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  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

It's well understood that cash bonuses often motivate a sales force to step up its game, but they don't work in every scenario and in some cases can backfire, a new study from Harvard Business School has... View Details
Keywords: by Roberta Holland; Retail
  • 14 Feb 2017
  • First Look

First Look at New Research: February 14

markets have taken root, the micro- and macro-level studies of their operations, their ongoing evolution and recent trends, and the different perspectives for undertaking research with microdata from these labor platforms. Digital labor... View Details
Keywords: Sean Silverthorne

    Paul W. Marshall

    MBA Class of 1960 Professor of Management, Paul W. Marshall, is affiliated with the Entrepreneurial Management Unit and teaches The Entrepreneurial Manager in the Turnaround Environment. This Elective Curriculum course focuses on the role of... View Details

    Keywords: aerospace; banking; brokerage; computer; consulting; defense; management consulting; manufacturing; metals; professional services; retail financial services; retailing; steel
    • 16 Nov 2010
    • Lessons from the Classroom

    Data.gov: Matching Government Data with Rapid Innovation

    generally." Goals Of The Case Study "I have several teaching goals," said Lakhani as he prepared for class. "One is to highlight the imperative for organizations to shift towards an... View Details
    Keywords: by Martha Lagace; Technology
    • 15 Sep 2014
    • Research & Ideas

    Are the Most Talented Employees the Highest Paid? Yes—If They’re Bankers

    between measurable talent and its impact on wages. In part, Vallée and Célérier wanted to study talent to challenge the idea that bankers are paid according to how hard they work. "That's silly," says Vallée, who worked in investment... View Details
    Keywords: by Carmen Nobel; Banking
    • Web

    VBHCD Intensive Seminars - Institute For Strategy And Competitiveness

    Professor Porter and the institute have developed a weeklong, intensive seminar focused on frameworks, application tools, and case studies highlighting real-life examples of organizations moving toward... View Details
    • Research Summary

    Overview

    Start Up Strategy and Management

    Bussgang’s research focuses on applying Lean Startup principles to early-stage technology companies as well as the challenges and opportunities when scaling startups. His work led to the creation of the MBA elective course... View Details

    • 13 Jul 2010
    • First Look

    First Look: July 13

    Abstract This paper empirically investigates how market leadership influences firm propensity to adopt new business process innovations. Using a unique data set spanning roughly 35,000 plants in 86 U.S. manufacturing industries, I study... View Details
    Keywords: Martha Lagace
    • TeachingInterests

    Driving Digital Strategy

    By: Felix Oberholzer-Gee

    Technology, like a relentless force of nature, is reshaping industries at an unprecedented pace. It poses a threat to those who resist and fail to adapt. But it also presents unparalleled opportunities to those audacious enough to harness its... View Details

    • October 2012 (Revised October 2013)
    • Case

    Rock Health

    By: Robert F. Higgins and Ian McKown Cornell
    Rock Health was a San Francisco–based nonprofit organization offering accelerator services to spur innovation at the intersection of healthcare and technology. The company was the creation of Halle Tecco (HBS '11) and her HBS classmate Nate Gross (HBS '11), who met... View Details
    Keywords: Innovation; Incubation; Healthcare Technology; Startups; Entrepreneurship; Innovation and Management; Health Care and Treatment; Business Startups; Health Industry; San Francisco; California; United States
    Related
    • January 2009
    • Article

    From Regional Star to Global Leader

    By: Nitin Nohria
    Yang Jianguo was recently promoted from country manager for China to global head of product development at a staid French perfume maker. He was chosen for his technical smarts and his knowledge of emerging markets—a critical avenue for growth, given that sales in the... View Details
    Keywords: Communication Strategy; Cross-Cultural and Cross-Border Issues; Globalized Firms and Management; Leadership Development; Management Teams; Emerging Markets; Product Development; Beauty and Cosmetics Industry; China; Paris
    Related
    • 2017
    • Working Paper

    Empowering Bureaucracy: Achieving Non-Hierarchical Control and Employee Autonomy Through Dynamic Formal Roles

    By: Michael Lee
    Hierarchy and formal structure are conventionally viewed as two tightly coupled dimensions of organization design. As organizations move from more hierarchical to less hierarchical authority structures, they also tend to reduce formal structure. However, organic... View Details
    Keywords: Organization Design; Autonomy; Decentralization; Self-Managed Organizations; Formalization; Roles; Organizational Design; Organizational Structure; Management Systems
    Related
    • March 2012
    • Article

    Performance Pressure as a Double-edged Sword: Enhancing Team Motivation but Undermining the Use of Team Knowledge

    By: Heidi K. Gardner
    In this paper, I develop and empirically test the proposition that performance pressure acts as a double-edged sword for teams, providing positive effects by enhancing the team's motivation to achieve good results while simultaneously triggering process losses. I... View Details
    Keywords: Motivation and Incentives; Knowledge Use and Leverage; Behavior; Groups and Teams; Performance
    Related
    • 12 Mar 2008
    • Working Paper Summaries

    Allocating Marketing Resources

    Keywords: by Sunil Gupta & Thomas J. Steenburgh
    • Article

    Regulatory, Legal, and Market Aspects of Smart Wearables for Cardiac Monitoring

    By: Jan Benedikt Brönneke, Jennifer Müller, Konstantinos Mouratis, Julia Hagen and Ariel Dora Stern
    In the area of cardiac monitoring, the use of digitally driven technologies is on the rise. While the development of medical products is advancing rapidly, allowing for new use-cases in cardiac monitoring and other areas, regulatory and legal requirements that govern... View Details
    Keywords: Wearables; Regulatory Changes; Medical Technology; Medical Devices; Market Access; Market Entry and Exit; Information Technology; Health Care and Treatment; Governing Rules, Regulations, and Reforms; United States; Germany; Belgium
    Related

      Performance Pressure as a Double-edged Sword: Enhancing Team Motivation but Undermining the Use of Team Knowledge

      In this paper, I develop and empirically test the proposition that performance pressure acts as a double-edged sword for teams, providing positive effects by enhancing the team’s motivation to achieve good results while simultaneously triggering process losses. I... View Details

      • 03 Jan 2017
      • First Look

      January 3, 2017

      January 2017 Journal of Financial Economics The Unintended Consequences of the Zero Lower Bound Policy By: Di Maggio, Marco, and Marcin Kacperczyk Abstract—We study the impact of the zero lower bound interest rate policy on the industrial... View Details
      Keywords: Carmen Nobel
      • 07 Oct 2008
      • First Look

      First Look: October 7, 2008

      awareness. We use a network approach to demonstrate that the connections between two countries through joint-membership in the same IGOs are associated with a large positive influence on the foreign direct investment that flows between them. Moreover, we show that this... View Details
      Keywords: Martha Lagace
      • 23 Jan 2018
      • First Look

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

      of the opposite phenomenon, in which employees do not have enough work to fill their time and are left with hours of meaningless idle time each week. We conducted six studies that examine the prevalence and work pacing consequences of... View Details
      Keywords: Sean Silverthorne
      • 12 May 2015
      • Blog Post

      "Every Day at HBS is a Gift"

      been like for them. Before coming to HBS Derrick Snyder studied engineering at Vanderbilt and spent a few years working for National Instruments. After graduation Derrick is moving to Austin, TX to join Monitor Deloitte's consulting... View Details