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- Faculty Publications (125)
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- All HBS Web (357)
- Faculty Publications (125)
- 01 Sep 2005
- News
London Forum Highlights the Best of HBS
of People magazine sales discovered that newsstand purchases jumped 20 percent every time a bride appeared on the cover. That nugget of information led to the launch of a brides’ magazine and development of a separate business unit...
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- 09 Dec 2008
- First Look
First Look: December 9, 2008
its sales channel (because it creates jobs and entrepreneurs), Barnett wished to take the business model to sub-Saharan Africa and South Asia. Purchase the case: http://harvardbusinessonline.hbsp.harvard.edu/...
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Martha Lagace
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
the company’s policy for awarding sales incentive compensation on HMM, as well as how they communicated with employees and the firm’s sole shareholder, the Harvard Business School. Purchase this...
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Dina Gerdeman
- 01 Jul 2008
- First Look
First Look: July 1, 2008
and inside sales force have been very successful in finding and bringing in new customers, in part because of a laser-like focus on increasing its marketing ROI. As ScriptLogic looks towards its next phase of growth, however, it is...
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Martha Lagace
- Web
Supplemental Financial Information - Annual Report 2016
million, or 6.7 percent, from the prior year. The principal drivers were upward pressure on compensation costs, as well as spending aimed at positioning HBP, HBX, and Executive Education for future growth. The increase was partially...
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- 28 May 2012
- Research & Ideas
A Pragmatic Alternative for Creating a Corporate Social Responsibility Strategy
dangerous working conditions in overseas factories. So the company launched an initiative to reduce the negative environmental impact of its entire supply chain and established a code of conduct focused on compensating employees fairly...
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by Dina Gerdeman
- 05 Sep 2017
- First Look
First Look at New Research and Ideas, September 5, 2017
boycott as well as a shareholder proposal to change its policies on political contributions. The case covers current campaign finance regulations as they relate to business as well as Target's lobbying activities regarding online sales...
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Sean Silverthorne
- 06 Nov 2000
- Research & Ideas
The Determinants of Corporate Venture Capital Success
emphasis toward xerography characterized the Haloid Company in the 1950s. In 1961, in recognition of the spectacular growth of sales engendered by the first plain-paper copier, the firm was renamed the Xerox Corporation. In response to...
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by Paul Gompers & Josh Lerner
- 05 May 2009
- First Look
First Look: May 5, 2009
foreign countries, the model predicts growth in the number of source-country firms engaging in foreign direct investment, growth in the size of affiliates that are active in reforming countries both before and after the tariff reduction, and an increase in the extent...
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Martha Lagace
- 11 Sep 2012
- First Look
First Look: September 11
high levels of employee compensation can deter employee theft, an increasingly common type of fraudulent behavior. Specifically, we examine the extent to which relative wages (i.e., employee wages relative to the wages paid to comparable...
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Sean Silverthorne
- 28 Oct 2020
- Blog Post
Keep Your Weary Workers Engaged
observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice as hard for a quarter of the results. We have reduced the expectation of results but they still feel...
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All Industries
- 08 Dec 2020
- Blog Post
Keep Your Weary Workers Engaged
observed: “Keeping spirits high in a sales environment. At the moment our sales force has to work twice as hard for a quarter of the results. We have reduced the expectation of results but they still feel...
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- 01 Apr 2002
- News
Q&A - Mark Fields
Japan’s fifth-largest automaker and employer of more than 38,000 people, Fields was named 2001 Asian Business Innovator of the Year (by CNBC Asia Pacific and TNT, a business logistics company).. A New York and New Jersey native, Fields worked for IBM in View Details
- 30 Oct 2005
- Research & Ideas
Tuning Jobs to Fit Your Company
positions such as commission-based sales in efficient and liquid markets—do not need wide spans of support. In fact, such organizations generally operate more efficiently with narrow spans, since each job is independent and individual...
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by Robert Simons
- 09 May 2017
- First Look
New Research and Ideas, May 9
paper: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=52312 Equality and Equity in Compensation By: Bao, Jiayi, and Andy Wu Abstract—Equity compensation is widely used for incentivizing skilled employees,...
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Sean Silverthorne
- 26 Sep 2017
- First Look
First Look at New Research and Ideas, September 26, 2017
Business Review What’s the Right Kind of Bonus to Motivate Your Sales Force? By: Chung, Doug J., and Das Narayandas Abstract—Companies typically compensate their sales force by...
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Sean Silverthorne
- 16 Mar 2010
- First Look
First Look: March 16
his team undertake a systematic analysis of the drivers of customer satisfaction and branch network profitability and, based on the results, must decide how to change TD-Canada Trust's branch compensation and performance reporting systems...
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Martha Lagace
- 28 Aug 2012
- First Look
First Look: August 28
while more equal ones dislike competitive groups and do not necessarily respect them as competent. Unequal societies may need ambivalence for system stability: income inequality compensates groups with partially positive social images....
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Sean Silverthorne
- 01 Dec 2003
- News
Rural Renewal
began to think that “the compensation was no longer commensurate with the risks.” With the aim of cutting back on the workload, she and her partner decided to stop raising new funds. At the same time, her growing appreciation of greener...
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- 15 Dec 2015
- First Look
December 15, 2015
grounded in the competitive dynamics that may otherwise drive a race-to-the-bottom. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=50203 forthcoming Journal of Business Ethics Corporate Governance and Executive View Details
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Carmen Nobel