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Publications

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  • 2014
  • Working Paper

Cleaning House: The Impact of Information Technology on Employee Corruption and Performance

By: Lamar Pierce, Daniel Snow and Andrew McAfee
This paper examines how firm investments in technology-based employee monitoring impact both misconduct and productivity. We use unique and detailed theft and sales data from 392 restaurant locations from five firms that adopt a theft monitoring information technology... View Details
Keywords: Management Practices and Processes; Information Technology; Ethics; Performance Productivity; Employees
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    Journal of Economics & Management Strategy (JEMS)

    Together with Prof. Daniel F. Spulber (Kellogg School of Management at Northwestern University), I edit the Journal of Economics & Management Strategy (JEMS), the leading academic journal on the economics of strategy. JEMS is based at Harvard Business... View Details
    • November 2007
    • Article

    Measuring Consumer and Competitive Impact with Elasticity Decompositions

    Marketing investments are designed to change consumer behavior in ways that help goods compete in the marketplace. Previous research has focused on using elasticity decompositions to measure how these investments affect either consumer decision making or competing... View Details
    Keywords: Decision Choices and Conditions; Investment Return; Marketing Strategy; Consumer Behavior; Measurement and Metrics; Mathematical Methods; Competitive Advantage
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    • 2020
    • Article

    A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

    By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
    Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role... View Details
    Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation and Benefits; Motivation and Incentives; AI and Machine Learning
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      Elon Kohlberg

      Elon Kohlberg is the Royal Little Professor of Business Administration at the Harvard Business School. His research is mainly in Game Theory, in particular the study of non-cooperative equilibrium.

      Professor Kohlberg has taught many courses in the MBA,... View Details

      Keywords: asset management; education industry; energy; pharmaceuticals; real estate
      • Research Summary

      Public Policy and Markets

      By: Willis M. Emmons
      William (Willis) M. Emmons III is investigating the interaction of public policy, markets, business strategy, and performance at the levels of firm, industry, and society. Emmons' approach draws heavily on economic theories of industrial organization, market failure,... View Details

        Patent Trolls

        We develop a theoretical model of, and provide the first large-sample evidence on, the behavior and impact of non-practicing entities (NPEs) in the intellectual property space. Our model shows that NPE litigation can reduce infringement and support small inventors.... View Details

          A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

          Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal... View Details

            Jan W. Rivkin

            Jan W. Rivkin is a Professor in the Strategy Unit at Harvard Business School. In the past, he has served as Faculty Chair of the MBA Program, Senior Associate Dean for Research, and head of the Strategy Unit. His research, course development, and teaching focus on... View Details

            Keywords: airline; computer; internet; music; transportation

              John A. Deighton

              John Deighton is The Harold M. Brierley Professor of Business Administration Emeritus at Harvard Business School. He is an authority on consumer behavior and marketing, with a focus on digital and direct marketing. He teaches in the area of Big Data in Marketing,... View Details

              Keywords: advertising; banking; beverage; communications; computer; consumer products; credit card; e-commerce industry; financial services; grocery; hotels ＆ motels; information technology industry; marketing industry; music; pharmaceuticals; professional services
              • 24 Jul 2019
              • Lessons from the Classroom

              Can These Business Students Motivate Londoners to Do the Right Thing?

              partnering with BIT and applying behavioral insights to solve real world policy and managerial problems. “One way to help people make better decisions is to change the choice environment—or the way in which... View Details
              Keywords: by Dina Gerdeman
              • 27 Jan 2009
              • First Look

              First Look: January 27, 2009

              automatically consider the potentially dubious motives of agents who cause harm indirectly. Experiment 4 demonstrates an effect of indirect agency on purchase intentions. Download the paper: http://www.hbs.edu/research/pdf/09-012.pdf Product-Market Competition and... View Details
              Keywords: Martha Lagace
              • March–April 2019
              • Article

              The Future of Leadership Development

              By: Das Narayandas and Mihnea Moldoveanu
              The need for leadership development has never been more urgent. Companies of all sorts realize that to survive in today’s volatile, uncertain, complex, and ambiguous environment, they need different leadership skills and organizational capabilities from those that... View Details
              Keywords: Talent Management; Executive Education; Leadership Development; Business Education; Management Skills; Learning; Online Technology
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              • 15 Aug 2013
              • Working Paper Summaries

              Competition and Social Identity in the Workplace: Evidence from a Chinese Textile Firm

              Keywords: by Takao Kato & Pian Shu
              • 2024
              • Working Paper

              Determinants of Top-Down Sabotage

              By: Hashim Zaman and Karim R. Lakhani
              We investigate the conditions that motivate managers to impede the growth of talented subordinates due to fears of future competition for their own positions. Our research expands on existing tournament and contest theory literature that considers peer-to-peer sabotage... View Details
              Keywords: Succession Planning; Organizational Hierarchy; Compensation; Promotions; Tournaments; Talent and Talent Management; Organizational Structure; Employee Relationship Management; Performance Evaluation; Organizational Culture; Management Skills
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              • Research Summary

              Supply Chain Inventory Planning

              My work studies management decision-making in demand and supply planning contexts with a focus on forecasting and inventory planning decisions.  I examine these decision-making processes from both a supply chain (i.e. across firm) and an... View Details

              • Research Summary

              Vertical Relationships Between Firms

              Where should a firm draw its boundaries in the vertical chain of production? This has proved to be one of the most interesting and contentious debates among economists and strategists alike. On one hand, vertical integration into upstream and downstream businesses may... View Details

                Monique Burns Thompson

                Monique Burns Thompson is an accomplished social entrepreneur who returns to HBS (class of 1993) and brings her twenty years of successful start-up and organizational leadership experience to her research and teaching at HBS.  She has led as a co-founder, President,... View Details

                  Ranjay Gulati

                  Ranjay Gulati is the Paul R. Lawrence MBA Class of 1942 Professor of Business Administration and the former Unit Head of the Organizational Behavior Unit at Harvard Business School. His pathbreaking research, which focuses on unlocking organizational and unleashing... View Details

                  Keywords: biotechnology; computer; financial services; industrial goods; information technology industry; pharmaceuticals; professional services; retailing
                  • 19 Mar 2019
                  • First Look

                  New Research and Ideas, March 19, 2019

                  innovations might impact—and be impacted by—workers, consumers, organizations, and society. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55845 March 2019 Organizational Behavior and Human Decision Processes Choice... View Details
                  Keywords: Dina Gerdeman