Publications

April 2021
Article

The Effects of Quota Frequency: Sales Performance and Product Focus

By: Doug J. Chung, Das Narayandas and Dongkyu Chang

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details

Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. The study provides a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a... View Details

summer 1988
Article

Simultaneous Signaling to the Capital and Product Markets

By: David S. Scharfstein, Robert Gertner and Robert Gibbons

Keywords: Product; Capital; Markets

spring 1995
Article

Optimal Incentive Schemes in Bottleneck Constrained Production Environments

By: S. Datar and M. Rajan

Keywords: Production; Motivation and Incentives

5 May 1999
Conference Presentation

A Comparative Study of Product Development Process Design

By: Alan MacCormack

Keywords: Product Development; Production; Design

September 1988 (Revised November 1988)
Supplement

Watt Group: Consumer Product and Retailing Doctors (B)

By: Ray A. Goldberg

Keywords: Consumer Products Industry; Consumer Products Industry

November 2004
Case

The Electronic Product Code: Future Impact on the Global Food System

By: Ray A. Goldberg and James Weber

The Electronic Product Code (EPC) is a successor to the Uniform Product Code and will improve the efficiency and traceability of the global food system. This case focuses on how best to implement this new system and respect the privacy of the ultimate consumer, and the... View Details

Keywords: Information; Rights; Ethics; Consumer Behavior; Management Systems; Technology Adoption; Innovation and Invention; Food and Beverage Industry

Educators

December 2007 (Revised April 2008)
Exercise

The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

By: James K. Sebenius

In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Pearl Equity Partners management role. Challenges... View Details

Keywords: Negotiation

Article

Information or Opinion? Media Bias as Product Differentiation

By: Bharat Anand, Rafael Di Tella and Alexander Galetovic

Keywords: Information; Media; Prejudice and Bias; Product

July 1988 (Revised July 1990)
Case

Xerox Corp.: Information Technology Support of Product Development

By: James I. Cash Jr. and Donna B. Stoddard

Keywords: Product Development; Information Technology

16 Jul 2012
Working Paper Summaries

Selection, Reallocation, and Spillover: Identifying the Sources of Gains from Multinational Production

Keywords: by Laura Alfaro & Maggie X. Chen

12 Mar 2024
Research & Ideas

Publish or Perish: What the Research Says About Productivity in Academia

To succeed in academia, professors often feel the pressure to “publish or perish.” But in evaluating professors’ productivity based on total published studies and grant funding, are institutions overlooking other factors that affect a... View Details

Keywords: by Ben Rand; Education

June 2014 (Revised October 2015)
Case

Molycorp: Financing the Production of Rare Earth Minerals (A)

By: Benjamin C. Esty and E. Scott Mayfield

Molycorp, the western hemisphere's only producer of rare earth minerals, was in the middle of a $1 billion capital expenditure project in its effort to become a vertically integrated supplier of rare earth minerals, oxides, and metals. Yet it had just reported lower... View Details

Educators

April 1999
Teaching Note

Managing Experimentation: Module Overview Note for Managing Product Development(Note for Instructor)

By: Stefan H. Thomke

Describes the conceptual foundations and pedagogy for a module on managing experimentation in the development of products and services. The module has been taught in the second-year elective MBA course Managing Product Development. The purpose of the module is to help... View Details

Keywords: Transition; Business or Company Management; Product Development; Personal Development and Career; Science; Technology Adoption

November 2011 (Revised December 2011)
Case

PerkinElmer Developing Products in China for China

By: Vicki Sato, Christoph Jaeker and Kareem Reda

Keywords: Product Development; Developing Countries and Economies; Medical Devices and Supplies Industry; China

Educators

26 Mar 2014
Research & Ideas

How Electronic Patient Records Can Slow Doctor Productivity

Digital record-keeping is slowly but inevitably replacing paper records everywhere from the pilot's cockpit to the registry of motor vehicles. But if implemented without proper consideration of how work gets done, the results can make View Details

Keywords: by Dina Gerdeman; Health

Article

The Cross Section of Bank Value

By: Mark Egan, Stefan Lewellen and Adi Sunderam

We study the determinants of value creation in U.S. commercial banks. We develop novel measures of individual banks' productivities at collecting deposits and making loans. We relate these measures to bank market values and find that deposit productivity is responsible... View Details

Keywords: Productivity; Banks and Banking; Valuation; Performance Productivity; Value Creation; United States