Filter Results:
(842)
Show Results For
- All HBS Web
(1,475)
- People (6)
- News (376)
- Research (842)
- Events (4)
- Multimedia (3)
- Faculty Publications (193)
Show Results For
- All HBS Web
(1,475)
- People (6)
- News (376)
- Research (842)
- Events (4)
- Multimedia (3)
- Faculty Publications (193)
Page 1 of 842
Results →
Sort by
- Article
How to Really Motivate Salespeople
By: Doug J. Chung
Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab experiments. But in the past decade, researchers have been moving out of the lab and into the field, analyzing companies' sales and pay data, and... View Details
Keywords: Compensation; Motivating People; Motivation and Incentives; Compensation and Benefits; Sales
Chung, Doug J. "How to Really Motivate Salespeople." Harvard Business Review 93, no. 4 (April 2015): 54–61.
- 19 Dec 2022
- Research & Ideas
What Motivates People to Give Generously—and Why We Sometimes Don't
receiving an item in return. We found that the former ends up being a stronger motivator than the latter, because people compare those framings to different sets of behaviors: When you think about buying an... View Details
- Article
Beyond Emotional Similarity: The Role of Situation-specific Motives
By: Amit Goldenberg, David Garcia, Eran Halperin, Jamil Zaki, Danyang Kong, Golijeh Golarai and James J. Gross
It is well established that people often express emotions that are similar to those of other group members. However, people do not always express emotions that are similar to other group members, and the factors that determine when similarity occurs are not yet clear.... View Details
Keywords: Emotion Contagion; Emotional Influence; Motivation; Group Dynamics; Emotions; Situation or Environment; Motivation and Incentives; Behavior
Goldenberg, Amit, David Garcia, Eran Halperin, Jamil Zaki, Danyang Kong, Golijeh Golarai, and James J. Gross. "Beyond Emotional Similarity: The Role of Situation-specific Motives." Journal of Experimental Psychology: General 149, no. 1 (January 2020): 138–159.
- 2018
- Working Paper
Is Overconfidence a Motivated Bias? Experimental Evidence
By: Jennifer M. Logg, Uriel Haran and Don A. Moore
Are overconfident beliefs driven by the motivation to view oneself positively? We test the relationship between motivation and overconfidence using two distinct, but often conflated, measures: better-than-average (BTA) beliefs and overplacement. Our results suggest... View Details
Keywords: Self-perception; Overconfidence; Motivation; Better-Than-Average Effect; Specifically; Personal Characteristics; Perception; Motivation and Incentives; Cognition and Thinking
Logg, Jennifer M., Uriel Haran, and Don A. Moore. "Is Overconfidence a Motivated Bias? Experimental Evidence." Harvard Business School Working Paper, No. 18-099, April 2018.
- Research Summary
Learning Motives
In another research stream, Professor Myers probes the underlying reasons that motivate people to learn. He has confirmed a conceptual framework that identifies four distinct learning motives that vary to the extent that they are intrinsic, extrinsic, and self- or... View Details
Keywords: Learning
- 22 Oct 2018
- Sharpening Your Skills
Motivate Me, Please
when goals can go off the rails. Research Paper Is Overconfidence a Motivated Bias? Experimental Evidence People are most at risk of making overly positive self-assessments when their assessment criteria are... View Details
Keywords: by Sean Silverthorne
- 2021
- Article
Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors
By: Jillian J. Jordan, Erez Yoeli and David Rand
COVID-19 prevention behaviors may be seen as self-interested or prosocial. Using American samples from MTurk and Prolific (total n = 6,850), we investigated which framing is more effective—and motivation is stronger—for fostering prevention behavior intentions. We... View Details
Keywords: COVID-19; Prevention; Prosocial Motivation; Health Pandemics; Behavior; Motivation and Incentives
Jordan, Jillian J., Erez Yoeli, and David Rand. "Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors." Art. 20222. Scientific Reports 11 (2021).
- January 1996
- Background Note
The Motivation for Creativity in Organizations
People will be most creative when they feel motivated primarily by the interest, enjoyment, satisfaction, and challenge of the work itself--when they are driven by a deep involvement in their work and a passion for it. This note describes the ways in which creativity... View Details
Keywords: Compensation and Benefits; Managerial Roles; Organizations; Creativity; Motivation and Incentives; Satisfaction
Amabile, Teresa M. "The Motivation for Creativity in Organizations." Harvard Business School Background Note 396-240, January 1996.
