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- All HBS Web (623)
- Faculty Publications (254)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (C)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Change; Framework; Compensation and Benefits; Employees; Management; Organizational Design; Outcome or Result; Performance Evaluation; Sales; Motivation and Incentives; System; Applications and Software
Larkin, Ian. "Arck Systems (C)." Harvard Business School Supplement 911-058, March 2011. (Revised June 2011.)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (E)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Transformation; Framework; Compensation and Benefits; Organizational Design; Performance Evaluation; Salesforce Management; Motivation and Incentives; Software
Larkin, Ian. "Arck Systems (E)." Harvard Business School Supplement 911-060, March 2011. (Revised June 2011.)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (D)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Larkin, Ian. "Arck Systems (D)." Harvard Business School Supplement 911-059, March 2011. (Revised June 2011.)
- March 2011 (Revised June 2011)
- Supplement
Arck Systems (B)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a... View Details
Keywords: Change; Framework; Compensation and Benefits; Management; Organizational Design; Outcome or Result; Performance Evaluation; Sales; Motivation and Incentives; System; Software
Larkin, Ian. "Arck Systems (B)." Harvard Business School Supplement 911-057, March 2011. (Revised June 2011.)
- October 2001 (Revised November 2005)
- Case
eBay, Inc.: Stock Option Plans (A)
The footnote disclosure for eBay, Inc. in 2000 indicates that if the company had accounted for employee stock options under the fair value method, its reported profit of $48 million would have been a loss of $91 million. The protagonist is a prospective member of the... View Details
Bradshaw, Mark T. "eBay, Inc.: Stock Option Plans (A)." Harvard Business School Case 102-038, October 2001. (Revised November 2005.)
- 28 May 2013
- News
10 Questions to Ask When Determining Your Salary
- 11 Jul 2011
- News
Lessons on Performance Pay from the Private Sector
- July 2005 (Revised September 2016)
- Case
24 Hour Fitness (A): The Rise, 1983–2004
By: John R. Wells, Elizabeth A. Raabe and Gabriel Ellsworth
In October 2004, Mark S. Mastrov, CEO of 24 Hour Fitness, reflected on how far his company had come in just over 20 years. From humble beginnings in 1983 in San Leandro, California, 24 Hour Fitness had grown to become the largest privately-owned health-club chain in... View Details
Keywords: 24 Hour Fitness; Mark Mastrov; Health Clubs; Fitness; Gyms; Chain; Weight Loss; Exercise; Personal Training; Retention; Sales Force Compensation; Incentive Systems; Buildings and Facilities; Business Growth and Maturation; Business Model; For-Profit Firms; Customers; Customer Focus and Relationships; Customer Satisfaction; Private Equity; Revenue; Geographic Scope; Multinational Firms and Management; Nutrition; Business History; Employees; Recruitment; Selection and Staffing; Human Capital; Business or Company Management; Goals and Objectives; Growth and Development Strategy; Marketing; Operations; Service Operations; Private Ownership; Problems and Challenges; Sales; Salesforce Management; Sports; Strategy; Business Strategy; Competition; Competitive Advantage; Competitive Strategy; Corporate Strategy; Expansion; Segmentation; Information Technology; Internet; Technology Platform; Web; Web Sites; Capital Structure; Performance; Organizational Structure; Organizational Culture; Health Industry; United States; California; San Francisco
Wells, John R., Elizabeth A. Raabe, and Gabriel Ellsworth. "24 Hour Fitness (A): The Rise, 1983–2004." Harvard Business School Case 706-404, July 2005. (Revised September 2016.)
- October 1995
- Article
Start-ups, Spin-offs, and Internal Projects
By: James J. Anton and Dennis Yao
We examine the incentive problem confronting a firm and employee when the employee privately discovers a significant invention and faces a choice between keeping the invention private and leaving the firm to form a new company (start-up), or transferring knowledge and... View Details
Keywords: Business Startups; Projects; Motivation and Incentives; Rights; Employees; Innovation and Invention; Compensation and Benefits; Knowledge Sharing; Capital; Profit
Anton, James J., and Dennis Yao. "Start-ups, Spin-offs, and Internal Projects." Journal of Law, Economics & Organization 11, no. 2 (October 1995): 362–378. (Harvard users click here for full text.)
- February 2009
- Journal Article
Domestic Effects of the Foreign Activities of U.S. Multinationals
By: Mihir A. Desai, C. Fritz Foley and James R. Hines Jr.
