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Show Results For
- All HBS Web
(4,897)
- People (10)
- News (821)
- Research (3,316)
- Events (34)
- Multimedia (28)
- Faculty Publications (2,030)
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- November 1976 (Revised November 1980)
- Background Note
A Brief Note on Social Motives
By: John J. Gabarro
Briefly describes in management terms the three social motives: Need for achievement; need for power; need for affiliation. Also briefly reviews the implications of the work of David McClelland, David Winters, and others for motivation within organizational settings.... View Details
Keywords: Motivation and Incentives
Gabarro, John J. "A Brief Note on Social Motives." Harvard Business School Background Note 477-053, November 1976. (Revised November 1980.)
- 1993
- Chapter
Motivations for Foreign Investment
By: L. T. Wells Jr.
Wells, L. T., Jr. "Motivations for Foreign Investment." In The International Political Economy of Direct Foreign Investment. 2 vols. Edited by B. Gomes-Casseres and D. B. Yoffie. London, England: Edward Elgar Publishing, 1993. (This is adapted from Third World Multinationals: The Rise of Foreign Investment from Developing Countries, pp. 67-89.)
- 1982
- Article
The Economics of Matching: Stability and Incentives
By: Alvin E. Roth
Roth, Alvin E. "The Economics of Matching: Stability and Incentives." Mathematics of Operations Research, no. 7 (1982): 617–628.
- 2002
- Chapter
Political and Economic Incentives during an Anti-Corruption Crackdown
By: Rafael Di Tella and Ernesto S. Schargrodsky
Di Tella, Rafael, and Ernesto S. Schargrodsky. "Political and Economic Incentives during an Anti-Corruption Crackdown." Chap. 7 in Corrupt Exchanges: Empirical Themes in the Politics and Political Economy of Corruption. Vol. 23, edited by Donatella della Porta and Susan Rose-Ackerman, 118–132. Interdisziplinäre Studien zu Recht und Staat. Baden-Baden: Nomos Verlagsgesellschaft, 2002.
- Article
Motivated Inferences of Price and Quality in Healthcare Decisions
By: Emily Prinsloo, Kate Barasz and Peter A. Ubel
Policy makers have increasingly advocated for healthcare price transparency, whereby prices are made salient before services are rendered. While such policies may empower consumers, they also bring price to the forefront of healthcare choices as never before, with yet... View Details
Keywords: Healthcare; Price Transparency; Health Care and Treatment; Price; Quality; Perception; Consumer Behavior; Decisions; Insurance
Prinsloo, Emily, Kate Barasz, and Peter A. Ubel. "Motivated Inferences of Price and Quality in Healthcare Decisions." Special Issue on Healthcare and Medical Decision Making edited by Dipankar Chakravarti, Jian Ni, Meng Zhu. Journal of the Association for Consumer Research 7, no. 2 (April 2022): 186–197.
- December 1989
- Article
LDC Debt: Forgiveness, Indexation, and Investment Incentives
By: K. A. Froot, D. Scharfstein and J. Stein
Froot, K. A., D. Scharfstein, and J. Stein. "LDC Debt: Forgiveness, Indexation, and Investment Incentives." Journal of Finance 44, no. 5 (December 1989): 1335–1350. (Revised from NBER Working Paper No. 2541, March 1988.)
- Article
Keep Your Weary Workers Engaged and Motivated
By: Boris Groysberg and Robin Abrahams
Groysberg, Boris, and Robin Abrahams. "Keep Your Weary Workers Engaged and Motivated." Harvard Business School Working Knowledge (October 8, 2020).
- 2002
- Chapter
Pay for Performance: Motivation and Selection Effects
By: Felix Oberholzer-Gee and Iris Bohnet
Oberholzer-Gee, Felix, and Iris Bohnet. "Pay for Performance: Motivation and Selection Effects." In Successful Management by Motivation: Balancing Intrinsic and Extrinsic Incentives, edited by Bruno S. Frey and Margit Osterloh, 119–139. Berlin: Springer, 2002.
