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Show Results For
-
All HBS Web
(6,164)
- People (15)
- News (1,361)
- Research (3,490)
- Events (49)
- Multimedia (41)
- Faculty Publications (1,960)
- 28 Nov 2018
- HBS Case
On Target: Rethinking the Retail Website
fruitful streak came to an abrupt halt with the United States financial crash in the fall of 2008. Target was hit hard—much harder, in fact, than Walmart. Five years later...
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- 11 May 2020
- Working Paper Summaries
Targeting High Ability Entrepreneurs Using Community Information: Mechanism Design in the Field
- 2010
- Working Paper
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent...
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Keywords:
Compensation and Benefits;
Performance Productivity;
Mathematical Methods;
Salesforce Management;
Motivation and Incentives
Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
- 05 Mar 2019
- Blog Post
Part 2: Military Transition and the JD/MBA - The Path to Your Goals
Read Part 1 of Military Transition and the JD/MBA How to Think About the JD/MBA The military is an extremely hierarchical environment where...
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- 05 Oct 2009
- Research & Ideas
The Vanguard Corporation
develops. But how do companies embed these principles throughout the organization such that decisions are based upon them? A: It's not the words; it's View Details
Keywords:
by Sean Silverthorne
- 02 Apr 2007
- Lessons from the Classroom
Making the Move to General Manager
faculty; the program is also supported by a very professional and skillful administrative team. Although it is a new program, GMP actually grew out of two other longstanding programs with a deep tradition...
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by Martha Lagace
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
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- January 2022
- Case
SpartanNash Company: The Amazon Warrants (A)
By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20...
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Keywords:
Valuation;
Value Creation;
Consumer Behavior;
Negotiation;
Distribution;
Ownership;
Partners and Partnerships;
Business Strategy;
Equity;
Distribution Industry;
Food and Beverage Industry;
United States
Esty, Benjamin C., E. Scott Mayfield, and Daniel Fisher. "SpartanNash Company: The Amazon Warrants (A)." Harvard Business School Case 222-022, January 2022.
- August 2009 (Revised January 2012)
- Case
Pandora: Royalties Kill the Web Radio Star? (A)
By: Robert C. Pozen and Alex Curtis Rosenfeld
Joe Kennedy, president and CEO of Pandora, one of the largest and most popular web (Internet) radio broadcasters, had just received bad news. The Copyright Royalty Board (CRB) had announced its decision to increase the royalties required to be paid by the web radio...
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Keywords:
Profit;
Governing Rules, Regulations, and Reforms;
Copyright;
Laws and Statutes;
Rights;
Internet and the Web;
Media and Broadcasting Industry
Pozen, Robert C., and Alex Curtis Rosenfeld. "Pandora: Royalties Kill the Web Radio Star? (A)." Harvard Business School Case 310-026, August 2009. (Revised January 2012.)
- 01 Sep 2011
- News
RoboCar, the Sequel
thinking about a people-moving system based on cars that could drive on roads but also attach to computer-controlled track networks. A version of his idea was adapted in the...
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- 12 Feb 2016
- News
Creating Common Ground in Communities of Conflict
catch up,” she says. Questioning the status quo has also inspired Mendhro to launch VIDA, a venture-based ecommerce platform based in San Francisco that connects designers across View Details
Keywords:
Jill Radsken
- 01 Apr 1997
- News
HBS Conferences Explore Range of Issues
January 31 to February 1. Before a Burden Hall audience of some nine hundred students, business leaders, and academics, keynote speaker Dr. Edgar Cheng, chairman of the Hong...
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- September 2017
- Article
Winning the War for Talent: Modern Motivational Methods for Attracting and Retaining Employees
By: Anais Thibault-Landry, Allan Schweyer and Ashley V. Whillans
Given the struggle that many organizations face hiring and retaining talent in today's tight labor market, it is critical to understand how to effectively reward employees. To address this question, we review relevant evidence that explains the importance of workplace...
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Keywords:
Rewards;
Total Reward Strategies;
Incentives;
Recognition;
Motivation;
Psychological Needs;
Employees;
Retention;
Motivation and Incentives;
Working Conditions
Thibault-Landry, Anais, Allan Schweyer, and Ashley V. Whillans. "Winning the War for Talent: Modern Motivational Methods for Attracting and Retaining Employees." Compensation & Benefits Review 49, no. 4 (September 2017): 230–246.
- 01 Sep 2011
- News
Breaking Free from Fear of Change
self-image is based on perfection, it’s hard to trust yourself enough to swing for the fences on something new. One of the surprises from this...
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The Fantastic Horizon: How to Invest in a New City
Rapid urbanization and rampant resource scarcity pose problems – and opportunities – for businesses and governments all over the world. The world’s existing population centers cannot absorb all the migration, prompting the need for hundreds of new cities. This... View Details
- 01 Jun 2004
- News
At Work in the Fields with the Lord
Allen told the Riverside Press-Enterprise (March 14, 2004). A leader of The Global Church, a nondenominational religious organization based in...
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Keywords:
Agriculture
- January 2006 (Revised October 2009)
- Case
Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a...
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Keywords:
Compensation and Benefits;
Contracts;
Negotiation Process;
Negotiation Tactics;
Conflict and Resolution;
Sports;
Sports Industry;
United States
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
- 12 May 2021
- Book
The Hard Truth About Being a CEO
Fubini, a senior lecturer in the Organizational Behavior Unit at Harvard Business School, poured that knowledge, along with a list of lessons learned from researching leaders past and present into View Details
Keywords:
by Michael Blanding
- March–April 2014
- Article
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
By: Doug J. Chung, Thomas Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity...
View Details
Chung, Doug J., Thomas Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Marketing Science 33, no. 2 (March–April 2014): 165–187. (Lead article. Featured in HBS Working Knowledge.)