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  • February 2008
  • Supplement

EFI, Inc. (B)

By: David B. Godes and Lauren Barley
This is a follow-on case to EFI, Inc. (A). It reports on Dean Mills' decision to implement a new compensation approach that pays 25% of salespeople's bonus, based on their individual sales of software add-on products. He also recommends making public each salesperson's... View Details
Keywords: Motivation and Incentives; Salesforce Management; Compensation and Benefits; Information Technology Industry
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  • Article

Investor Sentiment in the Stock Market

By: Malcolm Baker and Jeffrey Wurgler
We examine how investor sentiment affects the cross-section of stock returns. Theory predicts that a broad wave of sentiment will disproportionately affect stocks whose valuations are highly subjective and are difficult to arbitrage. We test this prediction by... View Details
Keywords: Financial Markets; Stocks; Investment Return; Valuation; Forecasting and Prediction; Volatility; Price; Risk and Uncertainty; Behavioral Finance
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  • Research Summary

Optimal Contracting with Reciprocal Agents

(with Florian Englmaier) (Job Market Paper)

 Abstract: Empirically, compensation systems often seem to generate substantial effort despite weak incentives. We consider reciprocal motivations as a source of incentives. We solve for the optimal... View Details

  • 28 Jun 2016
  • News

Which MBAs Make More: Consultants or Small-Business Owners?

  • Research Summary

STATUS

In his work on status orders, Professor Malter studies the ways in which status orders affect the returns to organizations, the incentives and opportunities in markets, social market structure, and firm decisions. Using data on a highly structured wine region of... View Details
  • April–May 2021
  • Article

The Effect of Retaliation Costs on Employee Whistleblowing

By: Jonas Heese and Gerardo Pérez Cavazos
We use large increases in unemployment insurance (UI) benefits to study the effects of expected retaliation costs on employee whistleblowing. Increases in UI benefits reduce the costs that arise from a job loss, one of the costliest forms of retaliation. We find that... View Details
Keywords: Employee Whistleblowing; Retaliation Costs; Labor Unemployment Insurance; Workplace Safety Inspections
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  • 11 Jul 2011
  • News

Lessons on Performance Pay from the Private Sector

    Josh Lerner

    Josh Lerner graduated from Yale College with a special divisional major. He worked for several years on issues concerning technological innovation and public policy at the Brookings Institution, for a public-private task force in Chicago, and on... View Details

    Keywords: biotechnology; high technology; venture capital industry
    • Sep 07 2016
    • Testimonial

    Making an Impact on Your Organization

    • January 1976 (Revised June 1984)
    • Case

    Megalith, Inc. -- Hay Associates (A)

    By: John P. Kotter
    In 1969, Megalith centralized its financial and control functions. John Boyd, senior vice president for finance, hired four brilliant young managers to "bring the group out of the stone age." By 1975, this management team had created a near-perfect finance office of... View Details
    Keywords: Management Teams; Compensation and Benefits; Motivation and Incentives; Problems and Challenges
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    • 25 Apr 2024
    • Blog Post

    Climate Stories: Water Series - Episode #18: Tom Ferguson (MBA 2014) Venture Capitalist and Water Evangelist

    effectively to influence federal and state legislation.” Tom conceded that water has its own idiosyncratic complexities that make it harder to provide market-based support in the same way that energy and... View Details
    • 05 Jul 2006
    • Working Paper Summaries

    The Power of Stars: Do Stars Drive Success in Creative Industries?

    Keywords: by Anita Elberse; Entertainment & Recreation; Motion Pictures & Video; Financial Services
    • November 1992 (Revised June 1993)
    • Case

    International Paper (A)

    Concerns the decision of International Paper, the world's largest pulp and paper corporation, about when to adopt the provisions of Statement of Financial Accounting Standards 106 (SFAS 106), "Employers' Accounting for Postretirement Benefits Other than Pensions." SFAS... View Details
    Keywords: Accounting; Compensation and Benefits; Pulp and Paper Industry
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    • 02 Nov 2010
    • First Look

    First Look: November 2, 2010

    http://www.hbs.edu/research/pdf/10-063.pdf Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans Authors:Doug J. Chung, Thomas Steenburgh, and K. Sudhir... View Details
    Keywords: Sean Silverthorne
    • October 2015
    • Article

    Managing the Performance Tradeoffs from Partner Integration: Implications of Contract Choice in R&D Projects

    By: Alan MacCormack and Anant Mishra
    Formal contracts represent an important governance instrument with which firms exercise control of and compensate partners in R&D projects. The specific type of contract used, however, can vary significantly across projects. In some, firms govern partnering... View Details
    Keywords: ＂＂Partner Integration; Contract Choice; R＆D Project Management; Relational Contracts; Partnering Performance; Research and Development; Projects; Partners and Partnerships; Performance; Contracts
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    • March 1995
    • Case

    Donald Salter Communications, Inc.

    By: Stuart C. Gilson and Jeremy Cott
    A new CEO is hired to manage the turnaround of a family-owned newspaper publisher. In a departure from previous management, he implements a new compensation scheme that explicitly ties executive pay to market-value-based measures of firm performance. Because the... View Details
    Keywords: Family Business; Transformation; Asset Management; Wages; Balanced Scorecard; Family Ownership; Motivation and Incentives; Valuation; Journalism and News Industry
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    • 20 Oct 2021
    • Blog Post

    Mobilizing Private Sector Action For Racial Equity in Milwaukee: SE Summer Fellow Zach Komes (MBA 2022)

    The HBS Summer Fellows Program enables students to apply their classroom training as they explore career opportunities in roles or regions where compensation is generally lower than the traditional MBA level. We are connecting with some... View Details
    • September 12, 2017
    • Article

    What's the Right Kind of Bonus to Motivate Your Sales Force?

    By: Doug J. Chung and Das Narayandas
    Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure which incentives provide the best motivation. Should bonuses be tied to quotas or should they be given unconditionally? Is it... View Details
    Keywords: Compensation and Benefits; Motivation and Incentives; Salesforce Management
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    • October 20, 2020
    • Article

    Expanding AI's Impact with Organizational Learning

    By: Sam Ransbotham, Shervin Khodabandeh, David Kiron, François Candelon, Michael Chu and Burt LaFountain
    Most companies developing AI capabilities have yet to gain significant financial benefits from their efforts. Only when organizations add the ability to learn with AI do significant benefits become likely. View Details
    Keywords: AI and Machine Learning; Learning; Adoption
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    • 17 Aug 2021
    • Blog Post

    Applying the MBA Skillset to Global Health Challenges: Summer Fellow Vasilis Theodorou (MBA 2022)

    The HBS Summer Fellows Program enables students to apply their classroom training as they explore career opportunities in roles or regions where compensation is generally lower than the traditional MBA level. This summer, we are... View Details