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  • 05 Dec 2018
  • Working Paper Summaries

The Salary Taboo: Privacy Norms and the Diffusion of Information

Keywords: by Zoë B. Cullen and Ricardo Perez-Truglia
  • July 1976
  • Article

Effects of Externally-Imposed Deadlines on Subsequent Intrinsic Motivation

By: T. M. Amabile, W. DeJong and M. R. Lepper
Studied the effects of externally imposed deadlines on individuals' task performance and their subsequent interest in the task. In 1 deadline condition, 20 male undergraduates were given an explicit time limit for solving a series of initially interesting word games.... View Details
Keywords: Motivation and Incentives; Time Management; Social Psychology; Situation or Environment
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  • August 1991 (Revised February 1992)
  • Case

Gain Sharing at Star Cablevision Group

By: Leonard A. Schlesinger and Sarah Ann Greene
Describes Star's experiment with gain sharing over a three-year period. Background on the industry and company's history are provided to establish the context for the shift to pay-for-performance. Describes the three different gain sharing programs, the resulting... View Details
Keywords: Motivation and Incentives; Service Delivery; Performance Productivity; Television Entertainment; Compensation and Benefits; Media and Broadcasting Industry
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  • May 2009
  • Article

Authority versus Persuasion

By: Eric J. Van den Steen
This paper studies a manager's trade-off between using persuasion and using interpersonal authority to get an employee to 'do the right thing' from the manager's perspective (when the manager and employee disagree on the right course of action). It... View Details
Keywords: Employee Relationship Management; Managerial Roles; Projects; Motivation and Incentives; Power and Influence
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  • 2009
  • Working Paper

Authority versus Persuasion

By: Eric J. Van den Steen
This paper studies a principal's trade-off between using persuasion versus using interpersonal authority to get the agent to "do the right thing"; from the principal's perspective (when the principal and agent openly disagree on the right course of action). It shows... View Details
Keywords: Employee Relationship Management; Managerial Roles; Projects; Motivation and Incentives; Power and Influence
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  • 03 Feb 2011
  • What Do You Think?

Are We Going “Back to the Future” In Researching Management?

the past decade, and not always for the better. Clark Phippen commented, "Over the last decade what is broadly called 'technology' (computer-based) seems to have mutated from being truly helpful to being overwhelming." Stephen... View Details
Keywords: Re: James L. Heskett
  • 12 Sep 2016
  • Research & Ideas

What Brands Can Do to Monitor Factory Conditions of Suppliers

working conditions occur in the United States or Europe, usually there is a cry for more regulatory enforcement—along with an ensuing debate about how much government is enough (or too much). When such incidents happen overseas, however,... View Details
Keywords: by Michael Blanding
  • 22 Aug 2007
  • Research & Ideas

The Hedge Fund as Activist

Managers of public corporations sometimes need to be reminded that they work for shareholders. Without proper monitoring, managers may receive excess compensation or perks, or misuse free cash flow. Historically, poorly performing... View Details
Keywords: by Robin Greenwood; Financial Services
  • 17 Jul 2012
  • First Look

First Look: July 17

Review 90, nos. 7-8 (July-August 2012) Abstract The article argues that U.S. taxation reform should reduce corporate taxes, incorporate an awareness of the global marketplace, and generate revenue-neutral incentives View Details
Keywords: Sean Silverthorne
  • 28 Sep 2009
  • Research & Ideas

Improving Accountability at the World Bank

public participation, supported by improved staff incentives and performance appraisals. Systematically incorporate public participation in decision-making at each stage of its project/policy cycles. Improve the transparency of its... View Details
Keywords: by Alnoor Ebrahim
  • 21 Aug 2018
  • First Look

New Research and Ideas, August 21, 2018

novel convertible bond dataset, I find that consumers often purchase dominated bonds—cheap and expensive versions of otherwise identical bonds coexist in the market. The empirical evidence suggests that broker incentives are responsible... View Details
Keywords: Dina Gerdeman
  • 10 Jan 2005
  • Research & Ideas

Motivation and the Cross-Sector Alliance

created a strong incentive for producers to join the FSC certification scheme.16 Colombia's Hospital Management Center (CGH) is also a good example of this point. The CGH's mission was "to promote and... View Details
Keywords: by James Austin, Ezequiel Reficco & SEKN research team
  • January 2005 (Revised March 2005)
  • Case

Parisian: productivity and selling cost

By: Rajiv Lal and Arar Han
Presents the dilemma facing George Jones with respect to the high selling cost at Parisian Department Stores. The challenges to be considered reflect issues at different levels of the organization, including individual salespeople, the store itself, and the merchandise... View Details
Keywords: Cost; Executive Compensation; Production; Sales; Salesforce Management; Motivation and Incentives; Retail Industry
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  • 2014
  • Working Paper

Principals and Their Car Dealers: What Do Targets Tell About Their Relation?

By: Jan Bouwens, Eddy Cardinaels and Jingwen Zhang
In this study we describe target setting and target achievements for a car dealership. Car dealers are eligible for a discount on the purchase price conditional on their achieving the sales targets set by the franchisor. We show that car dealers (franchisees) who... View Details
Keywords: Goals and Objectives; Motivation and Incentives; Franchise Ownership; Auto Industry; Retail Industry
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  • 05 Mar 2013
  • First Look

First Look: March 5

  PublicationsHow to Identify the Best Customers for Your Business Authors:Cespedes, Frank V., James P. Dougherty, and Ben S. Skinner III Publication:MIT Sloan Management Review Abstract How can businesses achieve profitable growth so... View Details
Keywords: Sean Silverthorne
  • 18 Sep 2007
  • First Look

First Look: September 18, 2007

  Working PapersOptimal Reserve Management and Sovereign Debt Authors:Laura Alfaro and Fabio Kanczuk Abstract Most models currently used to determine optimal foreign reserve holdings take the level of international debt as given. However, given the sovereign's... View Details
Keywords: Martha Lagace
  • 02 Oct 2019
  • What Do You Think?

What Grade Would You Give Walmart CEO Doug McMillon?

of resources, incentive compensation, or investments in socially motivated initiatives? He asks how a CEO avoids addressing the needs of one stakeholder too much or too little for too long? Others have... View Details
Keywords: by James Heskett; Retail
  • 08 Mar 2012
  • Research & Ideas

Unplugged: What Happened to the Smart Grid?

Replacing the antiquated electrical system in the United States with a super-efficient smart grid always seemed a surefire way to strengthen the economy, improve society, and provide endless opportunities for entrepreneurs. Big... View Details
Keywords: by Dina Gerdeman; Energy; Utilities
  • 14 Oct 2009
  • First Look

First Look: October 14

a major role in Japan's success in manufacturing-driven industries (e.g., Toyota in automobiles and Nintendo with videogames). First, hierarchical industry organizations can "lock out" certain types of innovation indefinitely by perpetuating established... View Details
Keywords: Martha Lagace
  • February 2008
  • Case

EFI, Inc. (A)

By: David B. Godes and Lauren Barley
EFI has a unique sales compensation challenge. They cannot allocate sales credit for their core product to individual salespeople. So, they've historically paid the sales force as a team. This has worked out fine, since they've been a near-monopoly seller of a single... View Details
Keywords: Change Management; Compensation and Benefits; Performance Evaluation; Groups and Teams; Salesforce Management; Motivation and Incentives
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