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    • All HBS Web  (465)
      • Faculty Publications  (98)

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      • October 2004
      • Case

      Sales Force Training at Arrow Electronics (A)

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      In the mid-1980s, Arrow, the world's largest electronics distributor, implemented a college recruiting program to hire salespeople. The program was part of an effort to increase the professionalism and skill set of the sales force in an industry where few salespeople... View Details
      Keywords: Human Resources; Compensation and Benefits; Recruitment; Retention; Selection and Staffing; Salesforce Management; Competition
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Sales Force Training at Arrow Electronics (A)." Harvard Business School Case 905-041, October 2004.
      • September 2004 (Revised June 2005)
      • Case

      Otis Elevator: Accelerating Business Transformation with IT

      By: F. Warren McFarlan and Brian DeLacey
      Focuses on a major transformation of Otis Elevator's infrastructure. Led by the CEO, this transformation represents a remarkable long-term reengineering of all the processes of the firm to drive its operating costs down and service image up. The transformation is the... View Details
      Keywords: Transformation; Cost Management; Infrastructure; Business Processes; Organizational Change and Adaptation; Information Technology
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      McFarlan, F. Warren, and Brian DeLacey. "Otis Elevator: Accelerating Business Transformation with IT." Harvard Business School Case 305-048, September 2004. (Revised June 2005.)
      • September 2003 (Revised September 2004)
      • Case

      Hearthside Homes

      By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
      Investigates the "controllability problem" inherent in bonus systems. Ideally, an incentive system accurately measures performance in areas that the individual can control. But most measures are either too broad, including factors outside the influence of the employee,... View Details
      Keywords: Motivation and Incentives; Housing; Performance Evaluation; Construction Industry; Manufacturing Industry; Real Estate Industry
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      Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Hearthside Homes." Harvard Business School Case 904-003, September 2003. (Revised September 2004.)
      • September 2003 (Revised November 2005)
      • Case

      Best Buy Co., Inc. (A): An Innovator's Journey

      By: Dorothy A. Leonard and Brian DeLacey
      The CEO of Best Buy, a hugely successful retailing company, has hired consulting firm Strategos to imbue the company with an improved innovative capability. The six-month program of experimental learning yields new business ideas and also trains Best Buy employees as... View Details
      Keywords: Innovation and Management; Innovation Strategy; Management Teams; Creativity; Adoption; Organizational Change and Adaptation; Employees; Learning; Training; Programs; Retail Industry; United States
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      Leonard, Dorothy A., and Brian DeLacey. "Best Buy Co., Inc. (A): An Innovator's Journey." Harvard Business School Case 604-043, September 2003. (Revised November 2005.)
      • October 2002 (Revised December 2003)
      • Case

      Collabrys, Inc. (A)-The Evolution of a Startup

      By: Dorothy A. Leonard and Brian DeLacey
      The CEO of a two-year-old start-up must now decide whether to become a technology provider or a service agency. In a time of enormous uncertainty about the viability of various business models for Internet-delivered services and products, Collabrys has survived the... View Details
      Keywords: Risk and Uncertainty; Internet and the Web; Corporate Entrepreneurship; Corporate Strategy; Technological Innovation; Cost vs Benefits; Partners and Partnerships; Business Growth and Maturation; Business Startups; Corporate Finance; United States
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      Leonard, Dorothy A., and Brian DeLacey. "Collabrys, Inc. (A)-The Evolution of a Startup." Harvard Business School Case 603-064, October 2002. (Revised December 2003.)
      • September 2002
      • Case

      Abercrombie & Kent

      By: Frances X. Frei, Brian Corbett, Mark Partin and Daniel Rethazy
      Describes Abercrombie & Kent, the outdoor adventure company that has provided services throughout the entire history of the outdoor adventure industry. Provides an opportunity to learn how the company successfully grown into a premier player in the industry by adapting... View Details
      Keywords: History; Financial Management; Activity Based Costing and Management; Service Operations; Marketing Reference Programs; Product Development; Business Growth and Maturation; Balance and Stability; Marketing Channels; Transportation; Growth and Development Strategy; Travel Industry
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      Frei, Frances X., Brian Corbett, Mark Partin, and Daniel Rethazy. "Abercrombie & Kent." Harvard Business School Case 603-002, September 2002.
      • May 2002
      • Supplement

