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  • August 2017
  • Article

Incentives versus Reciprocity: Insights from a Field Experiment

By: Doug J. Chung and Das Narayandas
We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of... View Details
Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
Related
  • October 2009
  • Supplement

Negotiating Star Compensation at the USAWBL (A-4): Confidential Instructions for the Boston Sharks Chief Financial Officer

By: Ian Larkin and Nithyasri Sharma
Keywords: Negotiation; Compensation and Benefits; Information; Management
Related
  • October 2006
  • Article

Stewards, Agents, and the Founder Discount: Executive Compensation in New Ventures

By: Noam Wasserman
Keywords: Management; Compensation and Benefits; Business Ventures
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  • 01 Jun 2001
  • News

Virtual Plant Tours and Beer Game Dysfunction

more willing to admit what they don’t understand when they’ve had the opportunity to explore the material interactively online. Sometimes using technology is the best way to prove a point, as the Technology and Operations Management (TOM)... View Details
Keywords: Business Schools & Computer & Management Training; Business Schools & Computer & Management Training
  • 11 Apr 2017
  • First Look

First Look at New Research, April 11

forthcoming Journal of Accounting & Economics Career Concerns of Banking Analysts By: Horton, Joanne, George Serafeim, and Shan Wu Abstract—We study how career concerns influence banking analysts' forecasts and how their forecasting behavior View Details
  • 01 Jun 2005
  • News

Lessons from the Tsunami Disaster

CURRAN: "The most important thing I learned is that central planning in such situations doesn't work." Courtesy Dan Curran International relief agencies that raced to aid Indonesia’s tsunami-ravaged Aceh province have a lot to learn from the unique View Details
Keywords: Management; Management; Management; Management; Management
  • 28 May 2019
  • News

Tech for the People

about ways that tech companies can develop products and services that both benefit the public and align with their business model,” he observes. Tsai says courses such as Public Entrepreneurship, taught by Mitchell Weiss, professor of... View Details
Keywords: Deborah Blagg
  • 04 Jan 2021
  • What Do You Think?

How Do We Sustain Organization Diversity?

low-wage workers.” Another point of view rejects the notion that such a competition exists. David Wittenberg commented, “Workers don’t ‘compete for your profits,’ they contract to provide services for a wage shareholders have the right to expect the company to be View Details
Keywords: by James Heskett
  • May 2004
  • Article

Underwater Options and the Dynamics of Executive Pay-to-Performance Sensitivities

By: Brian J. Hall and Thomas A. Knox
Keywords: Management; Compensation and Benefits; Performance
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  • July 2010
  • Teaching Note

Executive Pay and the Credit Crisis of 2008 (TN) (A) and (B) and The Credit Crisis of 2008: An Overview

By: V.G. Narayanan and Lisa Brem
Teaching Note for 109036, 110005, and 110048. View Details
Keywords: Financial Crisis; Compensation and Benefits; Management Teams
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  • January 2005 (Revised September 2018)
  • Exercise

RetailSoft: Role for Sydney Masser

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
Related
  • January 2005 (Revised September 2018)
  • Exercise

RetailSoft: Role for Regan Kessel

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
Related
  • 01 Dec 2007
  • News

A View from the Top

Relations Bill Sahlman, who quizzed each recipient at a late September event held for the benefit of hundreds of first-year MBA students packing Burden Auditorium. Sahlman opened the discussion with this stumper: What is your greatest... View Details
Keywords: Business Schools & Computer & Management Training; Business Schools & Computer & Management Training; Business Schools & Computer & Management Training
  • 25 Jan 2017
  • Working Paper Summaries

The Effects of Quota Frequency on Sales Force Performance: Evidence from a Field Experiment

Keywords: by Doug J. Chung and Das Narayandas
  • 19 Sep 2012
  • Research & Ideas

Book Excerpt: “The Architecture of Innovation”

go elsewhere becomes too great. The corporation, having borne the cost of training the fledgling venture investor, does not get to benefit from the harvest. These issues also manifest themselves when it comes to rewarding the View Details
Keywords: by Josh Lerner; Financial Services
  • 01 Sep 2012
  • News

What’s the Big Idea?

reporting standards,” he continues. “Integrated reporting will help take the capital markets to the next level, to the benefit of everybody.” —RT Star Gazing Boris Groysberg In today’s hypercompetitive world, successful senior View Details
Keywords: Garry Emmons;Julia Hanna;Roger Thompson; Management; Management; Management; Management
  • 01 Dec 2000
  • News

Q&A: Andrew Kendall

they are maintained. Another benefit is that these activities attract people who might otherwise never visit our properties. There's a nice cycle here: We acquire a property, develop a long-term management... View Details
Keywords: Deborah Blagg; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises; Management of Companies and Enterprises
  • January 2005 (Revised September 2018)
  • Exercise

RetailSoft: Role for Cam Archer

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
Related
  • September 2003 (Revised September 2018)
  • Exercise

RetailMax: Role for Regan Kessel

By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
Related
  • 22 Feb 2022
  • News

Q&A: The Post-Pandemic Path

that businesses are much more flexible than any of us thought. Early in the crisis, I interviewed a number of executives in HBS’s Owner/President Management program, who run small and medium-sized businesses around the globe, and listened... View Details
Keywords: April White