Publications

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

August 1996 (Revised October 1996)
Case

Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

By: Benson P. Shapiro

Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach. View Details

Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy

Other Unpublished Work

Risk Aversion, Risk Premium and the Choice of Capital Projects

By: S. Datar, R. Banker and B. Gopi

Keywords: Risk Management; Cost vs Benefits; Infrastructure

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

04 Aug 2021
Research & Ideas

Worried About the Great Resignation? Be a Good Company to Come From

While managers feared that all the top talent would leave, instead Recruit grew to become a $20 billion tech company (roughly the equivalent of Salesforce) that employs 50,000 people globally. They have created a suite of products... View Details

Keywords: by Sandra J. Sucher and Shalene Gupta

19 Sep 2018
Sharpening Your Skills

Say Again? Uncommon Advice for Common Business Problems

when their employees are naturally proactive. When a Competitor Abandons the Market, Should You Advance or Retreat? Companies pay close attention when a competitor drops out of the market. Too often, though, they come to the wrong conclusion. Hiding From View Details

Keywords: by Sean Silverthorne

01 Dec 2013
News

Alumni News | Book Briefs

than 25,000 companies over a period of 40-plus years to identify the core rules for sustained superior performance. They found three: better before cheaper (companies sustaining their performance do so by non-price benefits such as a... View Details

Keywords: 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

February 1998
Case

Lyondell Petrochemical Company

By: Jay W. Lorsch and Daniel P. Erikson

In August 1994, Lyondell Petrochemical Co.'s corporate parent and largest single shareholder effectively shed its stock, resulting in the resignation of 5 of its 11 directors. The remaining outside directors immediately acted to overhaul the executive compensation plan... View Details

Keywords: Corporate Governance; Governing and Advisory Boards; Executive Compensation; Design; Business or Company Management; Management Teams; Mining Industry

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04 Jul 2005
Research & Ideas

Should You Outsource Your Marketing?

benefit considerably by outsourcing, for example, analytical functions to qualified suppliers if those skills are lacking in-house. But some aspects of marketing are less amenable to outsourcing—those that directly drive marketing... View Details

Keywords: by Poping Lin

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

March 2006 (Revised November 2007)
Case

Manchester Bidwell Corporation (A)

By: James L. Heskett

The head of Manchester Bidwell Corp. ponders what it will take to replicate its social services in 100 cities across North America and internationally--an effort that ultimately would cost several hundred million dollars. View Details

Keywords: Cost vs Benefits; Social Entrepreneurship; Leadership Style; Growth Management; Welfare; North and Central America

April 2021
Article

The Effects of Quota Frequency: Sales Performance and Product Focus

By: Doug J. Chung, Das Narayandas and Dongkyu Chang

This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota... View Details

Keywords: Sales Force Compensation; Field Experiment; Quotas; Quota Frequency; Commissions; Bonuses; Goals; Salesforce Management; Compensation and Benefits; Goals and Objectives; Behavior; Performance

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

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Read Now

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

02 Feb 2004
Research & Ideas

Mapping Your Corporate Strategy

business leaders. Martha Lagace: Why should companies learn more about the benefits of strategy maps? What could companies be doing better than they are now? Robert S. Kaplan: A strategy map provides a visual representation of the... View Details

Keywords: by Martha Lagace

November 2018 (Revised January 2019)
Supplement

The Weir Group: Reforming Executive Pay (B)

By: Lynn S. Paine and Federica Gabrieli

Supplement to the (A) case. The case describes the events that took place in the run-up to the 2018 Annual General Meeting, the voting outcome, key perspectives on success factors, and the challenges that The Weir Group faced in the near future. View Details

Keywords: Corporate Governance; Human Resources; Management; Executive Compensation; Europe; United Kingdom; Scotland

December 2012
Article

On the Efficiency-Fairness Trade-Off

By: Dimitris Bertsimas, Vivek F. Farias and Nikolaos Trichakis

This paper deals with a basic issue: How does one approach the problem of designing the "right" objective for a given resource allocation problem? The notion of what is right can be fairly nebulous; we consider two issues that we see as key: efficiency and fairness. We... View Details

Keywords: Decision Support; Cost vs Benefits; Fairness; Resource Allocation; Performance Efficiency; Air Transportation Industry

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October 2005 (Revised February 2008)
Case

Sales Force Integration at FedEx (A)

By: David B. Godes

Federal Express' (FedEx) recent acquisition of RPS--a ground delivery firm--gave the firm the potential to offer a single source for a client's delivery needs. However, to deliver on this potential, the firm needed to deliver the integrated solution through a single... View Details

Keywords: Horizontal Integration; Salesforce Management; Transportation; Compensation and Benefits; Transportation Industry