Publications

August 2016 (Revised June 2017)
Case

Oversight Systems

By: Frank V. Cespedes and Amram Migdal

The case, set in May 2016, discusses sales strategy and managing sales and service at Oversight Systems, an Atlanta, Georgia–based software firm that developed analytics for organizations to monitor their data for errors, fraud, and operational inefficiencies. Included... View Details

Keywords: Sales; Sales Strategy; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Software Sales; Marketing; Marketing Management; Pricing; Salesforce Management; Distribution Channels; Marketing Strategy; Technology Industry; North America; United States; Atlanta; Georgia (state, US)

Educators

06 Mar 2018
First Look

First Look at Research and Ideas, March 6, 2018

provide insights into why and how investors use reported environmental, social, and governance (ESG) information. Relevance to investment performance is the most frequent View Details

Keywords: Sean Silverthorne

01 Apr 1998
News

Microfinance's Big Payoff: Michael Chu and ACCION International

its pragmatic use of the profit motive and market mechanisms to make a sustainable, self-perpetuating, and effective impact on the lives of poor people. When the ACCION... View Details

October 2011
Supplement

Jack Hughes, Founder and Chairman of TopCoder, In-class comments 4/8/11

By: David A. Garvin

TopCoder's crowdsourcing-based business model, in which software is developed through online tournaments, is presented. The case highlights how TopCoder has created a unique two-sided innovation platform consisting of a global community of over 225,000 developers who... View Details

Keywords: Business Model; Growth and Development; Technological Innovation; Problems and Challenges; Motivation and Incentives; Competition; Online Technology; Information Technology Industry

18 Jul 2017
First Look

First Look at New Research and Ideas, July 18, 2017

Participation, and Economic Incentives By: Zhou, Yanhua, Jodi L. Short, and Michael W. Toffel Abstract—Exploitive working conditions have spurred the development of formal... View Details

Keywords: Sean Silverthorne

16 Feb 2024
Research & Ideas

Is Your Workplace Biased Against Introverts?

behave when they experience higher levels of passion. Among their findings: Supervisors are more likely to perceive extroverted employees as passionate compared to introverts, even when the two groups report similar levels of excitement View Details

Keywords: by Ben Rand

11 Feb 2009
Working Paper Summaries

Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting

Keywords: by Lisa D. Ordóñez, Maurice E. Schweitzer, Adam D. Galinsky & Max H. Bazerman

2012
Article

Conflict Policy and Advertising Agency-Client Relations: The Problem of Competing Clients Sharing a Common Agency

By: Alvin J. Silk

What restrictions should be placed on advertising agencies with respect to serving accounts or clients that are competitors of one another in order to avoid conflicts of interest? In recent decades, the advertising and marketing services industry has undergone a number... View Details

Keywords: Advertising Agency; Competitors; Marketing Services Industry; Structural Changes; Agency-client Relationships; Hybrid Conflict Policies; Safeguards; Advertising; Advertising Industry; Europe; Latin America; North and Central America

01 Nov 1999
Research & Ideas

John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

create a method of sales management that encompassed all aspects of selling, from the calculation of quotas and commission rates to the motivation of discouraged salesmen. This excerpt looks at one aspect of... View Details

Keywords: by Walter A. Friedman

September 2009
Article

Virtue out of Necessity? Compliance, Commitment and the Improvement of Labor Conditions in Global Supply Chains

By: Akshay Mangla, Richard Locke and Matthew Amengual

Private, voluntary compliance programs, promoted by global corporations and nongovernmental organizations alike, have produced only modest and uneven improvements in working conditions and labor rights in most global supply chains. Through a detailed study of a major... View Details

Keywords: Working Conditions; Ethics; Supply Chain; Governance Compliance; Globalization

Read Now

24 Jul 2000
Research & Ideas

Linking the Globe: The Role of Media and Communications

If proof was needed that change is afoot in the worldwide media industry, it came in the form of late alterations to a panel on the subject at the HBS Global Alumni Conference. CEOs Jean-Marie Messier of France's Vivendi and Thomas... View Details

Keywords: by Kenneth Liss; Information; Publishing; Journalism & News; Media & Broadcasting

29 Aug 2017
First Look

First Look at New Research and Ideas, August 29

explores the personal motivations and ambitions of Tam Le, who is simultaneously assuming control of the restaurant and exploring a number of other commercial ventures... View Details

Keywords: Sean Silverthorne

1 Apr 1993
Conference Presentation

Effects of Expected Evaluation on Task Persistance and Artistic Creativity

By: R. Conti, H. Coon and Teresa M. Amabile

Keywords: Creativity; Arts; Motivation and Incentives

07 Jul 2008
Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

in diverse markets proved a significant challenge. Still, supreme overconfidence and perverse financial incentives led to a gladiator culture in which executives proposed—and risk managers View Details

Keywords: by Martha Lagace; Energy; Utilities

02 Jan 2018
Research & Ideas

The Most Popular Stories and Research Papers of 2017

are irrationally motivated to complete arbitrary sets of tasks, donations, or purchases—and organizations can take advantage of that, according to new research by Kate Barasz, Leslie John, Elizabeth Keenan, View Details

Keywords: by Sean Silverthorne

Web

Fostering Candor in Teams and Organizations - Recruiting

directly aligns with healthcare professionals’ collective goals and individual purposes. Appealing to employees’ motivations enables leaders to help team members unite under a common goal. By extension,... View Details

10 Jun 2022
Blog Post

New Venture Competition 2022: Business and Environment Ventures

they sell, the more they are helping to keep our oceans free of plastics. Because companies find success using our certified material, it creates demand for more material —and that further incentives collection in at-risk communities,... View Details

16 May 2017
First Look

First Look at New Ideas and Research, May 16

additional revenue streams and vertical growth capabilities? What about the cohort analysis and data generated from order histories? He motivated the management team to come up... View Details

Keywords: Re: Multiple Faculty

Article

De Gustibus non est Taxandum: Heterogeneity in Preferences and Optimal Redistribution

By: Benjamin B Lockwood and Matthew Weinzierl

The prominent but unproven intuition that preference heterogeneity reduces redistribution in a standard optimal tax model is shown to hold under the plausible condition that the distribution of preferences for consumption relative to leisure rises, in terms of... View Details

Keywords: Motivation and Incentives; Income; Decision Choices and Conditions; Consumer Behavior; Taxation; Microeconomics; Macroeconomics