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- All HBS Web
(1,964)
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- Research (1,500)
- Events (6)
- Multimedia (6)
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- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by using some combination of salary, commission, and bonuses,... View Details
Keywords: Sean Silverthorne
- 14 Jun 2004
- Research & Ideas
The Big Money for Big Projects
capital structure, board of directors, compensation schemes, etc.—which may or may not be appropriate for any particular asset, the firm can create an entirely different governance system that is ideally suited for the asset in question.... View Details
- 05 Sep 2012
- First Look
First Look: September 5
Law Firm continued with its approach to grow through a merger, rather than organically, and was eventually merged into a bigger law firm in China. After the merger, a refined A-B-C-D model is still in use as compensation system, although... View Details
Keywords: Sean Silverthorne
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
moment of truth, and success breeds attention and willingness to implement. Ben Shapiro: Then look at incentives. Pricing to reflect value-adding performance while paying the sales force for volume rarely works. Yet most sales View Details
- 05 Nov 2009
- Research & Ideas
A Market for Human Cadavers in All but Name?
choice of program recipient, and that some kind of trade occurs. Financial trades are not between the donors and the programs since donors and their families cannot receive financial compensation for donations but rather between the... View Details
- 17 Mar 2009
- First Look
First Look: March 17, 2009
compensation structure, and corporate governance approach, leading up to August 2008. Purchase this case: http://harvardbusinessonline.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=709449 The Cleveland Clinic: Growth Strategy 2008... View Details
Keywords: Martha Lagace
- January 2025 (Revised April 2025)
- Case
Mercado Libre: The Best Is Yet to Come
By: Krishna G. Palepu, Fernando Fragueiro, Carla Larangeira and Mariana Cal
In 2024, Marcos Galperín, CEO and co-founder of Mercado Libre, reflected on its 25-year rise as Latin America’s largest marketplace, fintech leader, and most valuable public company. With operations spanning 18 countries and a robust ecosystem combining e-commerce,... View Details
Keywords: Entrepreneurship; Multinational Firms and Management; Recruitment; Compensation and Benefits; Innovation Leadership; Innovation Strategy; Leadership Style; Business or Company Management; Management Practices and Processes; Management Succession; E-commerce; Emerging Markets; Distribution; Logistics; Organizational Culture; Organizational Design; Business Strategy; Competition; Growth and Development Strategy; Corporate Strategy; Technology Industry; Financial Services Industry; Retail Industry; Latin America; Mexico; Brazil; Argentina
Palepu, Krishna G., Fernando Fragueiro, Carla Larangeira, and Mariana Cal. "Mercado Libre: The Best Is Yet to Come." Harvard Business School Case 325-065, January 2025. (Revised April 2025.)
- September 2005 (Revised March 2007)
- Case
Lifefont: The Case for RetailDriver
Examines how Lifefont (pseudonym), a multidivisional consumer packages goods company, develops a system to manage and measure the impact of promotional events in retail outlets. View Details
Keywords: Framework; Change Management; Compensation and Benefits; Cost vs Benefits; Growth Management; Management Analysis, Tools, and Techniques; Customer Relationship Management; Product Marketing; Salesforce Management; Advertising; Management Systems; Information Technology; Retail Industry
Martinez-Jerez, Francisco de Asis, and Karim Fakhry. "Lifefont: The Case for RetailDriver." Harvard Business School Case 106-005, September 2005. (Revised March 2007.)
