Publications

Read Now

July 2003 (Revised October 2003)
Case

Ottawa Voyageurs, The

By: Thomas J. DeLong, Scott Baldwin, Chris Strong, Andrew Feng, Eliza Moody and David Ager

Manuel Tertuliano, head coach of a professional soccer club, must make some difficult decisions about the compensation of six of his players. Specifically, he must decide how to allocate $850,000 among these six players in a way that will benefit his team, which has... View Details

Keywords: Decision Choices and Conditions; Compensation and Benefits; Performance; Motivation and Incentives; Sports; Groups and Teams; Sports Industry; Entertainment and Recreation Industry; Canada

Educators

06 Mar 2012
First Look

First Look: March 6

performance is controversial and the empirical evidence is mixed. High pay dispersion may act as an extra incentive for employees' effort or it may reduce motivation and team cohesiveness. These effects can... View Details

Keywords: Sean Silverthorne

February 2022 (Revised January 2024)
Supplement

Winning Business at Russell Reynolds (C)

By: Ethan Bernstein and Cara Mazzucco

In an effort to make compensation drive collaboration, Russell Reynolds Associates’ (RRA) CEO Clarke Murphy sought to re-engineer the bonus system for his executive search consultants in 2016. As his HR analytics guru, Kelly Smith, points out, that risks upsetting—and... View Details

Keywords: Restructuring; Talent and Talent Management; Compensation and Benefits; Growth and Development Strategy; Organizational Change and Adaptation; Organizational Culture; Performance Evaluation; Motivation and Incentives; Consulting Industry

20 Dec 2016
First Look

December 20, 2016

affects innovation incentives in medical technologies. Prior studies have found early mover regulatory advantages for drugs. I find the opposite for medical devices, where... View Details

Keywords: Carmen Nobel

30 Sep 2008
First Look

First Look: September 30, 2008

competition effect whereby increasing rivalry shapes, and often decreases, incentives to expend effort and invest in innovation; and 2) a parallel search effect whereby adding greater numbers of "searchers" benefits innovation... View Details

Keywords: Martha Lagace

15 Nov 2016
First Look

November 15, 2016

sketch some important implications. Third, we review the national gatekeepers for skilled migration and broad differences in approaches used to select migrants for admission. Looking forward, the capacity of... View Details

Keywords: Sean Silverthorne

2008
Working Paper

See No Evil: When We Overlook Other People's Unethical Behavior

By: Francesca Gino, Don A. Moore and Max H. Bazerman

It is common for people to be more critical of others' ethical choices than of their own. This chapter explores those remarkable circumstances in which people see no evil in others' unethical behavior. Specifically, we explore 1) the motivated tendency to overlook the... View Details

Keywords: Decision Choices and Conditions; Ethics; Moral Sensibility; Behavior; Motivation and Incentives

Read Now

27 Oct 2009
First Look

First Look: October 27

crossed with small financial incentives (ranging from U.S. $3 to $14) to open bank savings accounts. We find that the financial literacy program has no effect on the likelihood of opening a bank savings account in the full sample, but do... View Details

Keywords: Martha Lagace

01 Sep 2016
News

Why We Do—or Don’t—Donate Time and Money

number—and that’s just counting the formalized giving. When you think about prosocial behavior more broadly—for instance, when you do favors for neighbors or family and friends—it’s an even larger component of our society. Why do we... View Details

Keywords: April White

15 Apr 2014
First Look

First Look: April 15

agency logic, they produce pessimistic recommendations for firms with high CSR ratings. Moreover, we theorize that over time, the emergence of a stakeholder focus, and the gradual weakening of the agency... View Details

Keywords: Sean Silverthorne

04 Dec 2012
First Look

First Look: December 4

show that the combination of preference for variety and consumption complementarities gives rise to (i) a commons problem (to better satisfy their individual preference for variety, users have an View Details

Keywords: Carmen Nobel

July 9, 2019
Article

Setting Better Sales Goals with Analytics

By: Doug J. Chung, Isabel Huber, Vinay Murthy, Varun Sunku and Marije Weber

Sales compensation is a critical lever in motivating a salesforce and driving growth in the business-to-business sector: Studies show that revising compensation in line with market trends can have a 50% greater impact on sales than advertisements have, for instance. A... View Details

Keywords: Analytics; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Goals and Objectives

Register to Read

2013
Article

Ethically Adrift: How Others Pull Our Moral Compass from True North, and How we Can Fix It

By: C. Moore and F. Gino

This chapter is about the social nature of morality. Using the metaphor of the moral compass to describe individuals' inner sense of right and wrong, we offer a framework to help us understand social reasons why our moral compass can come under others' control, leading... View Details

Keywords: Motivation and Incentives; Moral Sensibility; Behavior

2013
Article

Achievement Motivation, Strategic Orientations and Business Performance in Entrepreneurial Firms: How Different are Japanese and American Founders?

By: Rohit Deshpandé, Amir Grinstein, Elie Ofek and Sang-Hoon Kim

Purpose: There is lack of research on the link between the personal disposition of an entrepreneurial firm's founder, the firm's strategic orientation, and its performance outcomes. Also, there is lack of cross-national research on entrepreneurial firms' strategic... View Details

Keywords: Motivation; Entrepreneurs; Japan; Motivation and Incentives; Entrepreneurship; Japan; United States

March 2019
Article

Consuming Together (versus Separately) Makes the Heart Grow Fonder

By: Ximena Garcia-Rada, Lalin Anik and Dan Ariely

Across three studies, we investigate how consumers in romantic relationships make decisions when choosing an item to share with their partner. We show that consumers will forgo their preferred alternative for an option that is more aligned with the preferences of their... View Details

Keywords: Shared Consumption; Close Relationships; Conflicting Preferences; Spending; Decision Making; Relationships; Motivation and Incentives

26 Jun 2018
First Look

New Research and Ideas, June 26, 2018

significant capital-market or product-market benefits from inclusion. Status incentives contributed to the observed performance improvement. Back-of-the-envelope estimates suggest that JPX400-inclusion View Details

Keywords: Dina Gerdeman

May 2024
Article

Going Beyond the 'Self' in Self-control: Interpersonal Consequences of Commitment Strategies

By: Ariella S. Kristal and Julian Zlatev

Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. Across seven studies (and two supplemental studies), we explore the negative interpersonal consequences of commitment strategy choice and use. In Study 1, using an... View Details

Keywords: Behavior; Motivation and Incentives; Trust