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  • 2010
  • Working Paper

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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  • July 2001
  • Case

Paula Evans and the Redesign of the Cambridge Rindge and Latin School (A)

By: Linda A. Hill, Kristin Doughty and Ellen Pruyne
Paula Evans is in her second year as principal of the only high school in Cambridge, MA. Her mandate when she arrived was to redesign the high school so that long-standing inequities in academic achievement rates across race and socioeconomic class were removed. In her... View Details
Keywords: Problems and Challenges; Organizational Change and Adaptation; Change Management; Strategy; Secondary Education; Restructuring; Leadership; Conflict Management; Education Industry; Cambridge
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  • 14 Feb 2022
  • Research & Ideas

Curiosity, Not Coding: 6 Skills Leaders Need in the Digital Age

up for coding or data analytics classes to acquire expertise but, more important, to show their teams that they too must become life-long technology learners. 4. Be courageous Leaders need to learn to experiment, iterate, and pivot... View Details
Keywords: by Linda A. Hill, Ann Le Cam, Sunand Menon, and Emily Tedards; Technology
  • Research Summary

Reinvention and “Frame Flexibility”

By: Ryan L. Raffaelli

Adopting a radical innovation creates pressure for leaders to reframe their mental models while they also sustain their organization's existing capabilities and product category variants. Yet at key junctures in a product class and during technological change, a... View Details

Keywords: Institutional Change; Innovation ＆ Entrepreneurship; Diffusion Processes; Technology Adoption; Cognition and Thinking; Identity; Emotions
  • 03 Mar 2008
  • First Look

First Look: March 4, 2008

  Working PapersSell Side School Ties Authors:Lauren H. Cohen, Andrea Frazzini, and Christopher J. Malloy Abstract We study the impact of social networks on agents' ability to gather superior information about firms. Exploiting novel data... View Details
Keywords: Martha Lagace
  • 17 Jan 2023
  • In Practice

8 Trends to Watch in 2023

As 2023 begins, businesses and employees face an uncertain economy and labor market, as the twin dilemmas of inflation and interest rates weigh on forecasts. Harvard Business School faculty share the top trends that they believe will shape the workplace and markets... View Details
Keywords: by Avery Forman
  • 17 Aug 2010
  • First Look

First Look: August 17

capacity. In an unanticipated finding, however, our analysis raises the possibility that the company's most prolific publishers begin to migrate to the periphery of the intra-firm social network, which may occur because these individuals'... View Details
Keywords: Martha Lagace
  • February 2002 (Revised December 2003)
  • Exercise

Incentives Game, The

By: Jason R. Barro, Brian J. Hall and Jonathan Lim
This exercise provides an opportunity to gain insight about designing, negotiating, and responding to incentives. The setting is investment management. A class is divided into a certain number of investment firms. Each company has one CEO and begins with four portfolio... View Details
Keywords: Motivation and Incentives; Compensation and Benefits; Investment; Management
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  • 17 May 2016
  • First Look

May 17, 2016

of social science and intellectual history more generally. In this book, some of the world’s leading economists and experts on Serra explore the enduring appeal of his Short Treatise. The authors analyse the work in its historical,... View Details
Keywords: Sean Silverthorne
  • 02 Jun 2022
  • Research & Ideas

Blissful Thinking: When It Comes to Finding Happiness, 'Your Dreams Are Liars'

graduated. “Here’s the good news: They got everything they wanted,” Brooks said. “Here’s the bad news: They wanted the wrong thing. The result is that they’re not as happy as they could be. We need to teach a class on happiness,” Brooks... View Details
Keywords: by Dan Morrell
  • June 2001 (Revised June 2001)
  • Case

Student Who Was Missing-in-Action, The

Assistant Professor Sam Benson was about to end the class session portion of his course with only student projects remaining. Then, he received a phone call from a student, George McHenry, who had missed 11 of 20 sessions. McHenry wanted to know what he needed to do to... View Details
Keywords: Motivation and Incentives; Higher Education; Decision Choices and Conditions; Learning; Education Industry
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  • 01 Jun 2023
  • HBS Case

A Nike Executive Hid His Criminal Past to Turn His Life Around. What If He Didn't Have To?

and loved reading, often devouring two books a week. He was a responsible child who eagerly volunteered for the school’s safety patrol to guide young students across the street. But Miller’s surroundings would change for the worse—and so would his attitude. In the... View Details
Keywords: by Dina Gerdeman; Apparel & Accessories
  • 04 Aug 2009
  • First Look

First Look: August 4

outsourcing and movement of labor, with its social welfare offerings. Reforms implemented during the past two decades drove down unemployment, promoted new company formation, and put the country at or near the top of international polls... View Details
Keywords: Martha Lagace
  • 08 Mar 2021
  • In Practice

COVID Killed the Traditional Workplace. What Should Companies Do Now?

A year ago, COVID-19 forced many companies to send employees home—often with a laptop and a prayer. Now, with COVID cases subsiding and vaccinations rising, the prospect of returning to old office routines appears more possible. But will employees want to flock back to... View Details
Keywords: by Dina Gerdeman
  • 22 Mar 2016
  • First Look

March 22, 2016

costless redistribution of arbitrarily determined unequal outcomes and prefer justifying tax progressivity based on benefit received rather than on diminishing marginal social welfare of income. These attitudes are shown to be linked to... View Details
Keywords: Sean Silverthorne
  • 30 Oct 2007
  • First Look

First Look: October 30, 2007

  Working PapersRecognizing the New: A Multi-Agent Model of Analogy in Strategic Decision-Making Authors:Giovanni Gavetti and Massimo Warglien Abstract In novel environments, strategic decision-making is often premised on analogy, and recognition lies at its heart.... View Details
Keywords: Sean Silverthorne
  • 01 Feb 2011
  • First Look

First Look: Feb. 1

users, and reduce the severity of the coordination problem faced by users. Download the paper: http://www.hbs.edu/research/pdf/11-030.pdf From Social Control to Financial Economics: The Linked Ecologies of Economics and Business in... View Details
  • 23 Sep 2015
  • Research & Ideas

Men Want Powerful Jobs More Than Women Do

New research from Harvard Business School reveals a stark gap in the professional ambitions of men and women. Having surveyed a diverse sample of more than 4,000 men and women, a team of social scientists reports a list of potentially... View Details
Keywords: by Carmen Nobel
  • 20 Aug 2020
  • Book

From the Plow to the Pill: How Technology Shapes Our Lives

“Technological change doesn’t just stay in board rooms and companies,” she says. “It drives our most intimate personal relationships as well.” Spar, the MBA Class of 1952 Professor of Business Administration at HBS, argues that crucial... View Details
Keywords: by Dina Gerdeman
  • 08 Oct 2020
  • Research & Ideas

Keep Your Weary Workers Engaged and Motivated

necessities of social distancing attenuate or alter the traditional organizational levers. Several CEOs observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice as hard for a quarter of the... View Details
Keywords: by Boris Groysberg and Robin Abrahams

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