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- All HBS Web (480)
- Faculty Publications (46)
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- 06 Aug 2019
- Cold Call Podcast
Super Bowl Ads Sell Products, but Do They Sell Brands?
storytelling devices and the range of storytelling features that brands use in this one moment and in this one platform. The second reason is that it's such a significant cultural, economic, social, commercial enterprise, the Super Bowl,... View Details
- 01 Jun 2007
- What Do You Think?
How Should Pay Be Linked to Performance?
today. A third assumption is that good leaders are very hard to find and are worth every penny they are paid, regardless of structural imperfections in the ways that compensation packages are negotiated and determined. There are a number of View Details
Keywords: by Jim Heskett
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
possible or appropriate when heading into a salary negotiation or discussing a contract. Research industry norms, investigate precedent, and talk to others who are already employed at the firm or in the industry. Most important, don't be afraid to ask for whatever you... View Details
- 14 Jul 2020
- Research & Ideas
Restarting Under Uncertainty: Managerial Experiences from Around the World
personal situations, in part also to motivate them to adapt to new safety practices. Implementing this model of HR management requires new capabilities such as mapping employees’ skills, cataloging competencies, supporting rapid... View Details
- 28 Aug 2012
- First Look
First Look: August 28
Strine's view of their effects on the outcome, and the reason he was unable to grant the plaintiff's request, instead allowing the merger vote to proceed. The case is a companion case to "Barclays Capital and the Sale of Del Monte... View Details
Keywords: Sean Silverthorne
- 31 May 2004
- Research & Ideas
How Team Leaders Show Support–or Not
Rather, he was quietly effective through a number of consistent behaviors: He monitored progress on the project, at reasonable intervals, rather than making team members feel that he was monitoring them personally. In addition, he... View Details
Keywords: by Martha Lagace
- 16 Apr 2018
- Research & Ideas
Can Consumers Be Saved From Their Misguided Decisions?
health, career—that an industry is evolving around motivating people to be smarter about their choices. The problem: solutions created by these researchers and other behavioral scientists, such as incentives to remind health care shoppers... View Details
- 28 Nov 2005
- Research & Ideas
Unilever: Transformation and Tradition
extent to influence how policies were interpreted, in part because of the respect in which the company was held. The corporate reputation for integrity and competence was a major competitive advantage in this respect. A part of the reason... View Details
- 26 Nov 2001
- Op-Ed
Why Corporate Budgeting Needs To Be Fixed
truth. It turns business decisions into elaborate exercises in gaming. It sets colleague against colleague, creating distrust and ill will. And it distorts incentives, motivating people to act in ways that run counter to the best... View Details
Keywords: by Michael C. Jensen
- 01 Nov 2021
- Op-Ed
Team Success Starts with the Individual—and with Love
thrive? Carroll’s inquiry into unleashing human potential began with a well-known idea dating back to the psychologist Abraham Maslow and others: the notion that intrinsic, not just extrinsic, rewards motivate people to excel. My own... View Details
- 11 Apr 2022
- Research & Ideas
A World of Difference: What Keeps Companies from Becoming More Inclusive
organizations that want to change, it’s completely accessible. You see both the capability and the motivation, whereas before maybe you had the motivation but not the capability. And now the business case for DEI is overwhelmingly clear.... View Details
Keywords: by Jen McFarland Flint
- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
their lettuce. It's worth noting that the companies and business units in my study were tracked between 2001 and 2007. I picked these firms for no other reason than their genuine commitment and actions toward embracing an outside-in... View Details
- 27 Oct 2020
- Research & Ideas
Can Being the ‘Token’ Give Women and Minorities a Competitive Edge?
and men. When there were fewer awards to win, 23 percent of women chose all-male teams versus 9.7 percent in a less competitive situation. Chang and his collaborators also probed the reasons behind these decisions. They surmised that... View Details
Keywords: by Danielle Kost
- 18 Nov 2015
- Research & Ideas
Who Really Determines CEO Salary Packages?
It stands to reason that every major company has a unique set of strategic goals. Consequently, it stands to reason that the chief executive’s compensation package should be uniquely designed to align to... View Details
- 02 Aug 2017
- What Do You Think?
Summing Up: Why Can’t Organizations Engage Their Employees?
Engaged workers are more productive. (iStock) iStock SUMMING UP: How Can We Prepare Leaders to Engage Their Associates? This month’s column elicited a number of reasons on why organizations around the world do such a poor job of engaging... View Details
Keywords: by James Heskett
- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
unreciprocated. In this article, I present four strategies to help you maximize the likelihood that others will acknowledge your gestures of goodwill and reciprocate in kind. 1. Label Your Concessions In negotiation, don't assume that your actions will speak for... View Details
Keywords: by Deepak Malhotra
- 05 Oct 2020
- Book
Want to Be Happier? Make More Free Time
After earning a doctorate, Ashley Whillans received two tempting job offers: one in her hometown, where she could remain close to family and friends and work reasonable hours for the local government, and another that required a... View Details
Keywords: by Dina Gerdeman
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
counterparts, we work with them to carefully consider whether the other side is truly irrational. Almost always, the answer is no. In most cases, behavior that appears to be irrational has a rational—albeit hidden—cause. Here, we will share the 3 most common View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 10 Oct 2012
- Research & Ideas
Taking Advantage of Life’s (Few and Far Between) Inflection Points
problem, he sensed an opportunity; where most people might have en¬dorsed Michelle's "sit tight" approach, he saw reason for thoughtful action. "She's waiting for someone to decide her fate for her," Howard remarked. "She doesn't realize... View Details
Keywords: Re: Howard H. Stevenson
- 09 Dec 2002
- Research & Ideas
Most Accountants Aren’t Crooks—Why Good Audits Go Bad
Loewenstein, and Moore Attachment. Auditors have strong business reasons to remain in clients' good graces and are thus highly motivated to approve their clients' accounts. Under the current system, auditors... View Details