- 21 Aug 2012
- First Look
First Look: August 21
A business unit leader faces a major decision when an employee critical to a high profile transaction asks for a unique compensation arrangement that has implications for the culture of the business. Purchase this... View Details
Keywords: Sean Silverthorne
- October 2016 (Revised January 2017)
- Supplement
Bally Total Fitness (B): The Fall, 2005–2016
By: John R. Wells and Gabriel Ellsworth
By many measures the largest health-club chain in the United States in the early 2000s, Bally Total Fitness sold most of its remaining fitness clubs to 24 Hour Fitness in 2014 and disappeared from the industry top 100 rankings. After Bally was bedeviled by accounting... View Details
Keywords: Bally Total Fitness; Accounting; Accounting Audits; Accrual Accounting; Business Earnings; Revenue Recognition; Financial Statements; Acquisition; Business Exit or Shutdown; For-Profit Firms; Crime and Corruption; Borrowing and Debt; Capital; Capital Structure; Cash; Cash Flow; Public Equity; Financial Condition; Insolvency and Bankruptcy; Financing and Loans; Investment Activism; Profit; Revenue; Geographic Scope; Business History; Executive Compensation; Resignation and Termination; Annual Reports; Contracts; Lawsuits and Litigation; Business or Company Management; Marketing; Market Entry and Exit; Private Ownership; Public Ownership; Problems and Challenges; Strategy; Business Strategy; Competition; Corporate Strategy; Health Industry; Accounting Industry; United States; Illinois; Chicago
Wells, John R., and Gabriel Ellsworth. "Bally Total Fitness (B): The Fall, 2005–2016." Harvard Business School Supplement 717-422, October 2016. (Revised January 2017.)
- 2023
- Working Paper
Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments
By: Lauren Cohen, Umit Gurun and N. Bugra Ozel
We find widespread evidence of firms appearing to avoid paying overtime wages by exploiting a
federal law that allows them to do so for employees termed as “managers” and paid a salary above a
pre-defined dollar threshold. We show that listings for salaried positions... View Details
Cohen, Lauren, Umit Gurun, and N. Bugra Ozel. "Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments." NBER Working Paper Series, No. 30826, January 2023.
- July 19, 2011
- Article
Social Security Refrom Is the Key to the Debt Ceiling Debate
By: Robert C. Pozen
- 2008
- Chapter
Life-Cycle Funds
By: Luis M. Viceira
The U.S. retirement system has experienced a substantial transformation in recent years. It has evolved from a system in which employees relied mainly on Social Security and professionally managed defined benefit (DB) pension plans sponsored by their employers to... View Details
Viceira, Luis M. "Life-Cycle Funds." Chap. 5 in Overcoming the Saving Slump: How to Increase the Effectiveness of Financial Education and Saving Programs, edited by Annamaria Lusardi. University of Chicago Press, 2008.
- 05 Nov 2013
- First Look
First Look: November 5
to the acquirer's directors and senior executives. In addition, we find that acquirer CEOs are more likely to receive bonuses and are more richly compensated for completing mergers with targets that are highly connected to the acquiring... View Details
Keywords: Sean Silverthorne
- 16 Mar 2010
- First Look
First Look: March 16
his team undertake a systematic analysis of the drivers of customer satisfaction and branch network profitability and, based on the results, must decide how to change TD-Canada Trust's branch compensation and performance reporting systems... View Details
Keywords: Martha Lagace
- 12 Aug 2008
- First Look
First Look: August 12, 2008
needed to ponder on how to revise the company's compensation system to better motivate its staff in a deregulated market and communicate all these changes to the unionized labor force. Purchase the case:... View Details
Keywords: Sean Silverthorne
- 10 Jul 2018
- First Look
New Research and Ideas, July 10, 2018
filing of the 13D. Informed traders find it profitable to concentrate their trades with a leaking broker because the loss due to the information leakage is more than compensated by the gains derived from trading on the information... View Details
Keywords: Dina Gerdeman
- 10 Apr 2012
- First Look
First Look: April 10
Overall, those who accepted smaller portions did not compensate by ordering more calories in their entrées, and the total calories served to them were, on average, reduced by more than 200. We also found that accepting the downsizing... View Details
Keywords: Carmen Nobel
- 13 Sep 2011
- First Look
First Look: September 13
and increase earnings management and CEO compensation following these board appointments. Read the paper: http://www.people.hbs.edu/lcohen/pdffiles/malcofrazIII.pdf Paying to Be Nice: Consistency and Costly Prosocial Behavior... View Details
Keywords: Sean Silverthorne
- 22 Mar 2011
- First Look
First Look: March 22
Recruiting Andrew Yard (A) Brian J. Hall, Nicole S. Bennett, and Sara del NidoHarvard Business School Case 911-028 This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive... View Details
Keywords: Sean Silverthorne