- 04 Sep 2019
- Research & Ideas
'I Know Why You Voted for Trump' and Other Motivation Misperceptions
Ioannis Evangelidis of Bocconi University. “In this case, Trump’s extreme feature was his immigration policy, and many inferred that Trump voters were therefore disproportionately motivated by immigration.”... View Details
Keywords: by Dina Gerdeman
- 2009
- Working Paper
Dishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting
By: Lisa L. Shu, Francesca Gino and Max H. Bazerman
People routinely engage in dishonest acts without feeling guilty about their behavior. When and why does this occur? Across four studies, people justified their dishonest deeds through moral disengagement and exhibited motivated forgetting of information that might... View Details
Shu, Lisa L., Francesca Gino, and Max H. Bazerman. "Dishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting ." Harvard Business School Working Paper, No. 09-078, January 2009. (Revised April 2009.)
- March 1990 (Revised October 1999)
- Case
Mary Kay Cosmetics: Sales Force Incentives (A)
By: Robert L. Simons and Hilary Weston
Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee... View Details
Keywords: Motivation and Incentives; Cost Management; Salesforce Management; Distribution Channels; Beauty and Cosmetics Industry; United States
Simons, Robert L., and Hilary Weston. "Mary Kay Cosmetics: Sales Force Incentives (A)." Harvard Business School Case 190-103, March 1990. (Revised October 1999.)
- August 2014
- Article
Incentives in a Stage-Gate Process
By: Raul O. Chao, Kenneth C. Lichtendahl and Yael Grushka-Cockayne
Many large organizations use a stage‐gate process to manage new product development projects. In a typical stage‐gate process project managers learn about potential ideas from research and exert effort in development while senior executives make intervening go/no‐go... View Details
Chao, Raul O., Kenneth C. Lichtendahl, and Yael Grushka-Cockayne. "Incentives in a Stage-Gate Process." Production and Operations Management 23, no. 8 (August 2014): 1286–1298.
- 2009
- Other Unpublished Work
Motivational Dynamics of Professionals
By: John J. Gabarro, Thomas J. DeLong and Robert Lees
Keywords: Motivation and Incentives
- March 2003
- Supplement
Incentive Games, The
By: Jason R. Barro, Kathleen L. McGinn, Arleen Cavanaugh and Aaron Zimmerman
- May 2011
- Article
Incentives and Problem Uncertainty in Innovation Contests: An Empirical Analysis
By: Kevin J. Boudreau, Nicola Lacetera and Karim R. Lakhani
Contests are a historically important and increasingly popular mechanism for encouraging innovation. A central concern in designing innovation contests is how many competitors to admit. Using a unique data set of 9,661 software contests, we provide evidence of two... View Details
Keywords: Motivation and Incentives; Problems and Challenges; Risk and Uncertainty; Innovation and Invention; Management Analysis, Tools, and Techniques; Value; Applications and Software; Competition; Performance; Theory; Practice
Boudreau, Kevin J., Nicola Lacetera, and Karim R. Lakhani. "Incentives and Problem Uncertainty in Innovation Contests: An Empirical Analysis." Management Science 57, no. 5 (May 2011): 843–863.
- 2020
- Working Paper
Recognition Incentives for Internal Crowdsourcing: A Field Experiment at NASA
By: Jana Gallus, Olivia S. Jung and Karim R. Lakhani
What might motivate employees to participate in internal crowdsourcing, a peer-based approach to innovation? Should organizations use incentives that are congruent with their established hierarchical structures, or should they use incentives that are aligned with the... View Details
Keywords: Online Platforms; Employee Engagement; Managerial Recognition; Innovation and Management; Employees; Motivation and Incentives
Gallus, Jana, Olivia S. Jung, and Karim R. Lakhani. "Recognition Incentives for Internal Crowdsourcing: A Field Experiment at NASA." Harvard Business School Working Paper, No. 20-059, November 2019. (Revised May 2020.)
- Article
On Coalition Incentive Compatibility
By: Jerry R. Green and Jean-Jacques Laffont
Green, Jerry R., and Jean-Jacques Laffont. "On Coalition Incentive Compatibility." Review of Economic Studies 46, no. 2 (April 1979): 243–254.
- Summer 2016
- Article
Motivated Bayesians: Feeling Moral While Acting Egoistically
By: Francesca Gino, Michael I. Norton and Roberto A. Weber
A growing body of research yields ample evidence that individuals’ behavior often reflects an apparent concern for moral considerations. Using a broad definition of morality—to include varied non-egoistic motivations such as fairness, honesty, and efficiency as... View Details
Gino, Francesca, Michael I. Norton, and Roberto A. Weber. "Motivated Bayesians: Feeling Moral While Acting Egoistically." Journal of Economic Perspectives 30, no. 3 (Summer 2016): 189–212.
- 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.)