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    Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

    We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
    • 23 Jan 2018
    • First Look

    First Look at New Research and Ideas, January 23, 2018

    examines investments made by 13 angel groups across 21 countries. We compare applicants just above and below the funding cutoff and find that these angel investors have a positive impact on the growth, performance, and survival of firms... View Details
    Keywords: Sean Silverthorne
    • 01 Jun 2016
    • News

    3-Minute Briefing: Derek Bouchard-Hall (MBA 2004)

    cycling. But to be perfectly frank, the sport was so deeply corrupted by doping, I ultimately concluded it was something I didn’t want to be a part of. I went a more traditional route: consulting. The sport has been very much challenged... View Details
    Keywords: April White; photographed by Scott Clark
    • 10 Mar 2021
    • News

    Chasing the Silver Tsunami

    The United States is about to witness a tectonic demographic shift. By 2034, as the baby boomers age en masse, the number of people over 65 will be greater than the number of children for the first time, according to the US Census Bureau.... View Details
    Keywords: Lisa Scanlon Mogolov; illustration by Dan Page; Nursing and Residential Care Facilities; Health, Social Assistance
    • Research Summary

    Effective Capital Market Communications

    Hutton's most recent research and cases examine how managers enhance the credibility and effectiveness of their financial reports and voluntary disclosures. Her most recent working paper, "Effective Voluntary Disclosure" (co-authored with Greg Miller, HBS, and Douglas... View Details
    • 2020
    • Chapter

    Reflections on Comparing China and India

    By: Tarun Khanna
    In this essay, the introductory chapter to an edited volume (Bajpai, Ho and Miller (edited), Routledge Handbook of China-India Relations, 2020), I reflect on two decades of my comparative scholarship on the trajectories of modern China and India, with a lens... View Details
    Keywords: Country Analysis; Comparative Analysis; International Relations; Entrepreneurship; China; India
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    • 03 Oct 2006
    • First Look

    First Look: October 3, 2006

      Working PapersRacial Diversity Initiatives in Professional Service Firms: What Factors Differentiate Successful from Unsuccessful Initiatives? Authors:Modupe Akinola and David A. Thomas Abstract Diversity continues to be a key focus for organizations, driven View Details
    Keywords: Sean Silverthorne
    • 19 Jun 2012
    • First Look

    First Look: June 19

    making complex decisions. Under some circumstances, unconscious thought improves decisions even more than conscious thought. Executive functioning depends on energy provided by glucose, and we know from previous research that the... View Details
    Keywords: Sean Silverthorne
    • March–April 2014
    • Article

    Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

    By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
    We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity... View Details
    Keywords: Performance Productivity; Salesforce Management; Compensation and Benefits
    Related
    • 2010
    • Working Paper

    Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

    By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
    We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
    Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
    Related
    • 2016
    • Book

    Innovation Policy and the Economy, Volume 17

    By: Shane Greenstein, Josh Lerner and Scott Stern
    The seventeenth volume of the National Bureau of Economic Research’s Innovation Policy and the Economy provides an accessible forum for bringing the work of leading academic researchers to an audience of policymakers and those interested in the interaction... View Details
    Keywords: Innovation and Invention; Technological Innovation; Governance; Policy; Economy
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    • 12 Nov 2008
    • First Look

    First Look: November 12, 2008

    "Dubai's answer to Pixar" in a recent magazine article, Lammtara's first animated television show, FREEJ, had taken the Arabian Gulf region by storm a year ago. It was November 2007, and the second season of FREEJ had aired... View Details
    Keywords: Martha Lagace
    • 29 Aug 2017
    • First Look

    First Look at New Research and Ideas, August 29

    revealed that the last words of death-row inmates were more positive and less negative than the simulated last words of noninmates—and also that these last words were less negative than poetry written by death-row inmates. Together, these... View Details
    Keywords: Sean Silverthorne
    • 23 Feb 2010
    • First Look

    First Look: Feb. 23

    likely to involve collaboration across locations, particularly with inventors from the firm's primary R&D site. Our results suggest that R&D dynamics in clusters are heavily influenced by multi-location firms with innovative links... View Details
    Keywords: Martha Lagace
    • 22 May 2018
    • First Look

    New Research and Ideas, May 22, 2018

    exit, output, and R&D. Taxing the continued operation of incumbents can lead to sizable gains (of the order of 1.4% improvement in welfare) by encouraging exit of less productive firms and freeing up skilled labor to be used for... View Details
    Keywords: Dina Gerdeman
    • 20 May 2008
    • First Look

    First Look: May 20, 2008

      Working PapersGender in Job Negotiations: A Two-Level Game Authors:Hannah Riley Bowles and Kathleen L. McGinn Abstract We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates... View Details
    Keywords: Martha Lagace
    • 18 May 2015
    • News

    Having a Working Mother Is Good For You

    • 26 Jun 2012
    • First Look

    First Look: June 26

    by a public health organization are randomly allocated to four groups. Agents in the control group receive a standard volunteer contract often offered for this type of task, whereas agents in the three treatment groups receive small... View Details
    Keywords: Sean Silverthorne
    • June 2008 (Revised July 2008)
    • Case

    The Miami Project to Cure Paralysis

    By: Robert Steven Kaplan, Christopher Marquis and Brent Kazan
    Marc Buoniconti is the co-founder of the Miami Project to Cure Paralysis, a nonprofit medical research organization. The project was founded in 1985 by Marc and his father Nick, a former Hall of Fame football player, when Marc suffered a spinal cord injury. In 2007,... View Details
    Keywords: Investment; Philanthropy and Charitable Giving; Health Testing and Trials; Leadership; Growth and Development Strategy; Mission and Purpose; Research and Development; Nonprofit Organizations; Health Industry; Miami
    Related
    • Web

    Organizational Behavior - Doctoral

    field and advancing theoretical understanding in posts at schools of management or in disciplinary departments. The Organizational Behavior program is jointly administered by the faculty of Harvard Business School and the Department of... View Details