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  • October 16, 2024
  • Article

Physicians Can Help Cut Costs. They Just Need the Right Incentives.

By: Susanna Gallani and Derek A. Haas
Health care organizations have long tried to enlist physicians in their effort to control or reduce costs. One effective means for doing so is to create an incentive system that rewards physicians for their contributions. To design such a system, organizations should... View Details
Keywords: Cost; Motivation and Incentives; Compensation and Benefits; Health Industry
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  • August 2018
  • Case

Tapping Growth at Lord Hobo Brewing Company

By: Ethan Rouen and Susanna Gallani
Lord Hobo Brewing Company accounts for its inventory process as it prepares to create its first set of professional financial statements for investors. View Details
Keywords: Inventory; Start-ups; Craft Brewing; Investing; GAAP; Brand Management; Accounting; Working Capital; Entrepreneurship; Private Equity; Business Startups; Business and Shareholder Relations; Food and Beverage Industry; Boston; New England; United States
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  • Spring 2023
  • Article

Incentive Contract Design and Employee-Initiated Innovation: Evidence from the Field

By: Wei Cai, Susanna Gallani and Jee-Eun Shin
This study examines how the design of incentive contracts for tasks defined as workers’ official responsibilities (i.e., standard tasks) influences workers’ propensity to engage in employee-initiated innovation (EII). EII corresponds to innovation activities that are... View Details
Keywords: Employee-initiated Innovation; Contract Design; Rank-and-file; Extra-role Behaviors; Compensation and Benefits; Motivation and Incentives; Innovation and Management
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  • September 2019
  • Case

Building a Meritocracy at Alghanim Industries

By: Paul M. Healy, Susanna Gallani and Esel Cekin
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  • May 2023
  • Article

Incentive Effects of Subjective Allocations of Rewards and Penalties

By: Wei Cai, Susanna Gallani and Jee-Eun Shin
We examine the incentive effects of subjectivity in allocating tournament-based rewards and punishments. We use data from a company where reward and punishment decisions are based on a combination of objective metrics and subjective performance assessments. Rankings... View Details
Keywords: Subjectivity; Tournament-based Incentives; Rewards; Penalties; Expectancy Theory; Employees; Compensation and Benefits; Management; Decisions; Performance; Measurement and Metrics
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  • 27 Jul 2021
  • News

To Set the Price Tag for Telehealth, First Understand Its Value

  • March 2018
  • Teaching Note

Sales Misconduct at Wells Fargo Community Bank

By: Suraj Srinivasan, Dennis W. Campbell, Susanna Gallani and Amram Migdal
Teaching Note for HBS No. 118-009. View Details
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  • June 2019 (Revised July 2019)
  • Case

Building a Meritocracy at Alghanim Industries

By: Paul M. Healy, Susanna Gallani and Esel Çekin
Building on his father’s legacy, Omar Alghanim (MBA 2002) had been working on strengthening a performance-driven culture based on meritocracy in the family business, Alghanim Industries. The task had been particularly challenging because of traditional Middle East... View Details
Keywords: Meritocracy; Social Norms; Family Business; Organizational Culture; Performance; Diversity; Organizational Change and Adaptation; Middle East; Kuwait
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  • 04 Mar 2020
  • News

Female Faculty Leading the Way on International Women's Day

  • Web

Year in Review | Annual Report 2024

Family Associate Professor of Business Administration Susanna Gallani Tai Family Associate Professor of Business Administration Rembrand M. Koning Mary V. and Mark A. Stevens Associate Professor of Business... View Details
  • Web

2025 Reunion Presentations - Alumni

personal reflection to be conducted regularly going forward. Managing Performance Through a Basket of Motivators Professor Susanna Gallani + More Info - Slides – Less Info - Slides In this session,... View Details
  • Web

Print View - Course Catalog

performance. Course Faculty The course will be co-taught by Susanna Gallani and Robert Huckman. Susanna Gallani is... View Details