Publications

June 2017 (Revised May 2019)
Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (B)

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details

Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden

Article

Value of New Performance Information in Healthcare: Evidence from Japan

By: Susanna Gallani, Takehisa Kajiwara and Ranjani Krishnan

Mandatory measurement and disclosure of outcome measures are commonly used policy tools in healthcare. The effectiveness of such disclosures relies on the extent to which the new information produced by the mandatory system is internalized by the healthcare... View Details

Keywords: Value Of Information; Feedback; Patient Satisfaction; Healthcare; Health Care and Treatment; Satisfaction; Information; Measurement and Metrics; Performance Improvement

Find at Harvard

01 Jun 2000
Conference Presentation

Motivation, Learning, and Performance Management

By: Dutch Leonard

Keywords: Performance; Management; Learning; Motivation and Incentives

Research Summary

Overview

The Information Age has introduced well-received opportunities to track performance. Fitbits and Fuelbands allow individuals to track their own performance; companies like Uber and leading hospitals help you choose a driver or a doctor based on how others rated... View Details

Keywords: Management Accounting; Disclosure; Performance Measurement; Incentives; Control; Education; Education Industry; Health Industry; Transportation Industry; Energy Industry; Auto Industry; United States; Japan; India

May 2019
Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details

Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden

October 1995
Supplement

Orientation for Viewing the Cranfield-Kearney Performance Appraisal Interview

By: John J. Gabarro and Linda A. Hill

Presents the background information to watching the video reenactment of the Cranfield-Kearney Performance Appraisal Interview. View Details

Keywords: Interpersonal Communication; Compensation and Benefits; Performance; Motivation and Incentives

March 2013
Case

Massachusetts Financial Services (Abridged)

By: Brian J. Hall and Karen Huang

This case describes the compensation and performance evaluations at an investment management company. The senior management team of Massachusetts Financial Services (MFS) Investment Management was contemplating an introduction of hedge funds at the firm, but many... View Details

Keywords: Compensation; Incentives; Investment Management; Performance Measurement; Portfolio Management; Motivation and Incentives; Asset Management; Performance Evaluation; Compensation and Benefits; Financial Services Industry; Massachusetts

Educators

fall 2007
Article

Store Manager Incentive Design and Retail Performance: An Exploratory Investigation

By: Nicole DeHoratius and Ananth Raman

Keywords: Motivation and Incentives; Management; Design; Performance; Information

Find at Harvard

20 Mar 2012
Working Paper Summaries

The Stock Selection and Performance of Buy-Side Analysts

Keywords: by Boris Groysberg, Paul Healy, George Serafeim, Devin Shanthikumar & Gui Yang; Financial Services

Research Summary

Surviving the Global Financial Crisis: Foreign Ownership and Establishment Performance

By: Laura Alfaro

We examine the differential response of establishments to the recent global financial crisis with particular emphasis on the role of foreign ownership. Using a worldwide establishment panel dataset, we investigate how multinational subsidiaries around the world... View Details

Article

Why Grit Requires Perseverance and Passion to Positively Predict Performance

By: Jon M. Jachimowicz, Andreas Wihler, Erica R. Bailey and Adam D. Galinsky

Prior studies linking grit—defined as perseverance and passion for long-term goals—to performance are beset by contradictory evidence. As a result, commentators have increasingly declared that grit has limited effects. We propose that this inconsistent evidence has... View Details

Keywords: Grit; Perseverance; Passion; Motivation; Personal Characteristics; Emotions; Performance; Motivation and Incentives

2023
Article

Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control

By: Susanna Gallani

Can managers use monetary incentives to elicit cooperation from workers they cannot reward for their efforts? I study “conduit incentives,” an innovative incentive design, whereby managers influence bonus-ineligible workers’ effort by offering bonus-eligible employees... View Details

Keywords: Organizational Behavior Modification; Peer Monitoring; Persistence Of Performance Improvements; Crowding Out; Implicit Incentives; Compensation; Healthcare; Social Pressure; Image Motivation; Incentives; Motivation; Performance; Behavior; Motivation and Incentives; Compensation and Benefits; Governing Rules, Regulations, and Reforms; Organizational Culture; Health Industry; California

August 2012
Article

Surviving the Global Financial Crisis: Foreign Ownership and Establishment Performance

By: Laura Alfaro and Maggie Chen

We examine the differential response of establishments to the recent global financial crisis with particular emphasis on the role of foreign ownership. Using a worldwide establishment panel dataset, we investigate how multinational subsidiaries around the world... View Details

Keywords: Globalization; Financial Crisis; Multinational Firms and Management; Analytics and Data Science; Business Subsidiaries; Production; Finance; Performance; Ownership

Find at Harvard

April 2021
Article

Today's Surgeon Compensation Models Fall Short: Aligning Incentives to Create More Equitable and Value-based Compensation Models

By: Susanna Gallani, Mary Witkowski, Lauren Haskins, Haley Jeffcoat, Vinita Mujumdar and Frank Opelka

Modern medicine is undergoing a transformation that involves innovative surgical approaches, increased medical treatment options, clinical care pathways that require collaboration beyond hospital walls, and health data captured by electronic health records and other... View Details

Keywords: Physician Compensation; Surgeons; Health Care and Treatment; Business Model; Compensation and Benefits

06 Oct 2010
Working Paper Summaries

Using What We Know: Turning Organizational Knowledge into Team Performance

Keywords: by Bradley R. Staats, Melissa A. Valentine & Amy C. Edmondson; Video Game; Web Services

2008
Working Paper

Signaling Firm Performance Through Financial Statement Presentation: An Analysis Using Special Items

By: Edward J. Riedl and Suraj Srinivasan

This paper investigates whether managers' presentation of special items within the financial statements reflects economic performance or opportunism. Specifically, we assess special items presented as a separate line item on the income statement (income statement... View Details

Keywords: Financial Reporting; Financial Statements; Decision Choices and Conditions; Corporate Disclosure; Performance

SSRN