      Circon

      By: Brian J. Hall and Guhan Subramanian
      This case consists of two parts. Part one contains portions of a panel discussion on corporate governance, the poison pill, and hostile takeover attempts/defenses. Part two contains clips from separate visits by George Cloutier and Richard Auhll to the HBS classroom. View Details
      Keywords: Acquisition; Corporate Governance; Strategy
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      Hall, Brian J., and Guhan Subramanian. "Circon." Harvard Business School Video Supplement 902-806, May 2002.
      • February 2002 (Revised December 2003)
      • Exercise

      Incentives Game, The

      By: Jason R. Barro, Brian J. Hall and Jonathan Lim
      This exercise provides an opportunity to gain insight about designing, negotiating, and responding to incentives. The setting is investment management. A class is divided into a certain number of investment firms. Each company has one CEO and begins with four portfolio... View Details
      Keywords: Motivation and Incentives; Compensation and Benefits; Investment; Management
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      Barro, Jason R., Brian J. Hall, and Jonathan Lim. "Incentives Game, The." Harvard Business School Exercise 902-197, February 2002. (Revised December 2003.)
      • June 2000 (Revised December 2000)
      • Case

      Compensation and Performance Evaluation at Arrow Electronics

      By: Brian J. Hall and Carleen Madigan
      Describes a company's struggles in implementing a subjective performance rating system for its employees. In particular, it describes the difficulties faced by the CEO in getting managers to combat "ratings inflation"--that is, to produce numerical ratings that are... View Details
      Keywords: Behavior; Performance Evaluation; Compensation and Benefits; Electronics Industry
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      Hall, Brian J., and Carleen Madigan. "Compensation and Performance Evaluation at Arrow Electronics." Harvard Business School Case 800-290, June 2000. (Revised December 2000.)
      • 2000
      • Other Unpublished Work

      Do Executive Stock Options Encourage Risk-Taking?

      By: Randolph B. Cohen, Brian J. Hall and Luis M. Viceira
      Executive stock options create incentives for executives to manage firms in ways that maximize firm market value. Since options increase in value with the volatility of the underlying stock, executive stock options provide managers with incentives to take actions that... View Details
      Keywords: Risk and Uncertainty; Motivation and Incentives; Stock Options; Executive Compensation
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      Cohen, Randolph B., Brian J. Hall, and Luis M. Viceira. "Do Executive Stock Options Encourage Risk-Taking?" 2000.
      • 2000
      • Article

      Georgia Regional Transportation Authority: A Case Study of an Innovative Regional Planning Institution

      By: Brian Trelstad
      The Georgia Regional Transportation Authority (GRTA), a new regional planning institution, is a governor-appointed body of 15 regional leaders with broad authority over land use and transportation planning throughout the state. Created in the summer of 1999, GRTA... View Details
      Keywords: Transportation; Planning; Business and Community Relations; Georgia (state, US); Atlanta
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      Trelstad, Brian. "Georgia Regional Transportation Authority: A Case Study of an Innovative Regional Planning Institution." Berkeley Planning Journal 14 (2000): 23–45.
      • April 1999 (Revised March 2002)
      • Case

      Gerald Weiss

      By: Brian J. Hall and Carleen Madigan
      Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details
      Keywords: Management Teams; Resignation and Termination; Executive Compensation; Organizational Culture; Agreements and Arrangements; Stock Options; Conflict and Resolution; New York (city, NY)
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      Hall, Brian J., and Carleen Madigan. "Gerald Weiss." Harvard Business School Case 899-258, April 1999. (Revised March 2002.)
      • February 1999 (Revised August 2004)
      • Case

