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Show Results For
-
All HBS Web
(6,602)
- People (8)
- News (1,315)
- Research (4,172)
- Events (30)
- Multimedia (77)
- Faculty Publications (2,500)
- 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 using some combination of...
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Sean Silverthorne
- 2011
- Working Paper
Do U.S. Market Interactions Affect CEO Pay? Evidence from UK Companies
By: Joseph J. Gerakos, Joseph D. Piotroski and Suraj Srinivasan
This paper examines the extent that interactions with U.S. markets impact the compensation practices of non-U.S. firms. Using a sample of large U.K. companies, we find that the total compensation of U.K. CEOs is positively related to the extent of the firm's...
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Keywords:
Globalized Markets and Industries;
Corporate Governance;
Executive Compensation;
Management Practices and Processes;
Motivation and Incentives;
United Kingdom;
United States
Gerakos, Joseph J., Joseph D. Piotroski, and Suraj Srinivasan. "Do U.S. Market Interactions Affect CEO Pay? Evidence from UK Companies." Harvard Business School Working Paper, No. 11-075, January 2011.
- 22 Feb 2021
- Blog Post
I Found My Future at HBS and You Can Too
you: You belong here. You can succeed here. Your community will benefit from your being here. Your ideas will be valued at HBS—not because they conform to the status quo, but rather because they are different View Details
- 02 Jan 2018
- First Look
First Look at New Research and Ideas, January 3, 2018
December 4, 2017 Harvard Business Review How a Fast-Growing Startup Built Its Sales Team for Long-Term Success By: Cespedes, Frank V., and David Mattson Abstract—It’s common for leaders of sales teams to focus almost exclusively on...
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Keywords:
Sean Silverthorne
- Web
Executive Education Courses - Institute For Strategy And Competitiveness
your organization's strategic agenda. Key Benefits Focused on improving the quality and delivery of health care, Value Measurement for Health Care provides more efficient and...
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- 06 Feb 2018
- First Look
First Look at New Research and Ideas: February 6, 2018
can also play an important role in facilitating within-country migration. In the face of physical, informational and social barriers to migration, firms with nationwide hiring practices can benefit from...
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- 01 Aug 2005
- What Do You Think?
Is There an “Efficient Market” in CEO Compensation?
mega-organization CEO positions? Is there something about the need for high compensation and the "score keeping" that goes with it that distinguishes desirable CEO candidates from others? Can (or...
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by James Heskett
- 04 Aug 2021
- Research & Ideas
Worried About the Great Resignation? Be a Good Company to Come From
developing employees by figuring out their passions, giving them relevant experiences to help them become more marketable, and helping them on their way when they are ready to exit. Companies can then View Details
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by Sandra J. Sucher and Shalene Gupta
- November 2002
- Article
One More Pension Concern: Earnings Boosts From Settlement, Curtailment, and Termination Gains
By: David F. Hawkins
Keywords:
Compensation and Benefits
Hawkins, David F. "One More Pension Concern: Earnings Boosts From Settlement, Curtailment, and Termination Gains." Accounting Bulletin, no. 112 (November 2002).
- April 2022
- Teaching Note
Tempur Sealy International (A, B & C)
By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms...
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Keywords:
Porter's 5 Forces;
Bargaining Power;
Buyer Power;
Customer Power;
Supplier Power;
Negotiations;
Value Capture;
Private Equity;
Consumer Durables;
Consumer Discretionary;
Mattresses;
B-2-B;
Industry Dynamics;
Leadership;
Compensation;
Corporate Strategy;
Business Strategy;
Value Creation;
Competition;
Cooperation;
Distribution;
Negotiation;
Industry Structures;
Customers;
Relationships;
Distribution Industry;
Manufacturing Industry;
Retail Industry;
Consumer Products Industry;
United States;
South Africa
- 06 Jun 2017
- First Look
First Look at New Research and Ideas: June 6, 2017
and implications of firms' benchmarks in rTSR-based contracts. Although compensation consultants suggest that a primary objective of rTSR is to filter shocks unrelated to managerial performance, following...
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Sean Silverthorne
- winter 2004
- Article
Transferable Stock Options (TSOs) and the Coming Revolution in Equity-Based Pay
By: Brian Hall
- 25 Jul 2017
- First Look
First Look at New Research and Ideas: July 25, 2017
rates, deal premiums, and completion rates in the UK, relative to the other European G-10 countries. We find that M&A deal volumes in the UK declined significantly in the aftermath of the 2011 Reforms, relative to deal volumes in the...
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Carmen Nobel
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
all the benefits of the register, Patterson gave them scripts to memorize. The practice of writing out sales arguments was rare, but not as new as some of Patterson's biographers claim. Booksellers and other...
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by Walter A. Friedman
- Other Unpublished Work
Risk Aversion, Risk Premium and the Choice of Capital Projects
By: S. Datar, R. Banker and B. Gopi
- Web
Programming and Statistical Analysis | Baker Library | Bloomberg Center | Harvard Business School
STATA, and Excel. Additionally, we have expertise in statistical methodology, survey design, and qualitative data analysis.Recent work includes programmatic solutions for:- name matching (e.g. matching of...
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- February 2000 (Revised April 2004)
- Case
Butler Capital Partners and Autodistribution: Putting Private Equity to Work in France
Describes a proposed buyout transaction of Autodistribution, an entrepreneurial firm that is the leading car-parts distributor in France. The deal became feasible because of a failed takeover battle for Autodistribution's parent company. Private equity investor Butler...
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Keywords:
Private Equity;
Leveraged Buyouts;
Valuation;
Executive Compensation;
Entrepreneurship;
Distribution Industry;
Auto Industry;
France
Kuemmerle, Walter, and William J. Coughlin Jr. "Butler Capital Partners and Autodistribution: Putting Private Equity to Work in France." Harvard Business School Case 800-224, February 2000. (Revised April 2004.)
- 16 Nov 2021
- Blog Post
How HBS Supported My Career Transitions During and After Graduation
Verticals team in October of 2020. How have you used career services since graduating? One of the benefits of being an alum is that you have access to continued career coaching. About a year after graduating I went back to Martha View Details
- February 2003 (Revised August 2004)
- Background Note
Note on Valuation-Compensation Tradeoff in Professional Service Firm Acquisitions
By: Ashish Nanda
This case highlights the tradeoff between valuation ascribed to professionals at the time of a professional services firm (PSF) acquisition and the postacquisition compensation of these professionals. It emphasizes how a high valuation at acquisition carries with it...
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Nanda, Ashish. "Note on Valuation-Compensation Tradeoff in Professional Service Firm Acquisitions." Harvard Business School Background Note 903-111, February 2003. (Revised August 2004.)
- June 2011
- Supplement
Arck Systems (F)
By: Ian Larkin
The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star” performers. The cases track a...
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Larkin, Ian. "Arck Systems (F)." Harvard Business School Supplement 911-073, June 2011.