Publications

SSRN

Teaching Interest

Organizational Behavior

Each of us maintains a set of beliefs and general assumptions about humans and their behavior, and those assumptions form the foundation for our beliefs about what motivates individuals; about how individuals make decisions; and about the ways in which the... View Details

Keywords: Organizational Behavior; Leadership; Motivation And Incentives; Decision-making; Culture

2009
Other Unpublished Work

Motivational Dynamics of Professionals

By: John J. Gabarro, Thomas J. DeLong and Robert Lees

Keywords: Motivation and Incentives

01 Jun 1984
Conference Presentation

The Motivation for Creativity

By: Teresa M. Amabile

Keywords: Creativity; Motivation and Incentives

January 2002
Background Note

A Note on Incentives in the NFL

By: Brian J. Hall and Jonathan Lim

This case describes compensation and incentive issues in one of the major U.S. professional sports leagues, the National Football League (NFL). It first provides some background information on the labor market for players and the salary cap and then describes incentive... View Details

Keywords: Compensation and Benefits; Labor and Management Relations; Conflict and Resolution; Motivation and Incentives; Sports; Sports Industry; United States

Educators

Purchase

1993
Chapter

Motivations for Foreign Investment

By: L. T. Wells Jr.

Keywords: Foreign Direct Investment; Motivation and Incentives

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

Purchase

2017
Article

The Energizing Nature of Work Engagement: Toward a New Need-Based Theory of Work Motivation

By: Paul Green, Eli Finkel, Grainne Fitzsimons and Francesca Gino

We present theory suggesting that experiences at work that meet employees’ expectations of need fulfillment drive work engagement. Employees have needs (e.g., a desire to be authentic) and they also have expectations for how their job or their organization will fulfill... View Details

Keywords: Needs; Motivation; Work Engagement; Disengagement; Authenticity; Self-Expression; Employees; Motivation and Incentives; Behavior; Human Needs

Article

On Coalition Incentive Compatibility

By: Jerry R. Green and Jean-Jacques Laffont

13 Aug 2012
News

When Good Incentives Lead to Bad Decisions

26 Feb 2019
Blog Post

Forget Cash. Here Are Better Ways to Motivate Employees

Whillans co-wrote a recent article in Compensation & Benefits Review, “Winning the War for Talent: Modern Motivational Methods for Attracting and Retaining Employees,” with Anais Thibault-Landry of the... View Details

Keywords: All Industries

24 Apr 2014
News

Motivation through hard knocks

Ask Creighton Taylor (MBA 2014) what he does as copresident of the HBS African-American Student Union (AASU), and he replies, “Too much!” Laughing, he qualifies: “It’s been great. My favorite part is that I get to give back to the School... View Details

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

Keywords: Behavior; Ethics

March 23, 2017
Article

Incentives Don't Help People Change, but Peer Pressure Does

By: Susanna Gallani

This article summarizes the findings of a research study that examined the effectiveness of monetary and non-monetary incentives in establishing persistent organizational behavior modifications. The results of the study highlight the interplay between monetary and... View Details

Keywords: Motivation and Incentives; Behavior; Change Management

Keywords: Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools

Register to Read

13 Dec 2011
News

What Motivates Tomorrow's Leaders

November 20, 2002
Article

Incentives and Institutions to Attract Foreign Direct Investment

By: L. T. Wells Jr.

Keywords: Motivation and Incentives; Foreign Direct Investment

23 Oct 2013
News

Three Things that Actually Motivate Employees

27 Apr 2018
Working Paper Summaries

Is Overconfidence a Motivated Bias? Experimental Evidence

Keywords: by Jennifer M. Logg, Uriel Haran, and Don A. Moore

2011
Working Paper

Do Not Trash the Incentive! Monetary Incentives and Waste Sorting

By: Alessandro Bucciol, Natalia Montinari and Marco Piovesan

This paper examines whether monetary incentives are an effective tool for increasing domestic waste sorting. We exploit the exogenous variation in the pricing systems experienced during the 1999-2008 decade by the 95 municipalities in the district of Treviso (Italy).... View Details

Keywords: Household; Cost Management; Consumer Behavior; Wastes and Waste Processing; Motivation and Incentives; Public Administration Industry; Italy