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Show Results For
- All HBS Web
(962)
- News (51)
- Research (834)
- Events (1)
- Multimedia (1)
- Faculty Publications (382)
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- 2015
- Working Paper
Do-gooders and Go-getters: Career Incentives, Selection, and Performance in Public Service Delivery
By: Nava Ashraf, Oriana Bandiera and Scott S. Lee
We study how career incentives affect who selects into public health jobs and, through selection, their performance while in service. We collaborate with the Government of Zambia to experimentally vary the salience of career incentives in a newly created health worker... View Details
Ashraf, Nava, Oriana Bandiera, and Scott S. Lee. "Do-gooders and Go-getters: Career Incentives, Selection, and Performance in Public Service Delivery." Working Paper, March 2015.
- Forthcoming
- Article
Gender and Preferences for Performance Feedback
By: Katherine Baldiga Coffman and David Klinowski
Across multiple studies, we investigate whether there are gender differences in preferences for receiving performance feedback. We vary many features of the feedback context: whether the performance task is a cognitive test or a mock interview, whether the feedback is... View Details
Coffman, Katherine Baldiga, and David Klinowski. "Gender and Preferences for Performance Feedback." Management Science (forthcoming). (Pre-published online August 7, 2024.)
- 06 Feb 2018
- Working Paper Summaries
Subjectivity in Tournaments: Implicit Rewards and Penalties and Subsequent Performance
- 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
- February 2020
- Article
Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization
By: Carolyn Deller and Tatiana Sandino
Using retail chain data, we study the effects of a tournament incentive plan based primarily on objective performance, but incorporating managerial discretion in the selection of winners. In principle, such plans could motivate employees to perform both at a high... View Details
Keywords: Tournaments; Subjectivity; Motivation and Incentives; Fairness; Performance Improvement; Geographic Location
Deller, Carolyn, and Tatiana Sandino. "Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization." Management Science 66, no. 2 (February 2020): 911–931.
- May 2019
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (D)
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; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (D)." Harvard Business School Supplement 519-096, May 2019.
- September 2003 (Revised October 2005)
- Case
Performance Pay for MGOA Physicians (A)
Examines the transition of an orthopedic surgical group at a premier teaching and research hospital from a system in which the surgeons are compensated with flat salaries to a system where they are compensated based on profitability. Allows for an examination of... View Details
Keywords: Value Creation; Motivation and Incentives; Nonprofit Organizations; Health Care and Treatment; Compensation and Benefits; Health Industry
Barro, Jason R., Kevin J. Bozic, and Aaron Zimmerman. "Performance Pay for MGOA Physicians (A)." Harvard Business School Case 904-028, September 2003. (Revised October 2005.)
- March 2007
- Article
Authority, Risk, and Performance Incentives: Evidence from Division Manager Positions inside Firms
By: Julie Wulf
I show that performance incentives vary by decision-making authority of division managers. For division managers with broader authority, i.e., those designated as corporate officers, both the sensitivity of pay to global performance measures and the relative importance... View Details
Keywords: Motivation and Incentives; Performance; Risk and Uncertainty; Business Model; Globalization; Measurement and Metrics; Status and Position; Forecasting and Prediction; Business Divisions
Wulf, Julie. "Authority, Risk, and Performance Incentives: Evidence from Division Manager Positions inside Firms." Journal of Industrial Economics 55, no. 1 (March 2007): 169–196.
- 01 Jun 2000
- Conference Presentation
Motivation, Learning, and Performance Management
By: Dutch Leonard
- Research Summary
Overview
The Information Age has introduced well-received opportunities to track performance. Fitbits and Fuelbands allow individuals to track their own performance; companies like Uber and leading hospitals help you choose a driver or a doctor based on how others rated... View Details
- October 1995
- Supplement
Orientation for Viewing the Cranfield-Kearney Performance Appraisal Interview
By: John J. Gabarro and Linda A. Hill
Presents the background information to watching the video reenactment of the Cranfield-Kearney Performance Appraisal Interview. View Details
Keywords: Interpersonal Communication; Compensation and Benefits; Performance; Motivation and Incentives
Gabarro, John J., and Linda A. Hill. "Orientation for Viewing the Cranfield-Kearney Performance Appraisal Interview." Harvard Business School Supplement 496-009, October 1995.
- 2011
- Article
Incentive Compensation and the Likelihood of Termination: Theory and Evidence from Real Estate Organizations
By: Christopher Parsons, G. Hallman and J. Hartzell
We analyze two managerial compensation incentive devices: the threat of termination and pay for performance. We first develop a simple model predicting that these devices are substitutes: when termination incentives are low, optimal contracts provide stronger... View Details
Keywords: Motivation and Incentives; Resignation and Termination; Compensation and Benefits; Real Estate Industry
Parsons, Christopher, G. Hallman, and J. Hartzell. "Incentive Compensation and the Likelihood of Termination: Theory and Evidence from Real Estate Organizations." Real Estate Economics 39, no. 3 (Fall 2011): 507–546.
- January 2017 (Revised May 2019)
- Case
Kjell and Company: Motivating Salespeople with Incentive Compensation (A)
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; Decision Making; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (A)." Harvard Business School Case 517-090, January 2017. (Revised May 2019.)
- 2012
- Working Paper
Earnings Management from the Bottom Up: An Analysis of Managerial Incentives Below the CEO
By: Felix Oberholzer-Gee and Julie Wulf
Performance-based pay is an important instrument to align the interests of managers with the interests of shareholders. However, recent evidence suggests that high-powered incentives also provide managers with incentives to manipulate the firm's reported earnings. The... View Details
Keywords: Compensation and Benefits; Interests; Business and Shareholder Relations; Motivation and Incentives; Earnings Management; Performance Evaluation; Stock Options
Oberholzer-Gee, Felix, and Julie Wulf. "Earnings Management from the Bottom Up: An Analysis of Managerial Incentives Below the CEO ." Harvard Business School Working Paper, No. 12-056, January 2012. (Revised August 2012.)
- 27 Nov 2012
- Working Paper Summaries
No Margin, No Mission? A Field Experiment on Incentives for Pro-Social Tasks
- 21 Apr 2010
- Working Paper Summaries
Why Do Firms Use Non-Linear Incentive Schemes? Experimental Evidence on Sorting and Overconfidence
Keywords: by Ian Larkin & Stephen Leider
- Article
Value of New Performance Information in Healthcare: Evidence from Japan
By: Susanna Gallani, Takehisa Kajiwara and Ranjani Krishnan
Mandatory measurement and disclosure of outcome measures are commonly used policy tools in
healthcare. The effectiveness of such disclosures relies on the extent to which the new information produced by the mandatory system is internalized by the healthcare... View Details
Keywords: Value Of Information; Feedback; Patient Satisfaction; Healthcare; Health Care and Treatment; Satisfaction; Information; Measurement and Metrics; Performance Improvement
Gallani, Susanna, Takehisa Kajiwara, and Ranjani Krishnan. "Value of New Performance Information in Healthcare: Evidence from Japan." International Journal of Health Economics and Management 20, no. 4 (December 2020): 319–357.
- 26 Jan 2017
- Working Paper Summaries
Relative Performance Benchmarks: Do Boards Get It Right?
- 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
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (C)." Harvard Business School Supplement 519-095, May 2019.
- June 2017 (Revised May 2019)
- Supplement
Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.)