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  • All HBS Web  (3,879)
    • People  (4)
    • News  (1,290)
    • Research  (2,013)
    • Events  (12)
    • Multimedia  (45)
  • Faculty Publications  (814)
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  • winter 2003
  • Article

Incentives: Getting What You Pay For

By: Nicole DeHoratius and Ananth Raman
Keywords: Motivation and Incentives
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DeHoratius, Nicole, and Ananth Raman. "Incentives: Getting What You Pay For." ECR Journal (winter 2003).
  • Article

How Much (More) Should CEOs Make? A Universal Desire for More Equal Pay

By: Sorapop Kiatpongsan and Michael I. Norton
Do people from different countries and different backgrounds have similar preferences for how much more the rich should earn than the poor? Using survey data from 40 countries (N = 55,238), we compare respondents' estimates of the wages of people in different... View Details
Keywords: Inequality; Justice; Wage; Cross-cultural; Wages; Equality and Inequality; Fairness; Income; Employees; Management Teams; Cross-Cultural and Cross-Border Issues
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Kiatpongsan, Sorapop, and Michael I. Norton. "How Much (More) Should CEOs Make? A Universal Desire for More Equal Pay." Perspectives on Psychological Science 9, no. 6 (November 2014): 587–593.
  • December 2019 (Revised December 2021)
  • Case

Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)

By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
In 2019, members of the U.S. Women's National Soccer Team (WNT) filed a gender discrimination lawsuit against the U.S. Soccer Federation. The case describes the history of the WNT's quest for equal pay leading up to this event. View Details
Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States
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Exley, Christine, John Beshears, Manuela Collis, and Davis Heniford. "Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)." Harvard Business School Case 920-029, December 2019. (Revised December 2021.)
  • October 2021 (Revised October 2022)
  • Case

The Opioid Settlement and Controversy Over CEO Pay at AmerisourceBergen

By: Suraj Srinivasan and Li-Kuan Ni
In 2020, AmerisourceBergen Corporation, a Fortune 50 company in the drug distribution industry, agreed to settle thousands of lawsuits filed nationwide against the company for its opioid distribution practices that critics alleged had contributed to the nationwide... View Details
Keywords: Opioids; Drug; Investors; Shareholder Activism; Investment Activism; Executive Compensation; Corporate Accountability; Corporate Governance; Governance Compliance; Governance Controls; Risk Management; Corporate Social Responsibility and Impact; Business and Shareholder Relations; Business and Stakeholder Relations; Legal Liability; Distribution Industry; Health Industry; Pharmaceutical Industry; United States; West Virginia; Tennessee; Ohio; Pennsylvania
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Srinivasan, Suraj, and Li-Kuan Ni. "The Opioid Settlement and Controversy Over CEO Pay at AmerisourceBergen." Harvard Business School Case 122-014, October 2021. (Revised October 2022.)
  • March 2011
  • Module Note

Quantitative Analysis of Competitive Position: Customer Demand and Willingness to Pay

By: David J. Collis
This note is designed to provide strategists with tools to perform two critical customer-related analyses: determining willingness to pay — the estimation of how much a given customer would be willing to pay for a particular product or service; and demand estimation —... View Details
Keywords: Price; Demand and Consumers; Competitive Advantage; Management Analysis, Tools, and Techniques; Market Participation; Segmentation
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Collis, David J. "Quantitative Analysis of Competitive Position: Customer Demand and Willingness to Pay." Harvard Business School Module Note 711-495, March 2011.
  • March 2014
  • Article

Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat

By: Leslie K. John, George Loewenstein and Scott Rick
Intuitively, people should cheat more when cheating is more lucrative, but we find that the effect of performance-based pay rates on dishonesty depends on how readily people can compare their pay rate to that of others. In Experiment 1, participants were paid 5 cents... View Details
Keywords: Dishonesty; Social Comparison; Pay Secrecy; Motivation and Incentives; Fairness; Decision Making; Compensation and Benefits
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John, Leslie K., George Loewenstein, and Scott Rick. "Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat." Special Issue on Behavioral Ethics. Organizational Behavior and Human Decision Processes 123, no. 2 (March 2014): 101–109.
  • January 2021 (Revised May 2021)
  • Case

Amazon Shopper Panel: Paying Customers for Their Data

By: Eva Ascarza and Ayelet Israeli
This case introduces a new Amazon program that has consumers upload their receipts from transactions outside of Amazon, in exchange for money. Through the discussion, the case aims to explore issues in customers’ privacy in the digital age, the value of customers’ own... View Details
Keywords: Data Analytics; Data Privacy; Data Management; "Marketing Analytics"; Marketing Communication; Marketing Research; Data-driven Management; E-Commerce Strategy; Ethical Decision Making; CRM; Consumer Protection; Targeted Advertising; Targeted Policies; Data Ownership; Marketing; Research; Marketing Communications; Analytics and Data Science; Management; Customer Relationship Management; Ethics; E-commerce; Retail Industry; Technology Industry; United States
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Ascarza, Eva, and Ayelet Israeli. "Amazon Shopper Panel: Paying Customers for Their Data." Harvard Business School Case 521-058, January 2021. (Revised May 2021.)
  • June 2025
  • Article

