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Show Results For
- All HBS Web
(7,537)
- People (8)
- News (1,214)
- Research (5,507)
- Events (48)
- Multimedia (41)
- Faculty Publications (4,053)
- 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).
- 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.
- September 2010
- Case
New Heritage Doll Company
By: Timothy A. Luehrman and Heide Abelli
A manufacturer and retailer of specialty doll products must decide which of two projects to fund. The decision requires the student to compute cash flows for the 2 projects, discount values to the present and compare and contrast different project performance measures. View Details
Keywords: Forecasting; Resource Management; Resource Allocation; Forecasting and Prediction; Capital Budgeting; Manufacturing Industry; Consumer Products Industry; Retail Industry
Luehrman, Timothy A., and Heide Abelli. "New Heritage Doll Company." Harvard Business School Brief Case 104-212, September 2010.
- 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.)
- January 2003 (Revised March 2004)
- Case
Army Crew Team, The
By: Scott A. Snook and Jeffrey T. Polzer
The coach of the varsity Army crew team at West Point assembled his top eight rowers into the first crew team and the second tier of rowers into the second team using objective data on individual performance. As the second boat continually beat the first boat in races,... View Details
Snook, Scott A., and Jeffrey T. Polzer. "Army Crew Team, The." Harvard Business School Case 403-131, January 2003. (Revised March 2004.)
- 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.)
- September 2002 (Revised January 2003)
- Case
Dimensional Fund Advisors, 2002
Dimensional Fund Advisors (DFA) is an investment management firm that prides itself on basing its investment strategies on sound academic research. Many of the best-known finance research papers of the past two decades (especially those by Eugene Fama and Kenneth... View Details
Cohen, Randolph B. "Dimensional Fund Advisors, 2002." Harvard Business School Case 203-026, September 2002. (Revised January 2003.)
- 2023
- Working Paper
When Does Gamified Training Improve Performance? The Roles of Office and Leader Engagement
By: Ryan W. Buell, Wei Cai and Tatiana Sandino
Gamified training is a novel management control system in which companies use gamification
techniques to engage and motivate employees to learn. This study empirically examines the
performance consequences of gamified training using data from a natural field... View Details
Keywords: Gamified Training; Management Control Systems; Employee Engagement; Employees; Learning; Training; Motivation and Incentives; Performance
Buell, Ryan W., Wei Cai, and Tatiana Sandino. "When Does Gamified Training Improve Performance? The Roles of Office and Leader Engagement." Harvard Business School Working Paper, No. 19-101, March 2019. (Revised October 2023.)
- 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.)
- 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.
- February 2003
- Other Article
The Emergence and Sustainability of Abnormal Profits
By: Michael E. Porter and Anita M. McGahan
In this paper, we examine the emergence and the sustainability of abnormal profits among businesses that were part of U.S. public corporations between 1981 and 1994 and that reported financial results for at least six years. Our results reveal strong asymmetries... View Details
Porter, Michael E., and Anita M. McGahan. "The Emergence and Sustainability of Abnormal Profits." Strategic Organization 1, no. 1 (February 2003): 79–108.
- December 2000 (Revised January 2002)
- Background Note
Incentives and Controllability: A Note and Exercise
By: Brian J. Hall
Describes three performance measures for "plants" or businesses: cost centers, revenue centers, and profit centers. Discusses what should be done if a function outside of the "controllability" of the manager affects the performance measure and therefore compensation. View Details
Keywords: Factories, Labs, and Plants; Cost; Profit; Revenue; Compensation and Benefits; Managerial Roles; Performance Evaluation; Motivation and Incentives
Hall, Brian J. "Incentives and Controllability: A Note and Exercise." Harvard Business School Background Note 801-334, December 2000. (Revised January 2002.)
- 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.)
- 11 Feb 2009
- Working Paper Summaries
Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting
- October 2009 (Revised January 2010)
- Case
The University of Notre Dame Endowment
By: Andre F. Perold and Paul Michael Buser
The Endowment Model of Investing, which was based on creating high risk-adjusted performance through diversification, a long time horizon, top-notch outside managers, and illiquid investments, had served Notre Dame and other large universities well over the past... View Details
Keywords: Financial Crisis; Higher Education; Asset Management; Private Equity; Financial Liquidity; Investment; Risk Management; Performance Evaluation; Education Industry; Financial Services Industry
Perold, Andre F., and Paul Michael Buser. "The University of Notre Dame Endowment." Harvard Business School Case 210-007, October 2009. (Revised January 2010.)
- April 2010 (Revised November 2011)
- Case
Soren Chemical: Why Is the New Swimming Pool Product Sinking?
By: V. Kasturi Rangan and Sunru Yong
Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling... View Details
Keywords: Marketing Mix; New Product Marketing; Pricing; Branding; Price; Marketing Strategy; Marketing Channels; Product Launch; Brands and Branding; Communication Strategy; Chemical Industry
Rangan, V. Kasturi, and Sunru Yong. "Soren Chemical: Why Is the New Swimming Pool Product Sinking?" Harvard Business School Brief Case 104-188, April 2010. (Revised November 2011.)
- 2020
- Working Paper
Accounting for Product Impact in the Consumer Finance Industry
By: George Serafeim and Katie Trinh
We apply the product impact measurement framework of the Impact-Weighted Accounts Initiative (IWAI) in two competitor credit card providers within the consumer finance industry. We design a monetization methodology that allows us to calculate monetary impact estimates... View Details
Keywords: Product Innovation; Impact; Impact Investing; Impact Measurement; ESG; ESG (Environmental, Social, Governance) Performance; ESG Ratings; Social Corporate Responsibility; Corporate Social Responsibility; Social Impact; Consumer Finance; Financial Services; Financial Inclusion; Product; Product Design; Product Positioning; Society; Corporate Social Responsibility and Impact; Personal Finance; Credit Cards; Financial Services Industry
Serafeim, George, and Katie Trinh. "Accounting for Product Impact in the Consumer Finance Industry." Harvard Business School Working Paper, No. 21-061, November 2020. (Revised December 2020.)
- June 2018
- Case
Candor at Clever
By: Ethan Bernstein and Om Lala
Clever, a high-growth EdTech company based in San Francisco, had grown quickly in market share and headcount. As with many high-growth companies, however, early employees (many of whom had never managed people before) had been given the opportunity to manage teams, and... View Details
Keywords: Performance Feedback; Talent Development And Retention; Talent Management; Feedback; Difficult Conversations; Radical Candor; Scaling Start-ups; Scaling And Growth; Developing Effective Managers; Effective Managers; First-time Managers; Kim Scott; Clever; Bay Area; Silicon Valley; Interpersonal Communication; Talent and Talent Management; Human Resources; Leadership Development; Management Practices and Processes; Management Skills; Management Style; Organizations; Organizational Culture; Performance Evaluation; Conflict and Resolution; Technology Industry; Education Industry; San Francisco; United States
Bernstein, Ethan, and Om Lala. "Candor at Clever." Harvard Business School Case 418-087, June 2018.
- 22 Jan 2018
- Working Paper Summaries
When Gender Discrimination Is Not About Gender
- 10 Dec 2012
- News