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Show Results For
- All HBS Web
(7,784)
- People (8)
- News (1,211)
- Research (5,554)
- Events (48)
- Multimedia (42)
- Faculty Publications (4,131)
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- 11 Feb 2009
- Working Paper Summaries
Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting
- April 2006 (Revised June 2008)
- Case
New Balance Athletic Shoe, Inc.
By: H. Kent Bowen, Robert S. Huckman and Carin-Isabel Knoop
Considers whether New Balance, one of the world's five largest manufacturers of athletic footwear, should respond to Adidas' planned acquisition of Reebok--a transaction that would join the second- and third-largest companies in the industry. Highlights the unique... View Details
Keywords: Mergers and Acquisitions; Production; Supply Chain Management; Performance Improvement; Competition; Consolidation; Apparel and Accessories Industry
Bowen, H. Kent, Robert S. Huckman, and Carin-Isabel Knoop. "New Balance Athletic Shoe, Inc." Harvard Business School Case 606-094, April 2006. (Revised June 2008.)
- 12 Feb 2013
- Working Paper Summaries
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
- January – February 2008
- Article
Managing the Impact of Employee Turnover on Performance: The Role of Process Conformance
By: Zeynep Ton and Robert S. Huckman
We examine the impact of employee turnover on operating performance in settings that require high levels of knowledge exploitation. Using 48 months of turnover data from U.S. stores of a major retail chain, we find that, on average, employee turnover is associated with... View Details
Keywords: Customer Focus and Relationships; Governance Compliance; Retention; Standards; Service Operations; Business Processes; Retail Industry; United States
Ton, Zeynep, and Robert S. Huckman. "Managing the Impact of Employee Turnover on Performance: The Role of Process Conformance." Organization Science 19, no. 1 (January–February 2008): 56–68.
- February 1998 (Revised January 1999)
- Case
Rob Parson at Morgan Stanley (C)
A year after Rob Parson's manager decided to postpone Parson's promotion, Parson's new manager Gary Stuart faces the decision of promotion again. Stuart considers whether the efforts Parson had made were sufficient. Teaching purpose: To explore managerial problems... View Details
Keywords: Management; Personal Development and Career; Performance Evaluation; Financial Services Industry
Burton, M. Diane. "Rob Parson at Morgan Stanley (C)." Harvard Business School Case 498-056, February 1998. (Revised January 1999.)
- May 2013
- Case
Wendy Peterson
By: Linda A. Hill and Alisa Zalosh
Wendy Peterson was recently promoted to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services company. To penetrate a perceived market niche, Peterson hires Fred (Xing) Wu, whose familiarity with and access to Chinese... View Details
Keywords: Leadership; Conflict Management; Salesforce Management; Rank and Position; Performance Evaluation; Management Teams; Cross-Cultural and Cross-Border Issues; Accounting Industry; Texas
Hill, Linda A., and Alisa Zalosh. "Wendy Peterson." Harvard Business School Brief Case 913-560, May 2013.
- August 22, 2017
- Article
Find the Right Metrics for Your Sales Team
By: Frank V. Cespedes and Robert Marsh
This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details
Cespedes, Frank V., and Robert Marsh. "Find the Right Metrics for Your Sales Team." Harvard Business Review (website) (August 22, 2017).
- 2015
- Working Paper
Toxic Workers
By: Michael Housman and Dylan Minor
While there has been a strong focus in past research on discovering and developing top performers in the workplace, less attention has been paid to the question of how to manage those workers on the opposite side of the spectrum: those who are harmful to organizational... View Details
Keywords: Strategic Human Resource Management; Misconduct; Worker Productivity; Superstar; Ethics; Performance Productivity; Personal Characteristics; Employees
Housman, Michael, and Dylan Minor. "Toxic Workers." Harvard Business School Working Paper, No. 16-057, October 2015. (Revised November 2015.)
- April 2013
- Case
Southfield Packaging
By: Michael Beer and Alisa Zalosh
Southfield Packaging provides packaging materials and services to medical device manufacturers. The case examines the relationship between a corporate vice president, Mark Sanders, and one of his direct reports, Regional Manager Frank Belby. Sanders' preparation for... View Details
Keywords: Rank and Position; Performance Evaluation; Problems and Challenges; Management Teams; Medical Devices and Supplies Industry; Distribution Industry; Service Industry
Beer, Michael, and Alisa Zalosh. "Southfield Packaging." Harvard Business School Brief Case 913-562, April 2013.
- 2017
- Working Paper
Rainy Day Stocks
By: Niels Gormsen and Robin Greenwood
We study the good- and bad-times performance of equity portfolios formed on characteristics. Many characteristics associated with good performance during bad times – value, profitability, small size, safety, and total volatility – also perform well during good times.... View Details
Gormsen, Niels, and Robin Greenwood. "Rainy Day Stocks." Harvard Business School Working Paper, No. 17-066, January 2017.
- August 2011
- Case
Martha Rinaldi: Should She Stay or Should She Go?
By: Linda A. Hill and Mark Renella
Martha Rinaldi has been an assistant product manager at leading beverage company Potomac Waters since graduating from business school. Rinaldi is frustrated by her relationships with her boss and a close co-worker. Even though she works hard to please her manager, she... View Details
Keywords: Interpersonal Relations; Management Styles; Managing Up; Career Planning; Conflict; Management Style; Interpersonal Communication; Personal Development and Career; Organizational Culture; Relationships; Performance Evaluation; Conflict and Resolution; Power and Influence; Food and Beverage Industry
Hill, Linda A., and Mark Renella. "Martha Rinaldi: Should She Stay or Should She Go?" Harvard Business School Brief Case 114-310, August 2011.
