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  • 06 Jul 2015
  • Research & Ideas

Money and Quotas Motivate the Sales Force Best

an unconditional bonus would reciprocate by working harder. In the gift condition, the sales team was told the company had decided to give each member a bonus, which would be paid at the end of the week. In the real-gift condition, the... View Details
Keywords: by Roberta Holland; Retail
  • 08 Jul 2014
  • First Look

First Look: July 8

attracting and retaining more profitable customers over time. Download working paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1759545 When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael... View Details
Keywords: Carmen Nobel
  • 20 Feb 2008
  • First Look

First Look: February 20, 2008

what-if and formal optimization approach). We discuss pros and cons of these approaches and illustrate them through applications and case studies. Download the paper: http://www.hbs.edu/research/pdf/08-069.pdf Positions of Power and Status: View Details
Keywords: Martha Lagace
  • 28 Jan 2014
  • First Look

First Look: January 28

game-theoretical agent-based models to explore group genesis in homogeneous populations and find robust group formation with just two basic principles: reciprocity and transitivity. These emergent groups demonstrate in-group cooperation... View Details
Keywords: Sean Silverthorne
  • 06 Oct 2015
  • First Look

October 6, 2015

unavoidably exert influence over politics through power that is generated by both structure and process. While both political economy and management scholars address international firms, neither field has an adequate understanding of the View Details
Keywords: Sean Silverthorne
  • 30 Aug 2016
  • First Look

August 30, 2016

unconditional compensation in the form of reciprocity to be effective at improving sales force performance only when given as a delayed reward of which the effectiveness decreases with repeated exposure. We also find heterogeneity in the... View Details
Keywords: Carmen Nobel
  • 08 Sep 2010
  • First Look

First Look: September 8, 2010

Publication:American Economic Review (forthcoming) Abstract This paper reports a three-phase experiment on a stylized labor market. In the first two phases, agents face simple games, which we use to estimate subjects' social and View Details
Keywords: Sean Silverthorne
  • 18 Mar 2014
  • First Look

First Look: March 18

and Fortune 500 executives. The bet-by providing "no-strings-attached" help to ecosystem partners, the partners might someday reciprocate by steering founders seeking funding to a16z. The case closes by asking whether a16z... View Details
Keywords: Sean Silverthorne
  • 05 Apr 2011
  • First Look

First Look: April 5

service provider effort induce feelings of reciprocity that together mediate the link between operational transparency and increased valuation, and explore boundary conditions and alternative explanations. Read the paper:... View Details
Keywords: Sean Silverthorne
  • 27 Oct 2017
  • News

The Best Business Advice I’ve Ever Received

religion, in terms of business techniques. And try to develop trusting relationships with people. And delegate as much as you can to your subordinates, and show your trust in them, and hope that they also reciprocate that trust in you. My... View Details
  • 23 Jul 2013
  • First Look

First Look: July 23

profitable, loyal customers into high maintenance customers whose value stemming from their frequent purchasing is eroded by their increasing cost-to-serve. The case advocates a deeper appreciation of the two-way, reciprocating nature of... View Details
Keywords: Anna Secino
  • 01 Dec 1997
  • News

Growing Together

"Social Enterprise Research Forum on Nonprofit Strategy" - which will look at issues of social enterprise management and governance. "The Initiative on Social Enterprise has been a highly successful 'startup' at HBS," says Jim Austin. "The remarkable View Details
Keywords: Marguerite Rigoglioso and Nancy O. Perry
  • 08 Dec 2015
  • First Look

December 8, 2015

Argentina and Chile over recent decades. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50182 forthcoming Management Science Creating Reciprocal Value Through Operational Transparency By: Buell, Ryan W., Tami Kim, and... View Details
Keywords: Sean Silverthorne
  • 05 Nov 2009
  • Research & Ideas

A Market for Human Cadavers in All but Name?

out—perhaps even reciprocating the exchange in another academic year. With the advent of entrepreneurial ventures, nothing in a way has changed; only new suppliers have come onboard in this commerce. However, the number of cadavers... View Details
Keywords: by Michel Anteby; Health
  • 20 Dec 2022
  • News

Singing to the Corn

power of an economy based on reciprocal giving rather than cash exchange. After that the group decided the project's most important quality was its sacred potential to educate others about Native peoples themselves and their place in... View Details