Publications

June 2013
Supplement

Union Corrugating Co. (Video Supplement)

By: Jim Sharpe

This is the Video Supplement for Union Corrugating Company(A) and (B) (HBS Cases 803065 and 804003). View Details

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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Read Now

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

December 2019 (Revised August 2022)
Exercise

Janet Ames (B)

By: Brian Trelstad and Brian Trelstad

The series of Janet Ames cases follow a fictional alumna of Harvard Business School into her consulting career in Boston. Over the series of cases, Ames is first offered the opportunity to join the board of a Boston-based non-profit organization, which offers students... View Details

Keywords: Philanthropy; Board; Non-profit Management; Career Changes And Transitions; Evaluation; Personal Development and Career; Opportunities; Decision Choices and Conditions; Philanthropy and Charitable Giving; Governing and Advisory Boards; Social Enterprise; Social Entrepreneurship; Nonprofit Organizations; Management; United States

2009
Working Paper

Specific Knowledge and Divisional Performance Measurement

By: Michael C. Jensen and William H. Meckling

This paper discusses five common divisional performance measurement methods—cost centers, revenue centers, profit centers, investment centers, and expense centers—providing a theory that explains when each of these methods is likely to be the most efficient. The... View Details

Keywords: Business Units; Business Headquarters; Decisions; Cost; Investment; Investment Return; Profit; Revenue; Knowledge Use and Leverage; Managerial Roles; Performance Efficiency; Strategy

SSRN

July 2008
Exercise

Information Use by Managers in Decision Making: A Team Exercise

By: Amy C. Edmondson and Ann Cullen

The purpose of this exercise is to explore the challenges of information collection and analysis. Students will, experientially, gain insights into how information is used and be exposed to a framework for identifying and evaluating information. In addition, the... View Details

Keywords: Competency and Skills; Decision Making; Knowledge Use and Leverage; Managerial Roles; Business Processes; Groups and Teams

November 2023 (Revised December 2023)
Background Note

Talent Incubator Rankings

By: Boris Groysberg and Sarah L. Abbott

In 2023, The Official Board surveyed 853 executives on the topic of talent incubators/academy companies. Executives were asked to list the top three academy companies within their function, industry, and country. They were also asked: what practices differentiate these... View Details

Keywords: Talent Development And Retention; Hiring; Performance Management; Human Resource Management; Human Capital; Human Resources; Performance; Talent and Talent Management; Organizational Culture

03 Jun 2002
What Do You Think?

Are We Entering an Era of European Management Leadership?

Summing Up Readers of this month's column agree that there are marked differences in the social environment for management in Europe and the United States. In some parts of Europe, at least, they foster... View Details

Keywords: by James Heskett

14 Oct 2020
Blog Post

Creating the Minority Renaissance for Venture Capital: Interview with Henri Pierre-Jacques and Jarrid Tingle, Managing Partners at Harlem Capital

portfolio management which created a great preamble before Harlem Capital.” While working at ICV, Tingle and Pierre-Jacques were also part of the Management Leadership for... View Details

September 2016 (Revised December 2018)
Case

Joan Bavaria and Multi-Dimensional Capitalism

By: Geoffrey Jones and Seema Amble

The case examines the career of Joan Bavaria, a pioneer of socially responsible investing and founder of Trillium Asset Management and Ceres, the nonprofit organization advocating for sustainability leadership. It describes her personal journey from art student and... View Details

Keywords: Integrated Corporate Reporting; Corporate Social Responsibility and Impact; Personal Development and Career

August 2015 (Revised May 2016)
Technical Note

Leading Global Teams: Managing SPLIT to Bridge Social Distance

By: Tsedal Neeley

Keywords: Global Leadership; Global Collaboration; Social Distance; Global Teams; Leadership; Groups and Teams; Organizations; Diversity; Cross-Cultural and Cross-Border Issues

29 Jun 2017
News

An Eye to the Future: How the United States Navy is Managing Climate Change

06 Jun 2017
Video

An Eye to the Future: How the United States Navy is Managing Climate Change

March 2021 (Revised August 2022)
Case

Seeding and Selling Asana

By: Jeffrey F. Rayport, Susie Ma and Amram Migdal

In December 2019, Oliver Jay, Asana’s Chief Revenue Officer (CRO), was reconsidering his go-to-market (GTM) strategy. Asana was cloud-based work management software that enabled users to break up projects into discrete tasks that could be assigned, scheduled, and... View Details

Keywords: SaaS; Customer Journey; Business Model; Business Organization; Change Management; Growth and Development Strategy; Growth Management; Marketing Channels; Marketing Strategy; Product Marketing; Organizational Change and Adaptation; Organizational Design; Organizational Structure; Digital Platforms; Internet and the Web; Technology Industry; United States

December 2019 (Revised August 2022)
Exercise

Janet Ames (A)

By: Brian Trelstad and Brian Trelstad

The series of Janet Ames cases follow a fictional alumna of Harvard Business School into her consulting career in Boston. Over the series of cases, Ames is first offered the opportunity to join the board of a Boston-based non-profit organization, which offers students... View Details

Keywords: Philanthropy; Board; Non-profit Management; Career Changes And Transitions; Evaluation; Philanthropy and Charitable Giving; Governing and Advisory Boards; Social Enterprise; Social Entrepreneurship; Nonprofit Organizations; Management; Personal Development and Career; United States

27 Oct 2020
Blog Post

Creating the Minority Renaissance for Venture Capital: Interview with Henri Pierre-Jacques and Jarrid Tingle, Managing Partners at Harlem Capital

portfolio management which created a great preamble before Harlem Capital.” While working at ICV, Tingle and Pierre-Jacques were also part of the Management Leadership for... View Details

2008
Text Book

Corporate Information Strategy and Management: Text and Cases

By: Robert D. Austin, Lynda M. Applegate and Deborah Soule

The 8^th edition of Corporate Information Strategy and Management: Text and Cases is written for students and managers who desire an overview of contemporary information systems technology management. This new edition examines how information... View Details

Keywords: Decision Making; Management; Business Strategy; Information Technology