- April 1993 (Revised February 1996)
- Supplement
ALZA and Bio-Electro Systems (C): 1988-92
By: Josh Lerner and Peter Tufano
Supplements the (A) case. Describes the aftermarket performance of the units. View Details
Keywords: Performance
Lerner, Josh, and Peter Tufano. "ALZA and Bio-Electro Systems (C): 1988-92." Harvard Business School Supplement 293-127, April 1993. (Revised February 1996.)
- June 2006
- Exercise
Matthew A. Hunter
By: John A. Davis and Deepak Malhotra
Matthew Hunter, CEO of a second-generation family business, must manage the performance of a key manager in his company. Looks at the impact of family relationships on performance management. View Details
Keywords: Family and Family Relationships; Conflict Management; Negotiation; Family Business; Performance; Managerial Roles
Davis, John A., and Deepak Malhotra. "Matthew A. Hunter." Harvard Business School Exercise 806-203, June 2006.
- September 1996
- Case
Automatic Data Processing: The EFS Decision (Abridged)
By: Robert L. Simons
The managing director of one of ADP's divisions must recommend whether to divest, harvest, or grow the division. Recent performance has been excellent and the near-term outlook for profitability is very promising. Despite some strategic concerns, the strong financial... View Details
Simons, Robert L. "Automatic Data Processing: The EFS Decision (Abridged)." Harvard Business School Case 197-018, September 1996.
- June 2023
- Case
Tractor Supply Co
By: David L. Ager and Michael A. Roberto
In February 2023, Hal Lawton, CEO of Tractor Supply Co, the largest farm and ranch retailer in the United States reflected on the company’s 70% growth between 2019 and 2022. Economists had begun to predict an economic downturn and experts were predicting softening... View Details
Keywords: COVID-19 Pandemic; Demand and Consumers; Economic Slowdown and Stagnation; Organizational Change and Adaptation; Retail Industry
Ager, David L., and Michael A. Roberto. "Tractor Supply Co." Harvard Business School Case 923-302, June 2023.
- July – August 2008
- Article
Buy-Side vs. Sell-Side Analysts' Earnings Forecasts
By: Boris Groysberg, Paul M. Healy and Craig James Chapman
We compare the earnings forecast performance of analysts at a large buy-side firm to that of sell-side analysts. Our tests show that the buy-side firm analysts make more optimistic and less accurate forecasts than their counterparts on the sell-side. These performance... View Details
Keywords: Motivation and Incentives; Business Earnings; Forecasting and Prediction; Performance Effectiveness
Groysberg, Boris, Paul M. Healy, and Craig James Chapman. "Buy-Side vs. Sell-Side Analysts' Earnings Forecasts ." Financial Analysts Journal 64, no. 4 (July–August 2008): 25 – 39.
- January 2019 (Revised February 2020)
- Case
Roush Performance: How to Design a Sales Force Compensation Plan
By: Doug J. Chung
Roush Performance manufactured and marketed factory-modified performance vehicles and high-end aftermarket automotive performance parts. Since its inception, Roush Performance had focused on building its engineering technology competency and diversifying its product... View Details
Keywords: Sales Force Management; Motivation; Compensation; Salary; Commissions; Bonuses; Quotas; Salesforce Management; Compensation and Benefits; Motivation and Incentives
Chung, Doug J. "Roush Performance: How to Design a Sales Force Compensation Plan." Harvard Business School Case 519-066, January 2019. (Revised February 2020.)
- September 2004 (Revised February 2007)
- Case
Roller Coaster Ride, The: The Resignation of a Star
By: Boris Groysberg, Steve Balog and Jennifer Haimson
Presents a detailed account of power dynamics that unfold in the firm when one of its best and brightest threatens to leave. Focuses on the dynamics of attracting, retaining, compensating, negotiating, and leveraging a star performer in a professional services firm. A... View Details
Keywords: Talent and Talent Management; Compensation and Benefits; Resignation and Termination; Retention; Business or Company Management; Negotiation; Power and Influence
Groysberg, Boris, Steve Balog, and Jennifer Haimson. "Roller Coaster Ride, The: The Resignation of a Star." Harvard Business School Case 405-031, September 2004. (Revised February 2007.)
- March 1997 (Revised November 2013)
- Case
Purity Steel Corporation, 2012
By: Robert L. Simons and Antonio Davila
Managers introduce a new performance evaluation system based on sales growth and return-on-investment (ROI). A branch manager wonders whether his new warehouse should be leased to mitigate the impact on ROI. Formulas and performance calculations are provided. A... View Details
Keywords: Investment Return; Judgments; Motivation and Incentives; Performance Efficiency; Compensation and Benefits; Salesforce Management; Performance Consistency; Performance Productivity; Steel Industry
Simons, Robert L., and Antonio Davila. "Purity Steel Corporation, 2012." Harvard Business School Case 197-082, March 1997. (Revised November 2013.)
- August 2012 (Revised October 2012)
- Technical Note
Congruence Model Note
By: Shon R. Hiatt and James Weber
This note describes the Congruence Model, a method by which an organization can assess whether its building blocks (critical tasks, formal organizational arrangements, people, and culture) are aligned (congruent) with its strategy. The model postulates that... View Details
Hiatt, Shon R., and James Weber. "Congruence Model Note." Harvard Business School Technical Note 413-037, August 2012. (Revised October 2012.)