Sales Force Compensation - Publications - Faculty & Research

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Timeline - Race, Gender & Equity

demonstrates the first television 1929 Forced deportation and family separations of 2,000,000 Mexican-Americans. Estimates indicate 60% were American citizens The New Deal in Three Minutes Anti-Latino Discrimination in America America’s... View Details

01 Jun 2006
News

One-on-One with Tom Oreck

grounding in every aspect of the business. “I like to tell people that I rose up the ranks through the sheer force of nepotism,” he deadpans with self-deprecating humor. He made HBS his last training stop before taking over as president... View Details

Keywords: Roger Thompson; Clothing and Clothing Accessories Stores; Retail Trade

30 Jan 2007
First Look

First Look: January 30, 2007

interviews with executives and officials around the globe, Vietor provides concentrated examinations of different approaches to government facilitation of development. Individual chapters focus on the unique social, economic, cultural, and historical View Details

Keywords: Martha Lagace

September 2005 (Revised March 2007)
Case

Lifefont: The Case for RetailDriver

Examines how Lifefont (pseudonym), a multidivisional consumer packages goods company, develops a system to manage and measure the impact of promotional events in retail outlets. View Details

Keywords: Framework; Change Management; Compensation and Benefits; Cost vs Benefits; Growth Management; Management Analysis, Tools, and Techniques; Customer Relationship Management; Product Marketing; Salesforce Management; Advertising; Management Systems; Information Technology; Retail Industry

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21 Feb 2017
First Look

First Look at New Research: February 21

executives, middle managers, and sales people from companies across a variety of industries. The survey focused on questions about how well their companies’ strategies informed six critical elements of their View Details

Keywords: Carmen Nobel

01 Sep 2008
News

Reality to News Biz: Drop Dead

of newspapers and magazines. And yet, as print ads flee online for pennies on the dollar — and newsprint prices jump while circulation and newsstand sales slump — these enterprises have never seen their financial prospects dim so rapidly.... View Details

Keywords: Roben Farzad; journalism; Publishing Industries (except Internet); Information

27 Jun 2007
Lessons from the Classroom

Learning to Make the Move to CEO

means to live in an era of globalization in a way that is far from abstract or academic." Needless to say, there are also many moments of revelation in the classroom. In a case discussion on Mary Kay cosmetics and the company's strategic use of pink Cadillacs as a... View Details

Keywords: by Julia Hanna; Education

01 Sep 2004
News

Promise & Perils

making. In 1979, he was part of the first, small HBS delegation to visit a newly opened China. “It was the single most important trip of our lives,” he recalled. He glimpsed the future, and it now has come to pass: China has emerged as an economic View Details

Keywords: Roger Thompson; Colleges, Universities, and Professional Schools; Educational Services

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

"Firms today have access to a wealth of information about customers and sales prospects," says Narayandas. "Now more than ever before, companies are able to leverage technology to work more closely and to collaborate in new... View Details

Keywords: by Peter K. Jacobs

14 Apr 2022
Blog Post

Trust the Process, and Trust Yourself Even More: Interview with Wellness and Empowerment Leader, Dilan Gomih (MBA 2019)

her comfort zone, going straight from her Political Science undergraduate degree to Wall Street. When she accepted the Foreign Exchange Sales Analyst role at Bank of America, Gomih’s friends and family were a bit perplexed, but as Gomih... View Details

09 Mar 2021
News

Addressing Education Inequities Exacerbated by the Pandemic

blown wide open, forcing students, their families, and educators to confront a greater range of challenges simultaneously, among them widening socio-economic gaps, the digital divide, food and housing insecurities, domestic abuse, and, in... View Details

Keywords: Jennifer Gillespie

14 Jun 2004
Research & Ideas

The Big Money for Big Projects

capital structure, board of directors, compensation schemes, etc.—which may or may not be appropriate for any particular asset, the firm can create an entirely different governance system that is ideally suited for the asset in question.... View Details

Keywords: by Ann Cullen; Financial Services

01 Mar 2018
News

Can a Digital Platform Open Up the Opaque Metals Industry?

image by Edmon de Haro image by Edmon de Haro Boris Eykher (MBA 2009) and Ilya Chernilovskiy (MBA 2013) watched the 2015 global price slump in commodities with horror. Prices for commodities fell to their lowest levels since the financial crisis, sending mining... View Details

Keywords: Nicole Torres

28 Apr 2009
First Look

First Look: April 28, 2009

since 1980 when compared to firms in Europe or Asia (measured both by sales and by numbers of new product introductions), this essay explores the interplay of regulation, definitions of "patient" and "consumer," and... View Details

Keywords: Martha Lagace

01 Jun 2009
News

Too Big To Fail

Paulson did when faced with the Bear Stearns crisis in March 2008. “Maybe they were right, and maybe they were wrong to force Bear’s sale to JPMorgan Chase,” says Moss. “But they looked at Bear Stearns and... View Details

Keywords: Roger Thompson; federal bailouts; Credit Intermediation and Related Activities; Finance

15 Mar 2011
First Look

First Look: March 15

Management Nava Ashraf and Natalie KindredHarvard Business School Case 910-030 This case examines the various considerations relevant to selecting and compensating workers in a context where their work involves a pro-social component.... View Details

Keywords: Sean Silverthorne

10 Apr 2018
First Look

First Look at New Research, April 10, 2018

highlight the importance of friendship formation and social integration for the long-term well-being of university students. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54330 How Do Your Sales Efforts Pay Off?... View Details

Keywords: Sean Silverthorne

08 Jul 2015
What Do You Think?

Do Americans Work Too Much and Think About Work Too Little?

long hours, most folks are being forced to do that with minimal compensation." Patrick Coomans placed some blame on "the weak job protection employees have in the US." Sid Mehta, who reminded us that Greece has the longest... View Details

Keywords: by James Heskett; Financial Services

05 May 2003
Research & Ideas

Sharing the Responsibility of Corporate Governance

trust. Lavish executive compensation not only drains the corporate treasury and dilutes the shareholders' earnings, but, perhaps even more importantly, it can lead the recipients to believe that they really are worth five hundred times... View Details

Keywords: by Carla Tishler

02 Jun 2003
Research & Ideas

Why Have Marketers Ignored America’s Man-of-Action Hero?

identity crisis of sorts because their jobs and their family roles no longer allow for the authoritative (some would say patriarchal) roles of the past. To compensate for this felt emasculation on the work and home fronts, men are now... View Details

Keywords: by Manda Salls

Publications