Salary - Publications - Faculty & Research

02 Aug 2021
Research & Ideas

What If Closing the Wage Gap Means Everyone Earns Less?

gained popularity since 2004. In 2016, the US passed two federal initiatives, bringing the country on par with many European nations that protect such rights. In states that enacted such regulations between 2010 and 2017, the number of companies with View Details

Keywords: by Avery Forman

31 Oct 2011
Research & Ideas

The Most Powerful Workplace Motivator

annual salary offer of $115,000 is unfair on its own. They might be perfectly happy with that salary if it weren't for the information that it's below average." And it's not just a matter of money. In... View Details

Keywords: by Carmen Nobel

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

loses a star employee because it refuses to raise her salary to match a competitor's higher offer, the firm is not necessarily behaving irrationally; it may instead be constrained by an HR policy that restricts it from creating huge pay... View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

wage increase. The union was asking for a 4 percent increase, while management wanted to raise salaries by only 1 percent. The executive considered the situation. During past negotiations, weeks were lost as each side jockeyed for... View Details

Keywords: by Deepak Malhotra

05 Oct 2020
Book

Want to Be Happier? Make More Free Time

right, don’t be afraid to speak up, Whillans suggests. “We forget that just as we can negotiate for a higher salary and other benefits, we can also negotiate for more time at work,” she says. 3. Throw money at the problem. Venture... View Details

Keywords: by Dina Gerdeman

01 Nov 2022
Research & Ideas

A Penny for Your Thoughts? For Big-Picture Ideas, the Right Pay Structure Matters

percent less likely than employees with fixed-rate contracts, which are equivalent to flat salaries in the US, to initiate “broad-scope innovation”—ideas to improve company morale, boost overall safety, reduce costs, or upgrade... View Details

Keywords: by Scott Van Voorhis

28 Mar 2012
What Do You Think?

Are Factory Jobs Important to the Economy?

infrastructure, technology, and education that seek to bring tradable jobs ("work for middle-income people") back to US shores. One model that he cites is Germany between 2000 and 2005, during which it sought to become more competitive by lowering real wages and... View Details

Keywords: by James Heskett; Manufacturing

21 Feb 2023
Research & Ideas

Are Your Employees Passing Up Incentives? Try Promoting the Programs More

benefit programs reward workers without boosting salaries and help employees bring their best selves to work, a win-win for businesses. John cowrote the paper with Hayley Blunden, assistant professor at American University’s Kogod School... View Details

Keywords: by Scott Van Voorhis

30 Nov 2022
Research & Ideas

Recruiters: Highlight Your Company’s Diversity, Not Just Perks and Pay

percent larger than the average effect of providing salary information, “which helps strengthen our claim that diversity information influences job seekers,” Pacelli says. Interest in diverse firms was higher among job hunters with... View Details

Keywords: by Sean Silverthorne

03 Jun 2022
Research & Ideas

In a Work-from-Anywhere World, How Remote Will Workers Go?

the city or town where you have an office. And, because of that, you can hire a more diverse workforce.” In the United States, this setup does create tax complexities, for instance if an employee draws a paycheck in one state but lives in another. It also raises View Details

Keywords: by Kara Baskin

18 Dec 2013
HBS Case

Lessons from the Lance Armstrong Cheating Scandal

had been swirling around the cyclist for years. And yet, there was still something shocking about the admission. At the peak of his career, Armstrong was one of the most celebrated athletes in the world, earning $28 million a year from team View Details

Keywords: by Michael Blanding; Sports

09 Apr 2001
Research & Ideas

Marketing a Country: Promotion as a Tool for Attracting Foreign Investment.

difficult to attract to the public sector, especially with the salary constraints typical of civil services. Accordingly, if the government decides to manage the activity, it may also, through various methods, have to take steps to obtain... View Details

Keywords: by Louis T. Wells & Alvin G. Wint

09 Jul 2007
Research & Ideas

Five Steps to Better Family Negotiations

People will often get stuck on the most salient issue in a negotiation (e.g., salary or status) and spend too much time haggling over that 1 issue. Or, even when they understand that there are a lot of issues to resolve, they will go... View Details

Keywords: by John A. Davis and Deepak Malhotra

24 Jan 2011
HBS Case

Terror at the Taj

donates a small portion of their salary to a pool that can be drawn on in the event a colleague suffers an accident or other significant personal setback. To date, Deshpandé has taught the case in the School's Owner/President Management... View Details

Keywords: by Julia Hanna; Accommodations

30 Oct 2019
Research & Ideas

How to Recover Gracefully After Shutting Down Your Startup

worries, their personal finances may be in shambles. Most entrepreneurs cut their own salaries as their venture goes into decline, and many have invested their life savings in the startup—along with funds from friends and family. If... View Details

Keywords: by Danielle Kost

11 Oct 2006
What Do You Think?

How Do We Respond to the “Dependency Ratio” Dilemma?

pension starting from a young age ." Vernon McKenzie and Akhil Mehta described successful efforts to do just that in Australia and India, respectively. In Australia, "Every employee, by law, must contribute 9 percent of the employee's View Details

Keywords: by Jim Heskett

05 Sep 2019
Sharpening Your Skills

Making the Right Technical Hire

clip, then a contract designer may be prudent while you iterate on your MVP. You may pay a little more per hour for these contractors, but that far outweighs over hiring and paying a full-time salary early on. 4. Time delay + J-curve Just... View Details

Keywords: by Julia Austin; Technology

15 Jan 2014
Research & Ideas

Managing the Family Business: It Takes a Village

depends, to a surprising extent, on capable leaders. If boards of directors of public, anonymously-owned companies didn't believe that leadership mattered so much, they wouldn't pay such huge salaries to their CEOs. (By the way, I don't... View Details

13 Jun 2011
HBS Case

Mobile Banking for the Unbanked

needs of their target customers. "WIZZIT essentially took a banking service like the one we have here—depositing salaries in the bank that we draw down to make payments—and decided that this is what the poor wanted, too," Rangan... View Details

Keywords: by Carmen Nobel; Banking; Communications; Telecommunications

04 Mar 2020
Research & Ideas

How Schmoozing with the Boss Helps Men Get Promoted

recruitment, hiring, and promotion processes and by conducting pay audits to evaluate salaries by gender. Yet Cullen’s research suggests that companies may need to consider more subtle underlying forces that are holding women back,... View Details