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- All HBS Web (476)
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- 09 Apr 2018
- Sharpening Your Skills
The Dark Side of Performance Bonuses
glitzy world of Las Vegas to steamy laundry plants in Asia. The results these studies have uncovered are important to understand for org designers, compensation committees, and any function such as sales that depends on incentives to... View Details
Keywords: by Sean Silverthorne
- 08 Dec 2015
- First Look
December 8, 2015
agencies to promote psychological science in the spirit of President Obama's order. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50170 How Do Customers Respond to Increased Service Quality Competition? By: Buell, Ryan... View Details
Keywords: Sean Silverthorne
- 23 Oct 2000
- Research & Ideas
The Strategy-Focused Organization
occurred early in 1995 that revealed the commitment of the executive leadership team both to the new strategy and to the Balanced Scorecard. The winter (first quarter) of 1995 was unusually warm in North America. Sales of home heating oil... View Details
Keywords: by Robert S. Kaplan & David P. Norton
- 21 Aug 2013
- Research & Ideas
What Went Wrong at J.C. Penney?
backfire. Sales last year fell 25 percent, resulting in a net loss of $985 million, and the blood-letting continued in quarterly results released this week. In a recent interview, Harvard Business School marketing expert Rajiv Lal, the... View Details
- 01 Oct 2007
- Research & Ideas
Encouraging Dissent in Decision-Making
should be rewarded and incentives designed to encourage that. Says Bazerman, "Executives sometimes complain to me that their sales force is sacrificing profitability for revenue by lowering prices to make more sales. So I ask them,... View Details
Keywords: by Garry Emmons
- 28 Nov 2018
- HBS Case
On Target: Rethinking the Retail Website
meanwhile, managed a startling recovery from its five-year slump. The company’s third-quarter sales increased by more than 5 percent over last year, and in August online revenue showed especially high growth of a whopping 41 percent—the... View Details
- 16 Apr 2001
- Research & Ideas
Breaking the Code of Change
Leadership Top-down Participative Focus Structure and systems Culture Planning Programmatic Emergent Motivation Incentives lead Incentives lag Consultants Large/ knowledge-driven Small/ process-driven That is, each of them does promote... View Details
Keywords: by Michael Beer & Nitin Nohria
- 12 Aug 2014
- First Look
First Look: August 12
doing this financial analysis, Marisa received lots of mentoring from the vice presidents she worked with. Marisa believed that she had done well and would soon be promoted so that she could originate her own deals. However, she is... View Details
Keywords: Sean Silverthorne
- 13 Jun 2017
- First Look
First Look at New Research and Ideas, June 13
sensitivity to ambiguity also predicted a greater frequency of arrests. Together, these data suggest that alterations in cost-benefit decision-making under conditions of ambiguity may promote antisocial behavior. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 15 Nov 2022
- Op-Ed
Why TikTok Is Beating YouTube for Eyeball Time (It’s Not Just the Dance Videos)
Indonesia that enables merchants and creators to showcase and sell products promoted by creators. YouTube, Instagram, and Pinterest all have shoppable posts. Longer-form content. TikTok began with a 15-second limit. It announced in... View Details
Keywords: by John Deighton and Leora Kornfeld
- 15 May 2018
- First Look
New Research and Ideas, May 15, 2018
economies—for understanding and managing the development of the space economy. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54487 in press Current Opinion in Psychology Making Seconds Count: When Valuing Time Promotes... View Details
Keywords: Dina Gerdeman
- 08 Oct 2013
- First Look
First Look: October 8
deployable, as TaKaDu engineers were spending up to two months implementing the system per client. Peleg also wondered if the company should continue to pursue sales leads from anywhere in the world or focus on one geographic market (and... View Details
Keywords: Sean Silverthorne
- 06 Oct 2020
- Sharpening Your Skills
18 Tips Managers Can Use to Lead Through COVID's Rising Waters
casual interactions are the first to “go missing” in the virtual environment. Establishing opportunities for informal “water cooler” conversations could go a long way in promoting belonging. To learn more, read 6 Ways to Support... View Details
Keywords: by Sean Silverthorne
- 24 Mar 2015
- First Look
First Look: March 24
Publications March 2015 Partners or Creditors? Attracting Foreign Investment and Productive Development to Central America and Dominican Republic Foreign Direct Investment: Effects, Complementarities, and Promotion By: Alfaro, Laura... View Details
Keywords: Sean Silverthorne
- 10 Jan 2023
- Op-Ed
Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage
learn more about creating a sales playbook or experience venture from an investor’s perspective versus as the fundraiser. What tools are missing from your toolbox? What existing tools in your toolbox do you wish to HONE? For example, a... View Details
Keywords: by Julia Austin
- 13 Sep 2011
- First Look
First Look: September 13
Advertising (DTCA), detailing, and Meetings and Events (M&E). We then propose an alternative choice model specification that relaxes the IPS property-the so-called "flexible substitution" logit (FSL) model. The (random coefficient) FSL model predicts that... View Details
Keywords: Sean Silverthorne
- 10 Apr 2014
- Research & Ideas
John Kotter’s Plan to Accelerate Your Business
sorting work into departments, product divisions, and regions. Trouble is, managers in hierarchical organizations don't promote or reward risk and innovation—they rely on routine, and turn to the same trusted people to run key... View Details
Keywords: by Kim Girard
- 05 Jul 2016
- First Look
July 5, 2016
range of behavior change models and evidence related to littering, water and energy conservation, and land management. We also discuss the methodology and data needed to answer these questions. We illustrate how these questions have been answered in practice to inform... View Details
Keywords: Sean Silverthorne
- 25 Jun 2007
- Research & Ideas
HBS Cases: Beauty Entrepreneur Madam Walker
by nearly 1,000 female sales agents across the country. How did Walker journey from the cotton fields to the status of an enterprising businesswoman, perhaps even the first self-made African American millionaire in the United States? Her... View Details