- 31 Oct 2011
- Research & Ideas
The Most Powerful Workplace Motivator
workplace motivator is our natural tendency to measure our own performance against the performance of others. "Traditionally, [the field of] economics has held a very rational view of people, and there's a gigantic amount of literature... View Details
Keywords: by Carmen Nobel
- Article
Introducing the Sociopolitical Motive x Intergroup Threat Model to Understand How Monoracial Perceivers' Sociopolitical Motives Influence Their Categorization of Multiracial People
By: Arnold K. Ho, Nour Kteily and Jacqueline M. Chen
Ho, Arnold K., Nour Kteily, and Jacqueline M. Chen. "Introducing the Sociopolitical Motive x Intergroup Threat Model to Understand How Monoracial Perceivers' Sociopolitical Motives Influence Their Categorization of Multiracial People." Personality and Social Psychology Review 24, no. 3 (August 2020): 260–286.
- 10 Jan 2005
- Research & Ideas
Motivation and the Cross-Sector Alliance
Austin, explores the motivations behind such partnering.What motivates organizations to collaborate? It is important to understand the motivating forces behind the decisions of... View Details
- 08 Oct 2020
- Research & Ideas
Keep Your Weary Workers Engaged and Motivated
jobs. The many unknowns of the pandemic mean that people’s overall need for comprehension and control is severely stymied. Organizations that can satisfy this drive for their employees will find them highly motivated in return. View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 2006
- Working Paper
The Limits of Authority: Motivation versus Coordination
This paper studies the effects of open disagreement on motivation and coordination. It shows how, in the presence of differing priors, motivation and coordination impose conflicting demands on the allocation of authority, leading to a trade-off between the... View Details
Keywords: Decisions; Governance Controls; Organizational Culture; Agency Theory; Conflict and Resolution; Motivation and Incentives
Van den Steen, Eric J. "The Limits of Authority: Motivation versus Coordination." Sloan School of Management Working Paper, No. 4626-06, January 2006. (Available at SSRN.)
- Research Summary
Choice Amnesia: Motivated Forgetting of Difficult Choices
Imagine having to choose between your two favorite flavors of ice cream, chocolate and mint chip. Previous work suggests that whichever option you pick (say, chocolate) will become even more appealing after your decision, and the rejected option (mint chip) will get... View Details
- 27 Apr 2018
- Working Paper Summaries
Is Overconfidence a Motivated Bias? Experimental Evidence
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
European sales managers whether the results would translate to their area or industry. "My answer is basically yes. The study was conducted in India because that was the specific stage we chose, and it happened to be a firm that wanted to collaborate with us," he says.... View Details
- 2009
- Working Paper
Dishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting
By: Lisa L. Shu, Francesca Gino and Max H. Bazerman
People routinely engage in dishonest acts without feeling guilty about their behavior. When and why does this occur? Across four studies, people justified their dishonest deeds through moral disengagement and exhibited motivated forgetting of information that might... View Details
Shu, Lisa L., Francesca Gino, and Max H. Bazerman. "Dishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting ." Harvard Business School Working Paper, No. 09-078, January 2009. (Revised April 2009.)
- 19 Jul 2017
- Research & Ideas
Why Government 'Nudges' Motivate Good Citizen Behavior
A tiny nudge can motivate big change. (Source: dziewul) Most governments aren’t subtle when they want citizens to do something. The United States spends close to $1 billion annually on advertising--trying to convince citizens to do... View Details
Keywords: by Michael Blanding
- January 2013
- Article
'I'll Have One of Each': How Separating Rewards into (Meaningless) Categories Increases Motivation
By: F. Gino and S. Wiltermuth
We propose that separating rewards into categories can increase motivation, even when those categories are meaningless. Across six experiments, people were more motivated to obtain one reward from one category and another reward from another category than they were to... View Details
Keywords: Motivation and Incentives
Gino, F., and S. Wiltermuth. "'I'll Have One of Each': How Separating Rewards into (Meaningless) Categories Increases Motivation." Journal of Personality and Social Psychology 104, no. 1 (January 2013): 1–13.
- 09 Feb 2015
- Research & Ideas
Professional Networking Makes People Feel Dirty
they may not become high-power employees—who no longer feel dirty when they network. So short of showering in Listerine, what's a low-power player to do? “We are looking at the motives people have in their... View Details
Keywords: by Carmen Nobel