      I Lost My Volvo in New Haven: Tennis Event Sponsorship

      By: Stephen A. Greyser, Brian R. Harris and Mitchell Truwit
      Focuses on event management and sponsorship from the perspective of the event owner (rather than that of the sponsorship company). Describes in depth the search by one of the tennis tournaments on the professional circuit for a principal sponsor. Detailed economics of... View Details
      Keywords: Marketing Communications; Decision Choices and Conditions; Management; Product Positioning; Television Entertainment; Sports; Partners and Partnerships; Sports Industry
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      Greyser, Stephen A., Brian R. Harris, and Mitchell Truwit. "I Lost My Volvo in New Haven: Tennis Event Sponsorship." Harvard Business School Case 599-037, February 1999. (Revised August 2004.)
      • 1998
      • Working Paper

      CEO Incentives and Firm Size

      By: Brian Hall and George P. Baker
      What determines CEO incentives? A confusion exists among both academics and practitioners about how to measure the strength of CEO incentives, and how to reconcile the enormous differences in pay sensitivities between executives in large and small firms. We show that... View Details
      Keywords: Business Ventures; Motivation and Incentives; Executive Compensation; Size; Management Systems
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      Hall, Brian, and George P. Baker. "CEO Incentives and Firm Size." NBER Working Paper Series, No. 6868, December 1998.
      • Fall 1997
      • Article

      Little Machines in Their Gardens: A History of School Gardens in America, 1891 to 1920

      By: Brian Trelstad
      “Little Machines in their Gardens: A History of School Gardens in America, 1891 to 1920” explores the rise and decline of the school garden movement in the United States. The paper first documents the early history of the gardens and establishes them as a national... View Details
      Keywords: School Garden Movement; United States
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      Trelstad, Brian. "Little Machines in Their Gardens: A History of School Gardens in America, 1891 to 1920." Landscape Journal 16, no. 2 (Fall 1997): 161–173.
      • July 1997
      • Article

      The Presidio Trust legislation: Preservation or Privatization?

      By: Brian Trelstad
      This analysis of the Presidio Trust legislation places the recent developments on the Presidio in the context of a century and a half of environmental planning. By first exploring the Presidio's history, and then tracing the more recent legislative background to the... View Details
      Keywords: Presidio; Presidio Trust; National Parks; Urban Parks; Public-private Management; Natural Environment; Urban Scope; Planning
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      Trelstad, Brian. "The Presidio Trust legislation: Preservation or Privatization?" Urban Ecosystems 1, no. 3 (July 1997): 135–153.
      • October 1994
      • Case

      Bankers Trust: Global Investment Bank

      By: Andre F. Perold and Kuljot Singh
      In October 1992, Eugene Shanks, president of Bankers Trust New York Corp., and Brian Walsh, head of the Global Investment Bank (GIB) business unit, are considering a proposal for a large and complex financing involving the North Sea Oil Co. (NSOC). The financing... View Details
      Keywords: Risk and Uncertainty; Credit Derivatives and Swaps; Risk Management; Value Creation; Business History; Capital Markets; Financing and Loans; Financial Markets; Corporate Finance; Banking Industry; Energy Industry
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      Perold, Andre F., and Kuljot Singh. "Bankers Trust: Global Investment Bank." Harvard Business School Case 295-010, October 1994.
      • Forthcoming
      • Article

      People Overestimate How Harshly They Are Evaluated for Disengaging from Passion Pursuit

      By: Zachariah Berry, Brian J. Lucas and Jon M. Jachimowicz
      The call to pursue one’s passion is ubiquitous advice, and prior research highlights the many upsides to doing so. To pursue one’s passion sustainably, people need to try different pursuits— and critically, drop those that are not tenable for them. However,... View Details
      Keywords: Moral Sensibility; Attitudes; Perception; Judgments; Behavior; Goals and Objectives
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      Berry, Zachariah, Brian J. Lucas, and Jon M. Jachimowicz. "People Overestimate How Harshly They Are Evaluated for Disengaging from Passion Pursuit." Journal of Personality and Social Psychology (forthcoming). (Pre-published online.)
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