Gender Diversity Performance and Voluntary Disclosure: Mind the (Gender Pay) Gap

By: June Huang and Shirley Lu
We study whether voluntary gender diversity disclosure is predictive of gender diversity performance. Exploiting a mandate in the United Kingdom that requires firms to disclose 2017 gender pay gap ("GPG") data for the first time, we find that providing voluntary gender... View Details
Keywords: Pay Gap; Diversity; Gender; Wages; Reputation; Corporate Disclosure; United Kingdom
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Huang, June, and Shirley Lu. "Gender Diversity Performance and Voluntary Disclosure: Mind the (Gender Pay) Gap." Accounting, Organizations and Society 114 (June 2025).
  • 2002
  • Chapter

Pay for Performance: Motivation and Selection Effects

By: Felix Oberholzer-Gee and Iris Bohnet
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Oberholzer-Gee, Felix, and Iris Bohnet. "Pay for Performance: Motivation and Selection Effects." In Successful Management by Motivation: Balancing Intrinsic and Extrinsic Incentives, edited by Bruno S. Frey and Margit Osterloh, 119–139. Berlin: Springer, 2002.
  • 2000
  • Working Paper

Empirical Determinants of Chief Political Officer Pay

By: Rafael Di Tella and Ray Fisman
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Di Tella, Rafael, and Ray Fisman. "Empirical Determinants of Chief Political Officer Pay." Harvard Business School Working Paper, No. 01-040, December 2000.
  • 14 Feb 2023
  • Cold Call Podcast

Does It Pay to Be a Whistleblower?

Keywords: Re: Jonas Heese; Banking
  • November 2022
  • Case

Para: Pay Transparency and Gig Drivers' Rights

By: Christopher Stanton and George Gonzalez
The case presents the founding vision and early days of a young startup that seeks to empower delivery drivers with tools and transparency. The company's flagship mobile app has been taken up by tens of thousands of delivery drivers across major U.S. cities who use it... View Details
Keywords: Gig Workers; Corporate Entrepreneurship; Entrepreneurship; Business Startups; Applications and Software; Disruptive Innovation; Compensation and Benefits; Technology Industry; San Francisco
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Stanton, Christopher, and George Gonzalez. "Para: Pay Transparency and Gig Drivers' Rights." Harvard Business School Case 823-072, November 2022.
  • January 13, 2003
  • Other Article

The Tax Cut That Could Pay Dividends

By: Michael E. Porter
Keywords: Strategy
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Porter, Michael E. "The Tax Cut That Could Pay Dividends." FT.com (January 13, 2003).
  • winter 1994
  • Article

Creating Pay for Performance in Troubled Companies

By: S. C. Gilson and M. R. Vetsuypens
Keywords: Performance; Business Ventures; Motivation and Incentives
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Gilson, S. C., and M. R. Vetsuypens. "Creating Pay for Performance in Troubled Companies." Journal of Applied Corporate Finance 6, no. 4 (winter 1994): 81–92.
  • 27 Dec 2014
  • Working Paper Summaries

How Should We Pay for Health Care?

Keywords: by Michael E. Porter & Robert S. Kaplan; Health
  • November 2018 (Revised January 2019)
  • Supplement

The Weir Group: Reforming Executive Pay (B)

By: Lynn S. Paine and Federica Gabrieli
Supplement to the (A) case. The case describes the events that took place in the run-up to the 2018 Annual General Meeting, the voting outcome, key perspectives on success factors, and the challenges that The Weir Group faced in the near future. View Details
Keywords: Corporate Governance; Human Resources; Management; Executive Compensation; Europe; United Kingdom; Scotland
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Paine, Lynn S., and Federica Gabrieli. "The Weir Group: Reforming Executive Pay (B)." Harvard Business School Supplement 319-047, November 2018. (Revised January 2019.)
  • 2006
  • Chapter

Economics Wins, Psychology Loses, and Society Pays

By: Max H. Bazerman and Deepak Malhotra
Keywords: Economics; Social Psychology; Society; Cost vs Benefits
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Bazerman, Max H., and Deepak Malhotra. "Economics Wins, Psychology Loses, and Society Pays." In Social Psychology and Economics, edited by David de Cremer, J. Keith Murnighan, and Marcel Zeelenberg, 263–280. Mahwah, NJ: Lawrence Erlbaum Associates, 2006.
  • 29 Jul 2016
  • Working Paper Summaries

Can Paying Firms Quicker Affect Aggregate Employment?

Keywords: by Jean-Noel Barrot and Ramana Nanda
  • August 2005 (Revised March 2006)
  • Case

Moneyball (A): What Are You Paying For?

By: Frances X. Frei, Dennis Campbell and Eliot Sherman
Explores the contextual elements of Major League Baseball and presents data to allow for an analytic examination of alleged market inefficiencies within the sport. View Details
Keywords: Market Design; Performance; Sports; Compensation and Benefits; Sports Industry; United States
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Frei, Frances X., Dennis Campbell, and Eliot Sherman. "Moneyball (A): What Are You Paying For?" Harvard Business School Case 606-025, August 2005. (Revised March 2006.)
  • June 2000 (Revised December 2001)
  • Case

Performance Pay at Safelite Auto Glass (B)

By: Brian J. Hall, Edward Lazear and Carleen Madigan
Supplements the (A) case. View Details
Keywords: Motivation and Incentives; Performance Productivity; Change; Compensation and Benefits; Service Industry; Auto Industry
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Hall, Brian J., Edward Lazear, and Carleen Madigan. "Performance Pay at Safelite Auto Glass (B)." Harvard Business School Case 800-292, June 2000. (Revised December 2001.)
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