Do firms investing abroad simultaneously reduce their domestic activity? This paper analyzes the relationship between the domestic and foreign operations of American manufacturing firms between 1982 and 2004 by instrumenting for changes in foreign operations with GDP... View Details
Keywords: Foreign Direct Investment; Global Range; Local Range; Multinational Firms and Management; Compensation and Benefits; Operations; Manufacturing Industry; United States
Desai, Mihir A., C. Fritz Foley, and James R. Hines Jr. "Domestic Effects of the Foreign Activities of U.S. Multinationals." American Economic Journal: Economic Policy 1, no. 1 (February 2009): 181–203.
- Spring 2023
- Article
Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field
By: Wei Cai, Susanna Gallani and Jee-Eun Shin
This study examines how the design of incentive contracts for tasks defined as workers’ official responsibilities (i.e., standard tasks) influences workers’ propensity to engage in employee-initiated innovation (EII). EII corresponds to innovation activities that are... View Details
Keywords: Employee-initiated Innovation; Contract Design; Rank-and-file; Extra-role Behaviors; Compensation and Benefits; Motivation and Incentives; Innovation and Management
Cai, Wei, Susanna Gallani, and Jee-Eun Shin. "Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field." Contemporary Accounting Research 40, no. 1 (Spring 2023): 292–323.
- Article
Elevate Employees, Don't Eliminate Them
By: Ryan W. Buell
The last major global shock—the 2008 recession—led to what economists call a “jobless recovery” as companies found they could get by with fewer employees. But post-pandemic, the author writes, managers should focus on changing employees’ roles instead. He has five key... View Details
Keywords: Employee Relationship Management; Customer Relationship Management; Interpersonal Communication; Value Creation
Buell, Ryan W. "Elevate Employees, Don't Eliminate Them." Harvard Business Review 99, no. 5 (September–October 2021): 55–59.
- 17 Jan 2018
- Research & Ideas
If the CEO’s High Salary Isn't Justified to Employees, Firm Performance May Suffer
what others around them are being paid” Rouen believes the results of these earlier studies fall short because they don’t take into account how CEO and employee compensation are determined. In essence, they... View Details
Keywords: by Dina Gerdeman
- 13 Aug 2012
- Research & Ideas
When Good Incentives Lead to Bad Decisions
incentive scheme somehow conveys information to your employees not just about what types of things you want them to do, but also about what you want them to believe." Deferred Compensation Dilemma While... View Details
- 2006
- Article
Performance Measure Properties and the Effect of Incentive Contracts
By: J. Bouwens and L. van Lent
Using data from a third-party survey on compensation practices at 151 Dutch firms, we show that less noisy or distorted performance measures and higher cash bonuses are associated with improved employee selection and better-directed effort. Specifically, (1) an... View Details
Keywords: Motivation and Incentives; Data and Data Sets; Problems and Challenges; Performance Evaluation; Compensation and Benefits; Netherlands
Bouwens, J., and L. van Lent. "Performance Measure Properties and the Effect of Incentive Contracts." Journal of Management Accounting Research 18 (2006): 55–75.
- 02 Jan 2024
- Research & Ideas
10 Trends to Watch in 2024
The lightning-fast ascent of generative AI isn’t the only sea change on the horizon for businesses in the new year. The global economy is in flux as war, climate change, trade issues, and infrastructure problems demand attention. Many companies continue to struggle to... View Details
Keywords: by Rachel Layne
- 14 Nov 2013
- News
Ranked and yanked
- 11 Feb 2015
- News
When Investors Want to Know How You Treat People
- 27 Nov 2006
- What Do You Think?
What’s to Be Done About Performance Reviews?
example, argued that the "purpose of reviews should be to drive better business results for the organization making sure that the daily efforts of employees directly contribute to both their team's goals and the goals of the... View Details
Keywords: by Jim Heskett
- October 1994 (Revised April 1995)
- Case
Visionary Design Systems: Are Incentives Enough?
By: George P. Baker III and Karin B Monsler
A compensation case about Visionary Design Systems (VDS), a small, high-tech full service systems integration firm based in Silicon Valley with eleven offices throughout the country. All employees, including engineers, administrators, and receptionists, received a... View Details
Keywords: Decision Making; Cost vs Benefits; Compensation and Benefits; Employee Stock Ownership Plan; San Francisco
Baker, George P., III, and Karin B Monsler. "Visionary Design Systems: Are Incentives Enough?" Harvard Business School Case 495-011, October 1994. (Revised April 1995.)