Nobel

19 Mar 2013
First Look

First Look: March 19

report higher future sales growth and show a negative relation between profitability change and sales growth in high corruption geographic segments compared to firms with high anticorruption efforts. The net... View Details

Keywords: Sean Silverthorne

06 Dec 2021
News

Tipping Point

forced to work from home in the pandemic, it pivoted from B2B sales to a consumer-focused business plan. The shift allowed Nyamumbo to more fully realize her initial goal of connecting producer and consumer.... View Details

Keywords: April White; Food Manufacturing; Manufacturing

20 Sep 2021
Research & Ideas

How Much Is Freedom Worth? For Gig Workers, a Lot.

their schedules from week to week provide significant value to America’s estimated 1.6 million gig workers, many of whom don’t work enough hours to qualify for the benefits and protections typically associated with full-time employment. “Flexibility is extremely... View Details

Keywords: by Lane Lambert; Technology

07 Oct 2002
Research & Ideas

What Leaders Need to Do To Restore Investor Confidence

They do not punish with sufficient speed and force to eliminate the incentive for misconduct. At a time when the temptation before some managers is orders of magnitude greater than twenty or thirty years ago, the concern is that the... View Details

Keywords: by Harvard Management Update

18 Oct 2021
Blog Post

How Much is Freedom Worth? For Gig Workers, a Lot.

their schedules from week to week provide significant value to America’s estimated 1.6 million gig workers, many of whom don’t work enough hours to qualify for the benefits and protections typically associated with full-time employment. “Flexibility is extremely... View Details

Keywords: Consumer Products

15 Apr 2014
First Look

First Look: April 15

Harmony: Peer Comparison and Executive Compensation By: Gartenberg, Claudine, and Julie Wulf Abstract—This study suggests that peer comparison affects both wage setting and productivity within firms. We report three changes in division... View Details

Keywords: Sean Silverthorne

01 Oct 2002
News

Andrew H. Tisch

company focused on improving its sales force and restoring retailers' confidence in the quality of an expanded and more fashionable product line. After five years, Bulova was breaking even; when Tisch left... View Details

01 Dec 2006
News

Over 50 and Job Hunting?

inventory their professional skills, attend relevant professional conferences and seminars, and study marketplace trends. “You can’t do anything about getting older,” she notes, “but you can stay in touch with the forces that drive your... View Details

Keywords: Deborah Blagg; job hunting

28 May 2008
First Look

First Look: May 28, 2008

confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best... View Details

Keywords: Martha Lagace

21 Dec 2009
Research & Ideas

Good Banks, Bad Banks, and Government’s Role as Fixer

biggest money center banks, had zero risk of loss. They did not fully disclose what was happening, and they did not put up enough capital to cover potential risks. Now, the FASB [Financial Accounting Standards Board] has overacted by adopting rules that effectively... View Details

Keywords: by Roger Thompson; Banking; Financial Services

13 Apr 2020
Research & Ideas

Small Businesses Are Worse Off Than We Thought

If the COVID-19 crisis lasts four months, 65 percent of small retailers say there’s a good chance they’ll be forced to close permanently by the end of the year. Among restaurants and bars, 70 percent expect to go out of business if... View Details

Keywords: by Kristen Senz; Financial Services

18 Aug 2011
Lessons from the Classroom

Business Plan Contest: 15 Years of Building Better Entrepreneurs

risk because I was still a student," he says. Initially, EyeView's model was devoted to helping businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in... View Details

Keywords: by Julia Hanna; Education

01 Jun 2011
News

The Best-Laid Plans

businesses create and post online video content. About a year later, the company shifted its focus to creating customized videos that target customers at different points in the sales cycle. Things were going quite well, Riesenfeld... View Details

Keywords: Julia Hanna; contests; Health, Social Assistance; Architectural, Engineering, and Related Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services

05 May 2009
First Look

First Look: May 5, 2009

foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction, and an increase in the extent... View Details